商务谈判(基本内容介绍)资料.ppt

商务谈判 ——理论篇 什么是商务谈判？ 谈判双方为达成一笔生意，提出交易的内容和条件，通过洽谈协商达成一致的行为和过程。 *语言运用得当与否是成败的关键 e.g. I) I would if I could/ I don’t agree II) I can’t agree/ I don’t like it/ Is there anything else? 谈判前应该有哪些准备？ Target Country Business Partner Qualified Negotiators Proper Plan Target Country Culture background and economic situations Political climate of the country Current import and export statistics Government policy on international trade Information on trade barriers and restrictions ----MOFTEC(对外贸易经济合作部)/ foreign trade corporations/ banks/ newspapers/ journal articles ----Chinese Embassy/ local banks/ the agent/ local newspaper/ journal articles Business Partner Credit reference Background information Business range Annual sales volume Major customers Business culture ----by writing to the references provided by the counterpart ----by employing a consulting firm Qualified Negotiators ---familiar international trading process/ experienced in dealing with foreign customers/ quick in making decisions/ well informed of the transaction they are going to deal with Commercial: price, delivery terms Technical: specification, program and methods of work Financial: terms of payment, credit insurance, bonds and financial guarantees Legal: contract documents, terms of contract, insurance, legal interpretation How many members does a team need? Proper Plan----good information and assessment Define the specific negotiating objective State the minimum acceptable level for each of the major items Identify the team leader and other members of the negotiating team Set forth time schedules for implementation Establish the time period within which the negotiations should be concluded 商务谈判的一般步骤有哪些？ 1. Invitation to Offer 2. The Offer 3. The Counter-offer 4. Acceptance Invitation to Offer ---Inquiry: initiate a potential transaction Promotional communication: advertisements be made through various medias, sales literature and price list be distributed, trade fairs