国际商务谈判(英文版)Chapter 2 Preparation for Negotiation.ppt

* * Options, Futures, and Other Derivatives, 7th Edition, Copyright ? John C. Hull 2008 Options, Futures, and Other Derivatives, 7th Edition, Copyright ? John C. Hull 2008 Options, Futures, and Other Derivatives, 7th Edition, Copyright ? John C. Hull 2008 Options, Futures, and Other Derivatives, 7th Edition, Copyright ? John C. Hull 2008 International Business Negotiation * Part Ⅰ An Overview of International Business Negotiation Chapter 2: Preparation for Negotiation * Key points Information gathering in international business negotiation Requirements for forming a negotiation team Planning work before entering into negotiation * Information Gathering Reason for gathering information: During the actual negotiation, it is likely that your counterparts will conceal their true interests, needs and motivations. Your chance of getting this information during the negotiation is relatively small. Therefore, the earlier you start, the easi-er it is to obtain information. People are more willing to give out information be-fore any formal interaction begins. * Information Gathering Qualification and Credit Status Negotiation Representatives Market Quotations Laws and Cultures * Qualification and Credit Status The qualification and credit status consist of the history and status quo, economic and political power, and corporate reputation (its liabilities), capital quantity, operating capability, bank credit and such of the partner company. * Qualification and Credit Status (1) The history and status quo of the partner company refers to the establishing time, registered office address, main business scope and the number of the employees, etc. (2) Economic and political power refers to the annual turnover, financial or fiscal conditions, market share and position in its industry at home or abroad, of the partner company or organization; whether it has any political influences or what its political tendency is like. (3) Corporate reputation refers to its status of assets