克劳德·塞利奇-国际商务谈判（英文版）PART5.pptxVIP

;;E- launch business activities often have to be carried out in an order that may seem totally illogical. — Bill Gates ;Merits of Negotiations Over the Internet Pitfalls of Internet Negotiations Strategies for Negotiations on the Internet Situations Suitable for E- Negotiations Proper Planning for E- Negotiations Pros and Cons of E- Negotiations;Eliminates Time Zones and Distances Reduces the Role of Status Erases Gender Biases Increases Personal Power Allows Simultaneous Multinegotiations Expands One’s Audience Through New Technologies;Conflict Generation Frequently, because of the absence of interface with the other party, e- negotiations can turn to “take it or leave it” offers, hardly the type of business strategies and tactics suitable for negotiating long- term agreements. Greater Emphasis on Price E-negotiations often re?ect a lack of cooperation coupled with more competitive moves centered on a single issue, namely, price;After several rounds of exchanges, negotiators tend to become obsessed with winning at all costs and begin to take greater risks while relying on more con?ictual tactics. By getting involved in this game, negotiators often fail to consider the context in which the transaction is taking place, do not consult others for advice, and forget the long-term consequences or bene?ts of their actions.;The four Ps of negotiations: Preparation Patience Persuasion problem solving The Internet is also expedient when negotiating a repeat order or a small transaction that does not justify an investment in time, personnel, and ?nancial resources. ;Combine E- Negotiations With Face-to- Face Discussions Cooperative Versus Competitive Approach in E- Negotiations E-negotiators must encourage sharing information in the early rounds, allowing both parties to reach the closing phase through the exploration of joint solutions. ;The direct linkage between buyers and suppliers is likely to result in a restructuring of commercial distribution channels, with less rel