国际商务谈判 Chapter 3 Choosing the Negotiation Team.pptVIP

Chapter 3 Choosing the Negotiation Team In this chapter you’ll learn: ● 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 There are countless reasons that one should seek to empower themselves with better negotiating skills. Here are the top ten reasons for becoming a better negotiator: Negotiating trading terms and conditions 1. Improve personal and professional profitability. 2. Achieve desired outcomes and create synergy while fostering relationships. 3. Maximize financial returns and value in negotiations. 4. Avoid being cheated. 5. Neutralize difficult negotiators and their tactics. 6. Enter into and conduct negotiations with confidence. 7. Know when and how to walk away from a negotiation. 8. Improve personal relationships with colleagues, clients and loved ones. 9. Build leadership and team building skills. 10.Turn cultural differences into assets rather than liabilities. What make a good negotiator or who qualifies as a negotiator? Negotiators must possess a wide variety of technical, social, communication, and ethical skills. Age range, too, may be important and there are certain age limits within which effective negotiators are most likely to be found. Early stages of a career :competitive attitudes, some elements of idealism, and high concern to gain experience and establish one’s own position with promotion prospects. Late stages of a career :a much higher tolerance for other people’s viewpoints and by increasing commitment to domestic and social goals. In between these early and later stages there is a period in which experience has conditioned one’s approach and one’s career objectives; yet energy remains at a high level and there is a continuing and important search for satisfaction from work. The precise ages for this mid-career phase vary from individual to individual, but for most people, it lasts maybe a decade within the age range o