西南科技大学商务沟通与谈判课件chapter7 business negotiation.ppt

Business communication Chapter 7 Business negotiation Contents How to prepare a negotiation How to negotiate Business negotiation A negotiation is a process of communication between parties to manage conflicts in order for them to come to an agreement, solve a problem or make arrangements. Conflict is the reason why a negotiation is possible to develop. A conflict is a dispute(争论）, disagreement or argument between two or more interdependent parties who have different and common interest. Business is negotiation! You will negotiate to buy, to sell, to conclude contracts with suppliers, to fix the staff salaries and so on. What is more, you have to negotiate with regulators, Banks, Insurances. It means that the business life is a permanent negotiation with others people who are defending their own interests. International business negotiation is a process of information exchanging, talking and discussing, aiming at coming to an agreement in order to satisfy certain demand(s) of participants’ from different nations or regions in international business. A. How to prepare a negotiation Preparation is a must! Negotiating file are often complex and in specific matter, you have better to call a consultant. What to Prepare? Background Attitude Who is your negotiator opponent? What do they want? What do I want? Set goals in terms of acceptable limits and that you have a realistic chance of achieving. What can I trade? Identify your supporting arguments that justify your goals and the arguments that the other party may use against them. What strengths and weaknesses do you take to the negotiating table? What are the strengths and weaknesses of the other party? What will be your opening gambit and how will you present it? Timescale – how much time is there to negotiate how imperative are deadlines? What will be your opening position, your fall back position and your final fall back position? Define you