国际商务谈判Unit4.pdf

UUnitit 44 Opening of International BBusiness N Negotiation Business negotiations are conducted in the following four phases: the preparation phase the oppeningg pphases the bargaining phase and the closing phaseand the closing phase In the four phases, the negotiating parties claim valuesclaim values, create values and finally create values and finally overcome barriers to arrangement in which the two sides try to maximize their ownthe two sides try to maximize their own interests by resolving their conflicts. 1. Creating a right negotiation atmosphere The international business negotiation atmosphere refers to the atmosphere and the surroundings that one or both parties createsurroundings that one or both parties create before the negotiation gets a start, which can reflect the frankness, national characteristics, cultlturall att ttribibuttes, st tylle ch hoiice and d psych hollogiicall implications of one party or both parties.implications of one party or both parties. 1.1 The function of negotiation Atmosphere DiffDifferent negoti iatiion atmosph heres h have diff different impacts on the negotiations. (1)High-spirit atmosphere Refers to the situation in which the negotiation isRefers to the situation in which the negotiation is animated as both parties are positive and enthusiasticenthusiastic, and are optimistic and are optimistic about the prospect ofabout the prospect of the negotiation, and generate pleasant elements as the leading factorsthe leading factors. Usually when our party gets the upper hand and hhopes to reachh t hhe agreement wiithh t hhe ot hher party, high-spirit climate ought to be created. (2) Low-spirit atmosphere It iIt is th the one ththat it is seriious, d depressiing and d d downcastt, and it is the situation where the negotiators are in low spirit, ha