国际商务谈判课件PPT5.ppt

* * * * * * * * * * * * * * * * * * * * * * * * * * The impasse How do we cope when the two parties are a long way apart and are refusing to go in for any kind of compromise? The first principal in coping with these conflicts is “keep it fluid”. The second principle is to “seeking easy escape routes”. Thirdly, use time breaks either as recesses within a particular negotiation meeting or as breaks between meetings. Fourthly, Fourthly, look to bringing in third party arbitrators or even third party chairmen to control further negotiation. Other suggestions for the impasse handling (1) to move out of the negotiating arena into some ambience in which informal discussion can take place. (2) to make some changes on the team. (3) bring in the bosses from back home . (4) to insist on argument: refuse to the other side ‘s unreasonable demands ,to disclose the cunning of opponent to make a deadlock; (5) never compromise :reasonable demands /no space to make a concession unless sacrifice the interest of self Note: If we are quite sure that the other party is more anxious to break this impasse, then why wait? ? settlement 5.2.5 Towards settlement When the parties become aware that a settlement is approaching. A new mood is established, creating a growth of vitality and energy of the negotiators. At this stage there is a need for each party to make a final offer. Characteristics of this final offer are: (1) It should not be made too soon. Otherwise it will be taken as just another concessionone of many still to be hoped for. (2) It must be big enough to symbolize closure. Rounding off a bid sufficient yet not too generous would certainly have the required impact. (3) Negotiating to our advantage demand the last halfpenny. If you do not squeeze the final 1/4 per cent off his discount or the final two days off his deliveryhe will not have the satisfaction of believing that he has taken you absolutely to the limit. (4)give him that satisfaction settlement Finally,