洽谈Chapte three.ppt

3. 2 Frank opening 坦诚式开局策略 A branch secretary of the Communist Party in a village had a negotiation with foreign businessman. After exchanging their business cards, the secretary found the foreigner was very alert about his status; therefore, the negotiation did not move on smoothly. Hence, the secretary frankly told him, “As a secretary, I am, in fact, the leader of the highest rank in our village. I have the right and power to make economic and managerial decisions in our village. Even though our economic development is not on a high level and our conditions are poorer than some coastal cities, we are all farmers, diligent and simple and our labor costs are much lower. We sincerely hope to cooperate with you. It does not matter whether our negotiation is successful or not, for at least you, the “foreign” boss, can make friends with me, a country” folk”. Hearing these frank words, the foreign guest burst into laughter and was no longer overcautious. What can we learn from the case? 3. 3 Reserved opening 保留式开局策略 . Reserved opening is also referred to as evasive (推托) opening. At the beginning we do not answer some key questions raised by the other party explicitly but reserve the information, so that the other party will generate a feeling of mystery and follow our plan. Prerequisites for us to use reserved opening strategy We are quite confident about our competitiveness. We should be good at deploying resources. We should not disobey the game principles of international business negotiation, i.e. we should be trustworthy and should not convey false information. It is used in the natural and low-spirit atmosphere rather than high-spirit atmosphere. But it can turn the atmosphere of other negotiations to low-spirit ones.  3. 3 Reserved opening 保留式开局策略 江西工艺雕刻厂经过努力从一家濒临倒闭的小厂，发展成为产值200多万元的专业雕刻厂，产品也打入日本市场，并被誉为“天下第一雕刻”。 有一年日本三家株式会社的老板同一天接踵而至来厂定货。其中一家资本雄厚的大商社，要求原价包销全厂的佛坛产品。面对此种好事厂家想，三家原来都经销韩国、台湾地区产品的商社，为什么争先恐后、不约而同到厂来定货呢？于是仔细查阅了日本市场的相关资料，发现本厂木