立信国际商务谈判2.pptVIP

Chapter 2 Game Principles of International Business Negotiation Key points: Game principles of negotiation The intention of equality and voluntary Negotiation strategies of seeking common ground while maintaining differences Eight crucial elements which influence the negotiation What are the game Principles of International Business Negotiation? They are also called fundamentals or guidelines of international business negotiation, which are the basic rules, beliefs or norms accepted in international business negotiation that all participating parties are obliged to observe. 2.1 Equal and Voluntary Participation Case study Please look at the case study in the textbook of P28, the negotiation between Boeing Company in the United States and Chengdu Aircraft Company in China. Q: Why the Chinese and American parties were able to reach such a cooperative agreement?  2.1.1 All Parties, big or small, should be equal In international business negotiation, all parties must be equal participants and be willing to participate in it, no matter how great the gaps are in their economic power and organizational scale. The participants in negotiations have the same option for choosing the trade items and terms. The more powerful party makes fewer concessions while the weak one makes more. (Please read the case continued on P29) 2.1.2 Veto power embodies equality In international business negotiation, no situation exists in which one party is entitled to make the final decision or the minority must be subordinate to the majority. All parties have the power to veto any clause under negotiation, and so no agreement will be achieved if either party is not satisfied. As the case above mentioned, if China had refused to assembly only the vertical fins or the American had refused to allow assembling any part in China, then the negotiation would have broken down and ended in failure. 2.1.3 Respect embodies equality All parties concerned should show respect regardles