国际商务谈判教学Chapter 1.ppt

Chapter One:The General Overview of International Business Negotiation I: Terminology of Negotiation II: Understanding the Framework of IBN III: Psychology in negotiation IV: Case study: (Items necessity) Guidelines 1“Let’s never negotiate because of scare, and let’s never be scared of negotiation. ” 2“To meet the needs of others’, we can gain what we want.” 3“People may not understand what they feel, but can feel it deeply when they understand it.” I: Define International Business Negotiation What is negotiation and why negotiate? (Cases in point: 1Splitting the apple pie 2Squabbling over an orange) B. Why some people are afraid of negotiation? (Investigation and illustration) The definition of international business negotiation Business negotiation is a common human activity as well as a complex process(复杂过程) in which every party involved in a business activity talks to each other, exchanges one’s views of point with the objective of satisfying one’s own needs, reaching a final agreement and carrying it out through continuous and conscious efforts （长期努力）. Features of business negotiation(1-4) 1) Negotiation is at the heart of every transaction（交换）and it comes down to the interaction between two sides with a common goal (profits) but divergent（广泛） method. 2) These methods must be negotiated to the satisfaction of both parties. It can be very trying process with confrontation and concession（冲突与让步）. 3) Both parties share open information. 4) Both sides try to understand each other’s point of view. Features of business negotiation(5-8) 5) Both parties know they have common and conflicting objectives, so they try to find a way to achieve common and complementary（互补） objectives acceptable to them both. 6) The purpose of negotiation is to redistribute（重新划分） the potential profit. 7) Everything is negotiable. No “take it or leave（爱干不干）”. 8) It is known as the “zero-sum game（得失所系的赌赛）”. Negotiation Situation