商务英语谈判课件 Chapter 3.ppt

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商务英语谈判课件 Chapter 3.ppt

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ChapterThreePhasesofBusinessNegotiation

CONTENTS3.1ThePreparationPhase3.2TheOpeningPhase3.3TheBargainingPhase3.4TheClosingPhase

ThePreparationPhaseI.ChoosingYourTeamII.GatheringofInformationIII.TheNegotiatingBrief

Choosingyourteam1.Keepyourteamassmallaspossible2.Selectteammembers3.Theroleandqualitiesofchiefnegotiator(CN)

KeepyourteamsmallCommunicationisasourceofstrength.Presentingaunifiedfrontiskey.Themembersofthenegotiationteamhaveotherjobdutiesunrelatedtothenegotiation.Don’tusetheassignmentasareward,andchooseonlytalentsveryspecifictothesuccessofthenegotiation.

SelectteammembersSelectionprinciples:NegotiationisateamsportCommunicationskillsUsenegotiationsasanongoingtrainingtoolbypurposelyincludinglessexperiencedmembersontheteamPeoplewhoshouldbeexcluded.Itisimportanttofindoutwhomtheothersideissending.Toincludeadditionalmembersinyourteam.GroupStrength

NegotiationisateamsportNegotiationisateamsport.Across-sectionoftechnicalskillsandpersonalattributesarerequired.Technicalskillsin:CommercialTechnicalFinancialLegalInterpreter

PeoplewhoshouldbeexcludedEmployeeswhoconstantlycomplain,evenundergoodconditionsPeoplewholiketoworktheirownagenda“Hothouseflowers”Bigots

GroupstrengthItwillhelpreducethechanceoflayingbarespecificweaknessesinnegotiation.Itwillstrengthenitselfasawhole.Itwillmeananactiveforceagainstitsopponent. Seamlessunitywithtotalrespectfor, confidencein,andloyaltytotheCN

TheroleofachiefnegotiatorTheCNisadecision-makerandisresponsibleforunifyingtheteamanddesigningthestrategiesandtacticstobeusedinthecomingnegotiation.Exerciseahighdegreeofself-controlandkeeptheteamontrackundertryingcircumstances.Dealwithpressurefromvarioussources.Betechnicallyastutewithregardtoboththeproducts