国际商务谈判 Chapter 5 The Bargaining Process.pptVIP

* * * * * * * * * * * * 5. What can cause negotiations to fail? How important is it to maintain a positive tone throughout the meeting? Negotiations can fail for a variety of reasons: competitors offer a better deal; problems seem too difficult to solve; personalities clash; negotiating styles clash. Most negotiations will encounter difficult problems. There is a much greater chance that solutions will be found if both parties keep sight of the main objectives and maintain a positive tone. 6. Fill in the blanks 1). At the start of the bargaining phase we need to establish what the other party really wants then to assess the situation; to assess the differences between us; to analyze the strengths of their respective arguments and to prepare for the next round. 2). The first principle in coping with these conflicts of bargaining is to keep it fluid. The second principle is to seek easy escape routes. The third is to use time breaks either as recesses within a particular negotiation meeting or as breaks between meetings. 3). Bargaining to our advantage, the skilled negotiator will: At the outset ascertain the other party’s needs, wants and interest. Assess the situation and decide how to handle it. Prepare for each successive round of bargaining. Influence the other negotiator----help him to achieve satisfaction and do not try to tread him down. Influence the situation and the other negotiators’ reading of that situation. Bluff and brinkmanship have their part to play----risky though it be. Concede at a measured pace and only in parallel with counter-balancing concessions by others. Keep the negotiating process on a going, and pay due attention to face and fluidity. Avoid impasses. Recognize imminent settlement; make a symbolic closing gesture, then see that the deal is written up and implemented. After all this is over, the negotiator should have secured a deal which is to his advantage whilst giving the other party equal satisfaction. 7. Put the follow