商务谈判理论和原则.pptVIP

商务谈判知识补充--- 国际商务谈判的原则及主要理论 Tips for a successful international business negotiation mission成功国际商务谈判提示 ① A small delegation is more manageable than a large one. ② Delegation leader should be a high ranking and recognized public figure. ③ Identify a couple of dependable contacts in the host country and work with them on logistics prior to your visit. ④ Take advantage of your country′s contacts in the embassy and chambers of commerce in the host country. ⑤ Organize a permission briefing prior to your departure to inform participants about protocol, itinerary updates, and basic cultural advice. ⑥ Bring along a qualified interpreter on your trip. If you cannot afford one, then make sure you have one waiting overseas. ⑦ Create a mission profile book that contains pictures, names, and descriptions of participating companies and personnel. ⑧ Learn how to pronounce names of host contacts correctly and clarify their positions and job titles. ⑨ Gifts are appreciated in every culture. So bring small, tasteful gifts for each contact. ⑩ Do not discuss political ideology and religion. 谈判的心理The need theory--需要理论 One of the key theories about “People at work” is Maslow′s “hierarchy of human needs”. Maslow suggests that human beings take actions in order to satisfy essential needs. He classifies human needs under five main headings:(1) Physical or survival needs (2) Security and safety needs (3) Social needs (4) Ego or esteem needs (5) Self-realization needs The need theory and negotiation谈判与需要理论 (1) Survival needs and negotiation *The need for dress is to dress properly to match your identity and status. It can not only satisfy your need for dressing, to inspire yourself and your peers but also win your opponent′s admiration and approval to strengthen your own negotiating power. *The need for food is to eat well, which means nutritious and to your taste as well as up to the healthful requirement. *The need for accommodation means to match your identity, st