MBA商务英语学习.pptVIP

* International Business NegotiationsProf. Guo-ping Gui Wuhan University MBA Program of Economics Management School November- 10, 2011 My motto : We are blessed with the opportunity to share knowledge under the same roof. * Exploring What You Believe About Negotiations I. Consider the following questions before the lecture 1. What is a negotiation? 2. Name one kind of negotiation you know between two persons or organizations. 3. When should you negotiate (versus do something else)? 4. What do good negotiators do that makes them effective? 5. What do poor negotiators do that makes them ineffective? II. What are measurements for a successful Negotiation? 1. Obtain what you are entitled to decently; 2. Be efficient without wasting too many resources; 3. Maintain positive relationship with the other side. * An Example of Why It Helps to Know conventional negotiating… * Philosophy and Practice of  Distributive (Conventional) Negotiating I. Philosophy: Assume “zero-sum” game (a fixed pie) Whatever I win is what you lose; whatever you win is what I lose (a Win-lose Game) II. Practice A. Set reservation point “If I can’t get at least this amount, I will not make a deal” (Take it, or leave it.) B. Set target point “This is what I hope to get in the final deal” C. Bargaining zone determines whether we can make a deal Is there positive or negative overlap in the reservation points for both sides? * Core of Conventional Negotiating ____ Positive Bargaining Zone Buyer’s Opening Offer $500 Seller’s Reservation Point $525 Buyer’s Target Point $550 $575 Seller’s Target Point Buyer’s Reservation Point $600 $650 Seller’s Opening Offer *****-----The lowest amount the seller is willing to accept (seller’s reservation point) is less than the highest amount the buyer is willing to pay (buyer’s reservation point). * Core of Conventional Negotiating ____ Negative Bargaining Zone Buyer’s Opening Offer $500 Seller’s Reservation Poin