商务谈判课后复习总结.docVIP

Lesson 1 1.what aims should be established before business negotiations? Before business negotiation, the negotiators should establish three different aims the best aim, the satisfactory aim and the acceptable aim gradually. 2.What does the phrase home court mean? Perhaps, it means the domestic location of negotiation because only in his domestic location of negotiation can the negotiator get the information conveniently. 3.What does the phrase neutral location mean? It means a location or country which is convenient to both the buyers and the sellers. Lesson 2 3. What are situation tactics? Tactics are always thought of as specific ploys used in a certain situation to achieve some advantages. This is what we call situation tactics. 4.What are attitudinal tactics? Another class of tactics relates to the attitudes the negotiators (for both sides) have towards each other（对彼此有好感）, so this is referred to as attitudinal tactics. 14.What is the assessment of success probability in negotiation related to? The assessment of success probability is related to: (1)a negotiators past experience and precedent; (2)cues provided by the behavior of the opposing negotiator; (3) the degree of support provided to the negotiator by the Opponents company. Lesson 3 2.How many offensive tastics can you list? Asking questions; making the other side appear unreasonable; pulling the pigs tail; use of commitments; discovering interests; presenting arguments;, “the right answer” strategy; “the best alternative” strategy. 3.How many kinds of questions are involved in asking offensive questions? And what are their functions? There are four kinds of questions involved: probing. specific, attacking, and yes or “no” questions. The probing question are intended to gain information for one party to make sure the weak point in the Opponent’s propositions before a major attack. The specific questions are designed to force an admission based on the information gained from the probing questions and