大二下商务谈判.pptxVIP

Success in negotiation is seen not to be measured in points scored off one’s opponent，but in the contribution that the negotiation makes to the successful operation of the activity as a whole．This applies within the negotiation itself．Each party must accept the need to modify its own demands as necessary to meet the requirements of the negotiating objective．There is no room in a negotiating team for a certain person to insist on pursuing limited departmental interests to the detriment of his team’s overall success． ; However, the negotiating team should not be too large. At any time it should not exceed five. It b es extremely difficult for the team to be kept under control if the team number is beyond five. And it is difficult for its activities to be directed towards a single e. Arguments are likely to develop between the members of the team themselves during the negotiation session.;2．Team Leader Reference has been made specifically to the sales manager or the chief buyer as two obvious examples when choosing a team leader．But there are also numerous other occasions when an alternative candidate will be proposed.; Negotiations are conducted under a system of law and within a particular economic，cultural and political framework．The framework of international negotiations is derived from two or more sources that will be in conflict with one another to a degree．Knowledge of this and the ability to apply the knowledge are essential to the achievement of a successful e to the contract．Note that it is the performance of the contract that is significant，not just the negotiation itself．;1．Negotiators Should Identify All Issues That May Be Relevant The political system：the extent of state control of business enterprises and its organization；social stability；the extent of political interest in the contract／project and etc. Religion：The predominant religion of the country and its social influence． Legal system：the legal and judicial sy