国际商务谈判 Chapter 4 Preparing for Negotiation.pptVIP

Chapter 4 Preparing for Negotiation Good preparation has an immediate impact on the opening stages of a negotiation, which set the tone for the rest of the meetings. This chapter covers some points in preparing for negotiation such as what to consider when scheduling for the first meetings, setting the agenda, deciding where to meet, the physical preparation of the meeting room and establishing objectives etc. In this chapter you will learn how to: ● schedule for the first meetings ● set the agenda ● prepare for negotiations 4.1 Scheduling the first meetings The first impression each side makes will most likely have a major effect on the style, progress, and eventual outcome of the negotiations. Scheduling the first round of meetings is an important task for both sides and should be handled in a manner that preserves the professionalism of all the attendees. 4.1.1 Flights, ground transport and traffic 4.1.2 Jet lag, weather and health issues 4.1.3 Clothing 4.1.4 Culinary 4.1.5 Holidays and religions 4.1.6 Gifts 4.2 Setting the agenda From a communication point of view，the process of structuring and controlling a negotiation focuses on the importance of setting an agenda and a procedure for the meeting. The agenda includes the order of the issues to negotiate and its main negotiating methods like what to negotiate first, what others to negotiate later and what is the final goal to attain etc. Whether the agenda is reasonable or not determines the efficiency of the negotiation. 4.2.1 Taking a proactive role 4.2.2 Visitors and agendas 4.2.3 Negotiating agenda 4.2.4 Accommodating the social aspects 4.3 Preparing for negotiation 4.3.1 Establishing objectives Any negotiation should be oriented by its objectives. The objective is the prerequisite of negotiation. The key elements of negotiation objectives In different stages of negotiation the objectives are different. 4.3.2 Issues and positions Any information upon which there is disagreement can be organized