UNIT 4 Quality and Quantity 英语谈判口语教材.ppt

c YOUR SITE HERE LOGO c 英语谈判口语UNIT 4 Quality and Quantity 北京大学出版社 主编：刘玉玲 Unit 4 Quality and Quantity A Glimpse of Negotiation Strategy Before starting negotiation, be sure to do some thinking ahead of time--- Before the negotiation, it is helpful to plan. Know whether you are in a win-win or win-lose situation. Be sure of your goals, positions, and underlying interests. Try to figure out the best resolution you can expect, what is a fair and reasonable deal and what is a minimally acceptable deal. What information do you have and what do you need. What are your competitive advantages and disadvantage. What are the other’s advantages and disadvantages? Give some thought to your strategy. It is very important to be clear on what is important to you. Be clear about your real goals and real issues and try to figure out the other person’s real goals and issues. Too many negotiations fail because people are so worried about being taken advantage of that they forget their needs. People who lose track of their own goals will break off negotiations even if they have achieved their needs because they become more concerned with whether the other side won. YOUR SITE HERE UNIT 4 Quality and Quantity Equally important is to be clear and communicate why your goals, issues, and objectives are important to you. The other side needs to know why issues are important to you, not just that they are important. It is important to be clear about your walk away (also called reservation position or BATNA). It is important to know your competitive advantage-your strongest points. Also you need to know the advantages to the other’s argument. Similarly, know your weaknesses and the other’s weaknesses. YOUR SITE HERE UNIT 4 Quality and Quantity II. Some Knowledge about Business The quality clauses in an export contract, in general, include the name, specification or grade, standard and brand name, etc. of the subject goods. In the case of sale by sample, the reference number and