国际商务谈判（第三版）刘白玉-第2章：组建团队（第三版）.pptxVIP

Chapter 2 Staffing Negotation Teams Contents （目录）1. Warm-up Activities2. Quotation3. Key issues of a negotiating team （谈判团队的几个关键问题） 4. Negotiation Roles（谈判角色）5. Leadership traits（领导者的特征）6. Criteria for selecting negotiators（选择谈判者的标准）7. Select team members（选择团队成员）8. Section A9. Section B10. Chinese Case （中国案例）11. Chinese Culture—Harmony （中国文化——和谐） 1. Warming- up Activities- Discussion (1) Are big teams better than small ones, as “Two heads are better than one”, or the otherwise, as “Too many cooks spoil the broth”?(2) Are the upper management best candidates for negotiation team leaders? 1. Warming- up Activities- Lead-in Case Luo Jun is a negotiating expert with more than 6 years’ negotiating experience. He is technically astute with regard to both the company’s products and modern information technology. He can also handle masterfully many skills of negotiation. Wang Gang is a young technician who is capable in the professional field concerning production, performance of products, and technical development. Now there is a negotiation about certain items which Wang Gang knows very well. Utilizing these two people for the negotiation is the best way to win the negotiation. But the main problem is that these two persons cannot get on well with each other.Questions:1. Can these two people be on the same negotiation team?Why?2. What principles should be observed in staffing negotiation teams? Keys:(1) No, these two people cannot be on the same team. A common question in business negotiation when determining whether someone will be a success is, “Can they cut the muster?”. Members of a negotiating group are master tailors preparing to stitch together a successful negotiation. In this case, we should avoid arranging the unfriendly persons in one negotiating team because in such circumstances, their quarrel only brings up problems but never offers solutions, and the counterparts will make use of the dissension within the team. So they cannot be involved in the sa