国际商务谈判问答题.docVIP

商务谈判问答题 南通大学 石峰 what is about business negotiation？（PPT） Bussiness is an activity between two or more parties who confer together in order to reach a satisfying purpose Fundamental Elements of Negotiation(PPT) Negotiator :Those who are engaged in negotiation.On-table/off-table negotiator Negotiating topic :Specific problems that should be discussed Topic should be common interest Negotiating: background objective condition of negotiation including Environment/organization/staff background please explain the contents for “soft negotiation”，“hard negotiation” and “principal negotiation”(PPT) （1）soft negotiation considers opponent as friend, emphasis to build mutual good relations ,strengthen mutual understanding and Friendly consultations （2）hard negotiation considers the opponent as enemy ,pay more attention to the stand position rather than interests gain, focus to willpower test so as to impose self position on the other. （3）principal negotiation is value negotiation ，it strengthens fair value and fair principle derived from Harvard negotiation technique what are the main tasks for the 3 stages of negotiation respectively？(13) （1）pre-negotiation The main issue here is to define the problem to be jointly solved for it .environmental factors and information collection are two main task during this stage （2）face to face negotiation ①Introducing team members ② Discussing agenda ③five phase will proceed: A exploration 探索/试探 B bidding 报价/招标 C bargaining 讨价还价 D settling ratify 搞定/认可 （3）post—negotiation the main thing at this phase is to review and confirm the agreement and result of talks on each issue so that no ambiguity of understanding exists. Also wrapping up includes follow-up work for future. what are the approaches you can use to attract immediate attention？(36) ① arouse curiosity by asking a question related to your talk ② say something humorous ③ start off with an interesting news item ④ open with the impact of a profound quo