商务谈判教案3-5章.pptVIP

Chapter 3 Choosing the Negotiation Team Main Contents: Who Qualifies as A Negotiator The Role of the Chief Negotiator Team Solidarity 3.1 Who Qualifies as a Negotiator 3.1.1 A Negotiator as an Individual 3.1.2 Personal Characteristics Shrewdness Patience Adaptability Endurance Gregariousness Concentration The ability to articulate Sense of humor 3.2 The Role of a Chief Negotiator 3.2.1 The Chief Negotiator 3.2.2 Organizational Qualities of the Chief Negotiator 3.3 Team Solidarity 3.3.1 a comparison between a single negotiator and team negotiation 3.3.2 organizational structure for negotiators Leading personnel, chief negotiator, technical personnel, business personnel, law personnel, translators and personnel to record minutes 3.3.3 how big should the team be ----as small as possible, for the reasons: Expensive Easy to communication Unified and flexible ----4 members perfectly Size of group Control of team Range of expertise Changing membership 3.3.4 The Importance of Team Solidarity The ideal person should be: Thoughtful and sensitive Understand human nature Adaptive to satisfy the psychological needs Not have a strong compulsion to be liked by peers Listen creatively and patiently Respected Goal-oriented Logical and decision-making Exercises 1. Indirect question or statement I’m not entirely convinced by these forecasts. We’d like to know something about your planning. I’d be interested to hear a bit about payment. Your costs could cause one or two problems. Perhaps we could talk a little bit about figures. That figure looks a little on the high side. Delivery is an area which we’d like to explore a little further with you. I’d like to know more about your management structure. 6. Translation 1）Negotiation is a team sport. 2）The negotiator’s function is to negotiate, while the functional specialists provide specialist advice or information. 3) The team leader is the person who generates enthusiasm in his team to maintain the morale under all conditions. 4