国际商务谈判简答题.docVIP

1. International Business Negotiation refers to the process in which parties negotiate with each other on business activities in different countries or regions through information exchange in order to reach a certain transaction. 国际商务谈判是指当事人通过信息交流，就不同国家或者地区的商务活动进行谈判，以达成某种交易的过程。 (1) Common Characteristics in General Trade Negotiations. ①goal: Taking economic benefit as the purpose of negotiation ②Index: Taking economic interest as the main evaluation index of negotiation ③core: Price as the core of negotiation (2)Particularities of International Business Negotiations ①International business negotiation is not only a negotiation of a transaction, but also a foreign-related activity with strong policy-type. ②We should act in accordance with international conventions. ③International business negotiation involves a wide range of factors and the factors affecting the negotiation are complex and diverse. 国际商务谈判具有一般贸易谈判的共性： 1 goal: 以经济利益为谈判的目的 (economic benefit) 2 index: 以经济利益作为谈判的主要评价指标 (economic interest) 3 core: 以价格作为谈判的核心 (price) 国际商务谈判的特殊性： 1 国际商务谈判既是一笔交易的商洽，也是一项涉外活动，具有较强的政策性。 （policy-type) 2 应按国际惯例办事。 (international conventions) 3 国际商务谈判涉及面广 影响谈判的因素复杂多样。 (complex factors) 2. FOUR BASIC PRINCIPLE（PIOC)OF BUSIBESS NEGOTIATION People:①Separating the people from the problem 把人与问题分开 ②Establish an accurate perception 建立正确的感知 ③Cultivate appropriate emotion 培养适当的情绪 ④Strive for better communication 争取更好的沟通 Interests: ①Focus on interests, not position 关注利益，而不是立场 ②Identify the self-interest 确定自身利益 ③Discuss the interests with the other party 与对方讨论利益 Options: ①Invent options for mutual gains 创造共同收益的期权 ②Separate the act of inventing options from the act of judging them 从判断行为中分离发明期权行为 ③Develop as many options as possible before choosing one 在选择之前尽可能多制定选项 ④Search for mutual gains 寻找共同利益 ⑤Find ways to help make the other party’s decision easy 找到帮助对方轻松做决定的方法 Criteria: ①Insist on using objecti