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商务谈判知识点总结

发布时间：2023-04-15 03:15:40 来源：文档文库

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Chapter11.1Definitionandcharacteristicsofbusinessnegotiation1Thedefinitionofnegotiation:negotiationreferstotheactionandtheprocessofreachinganagreementbymeansofexchangingideaswiththeindentionofdispellingconflictsandenhancingrelationshiptosatisfyeachother’sneeds.2Thecharacteristicsofnegotiation:A;EverynegotiationinvolvestwoormorethantwopartiesB;TheobjectiveofanegotiationmustbedefiniteC:NegotiationmustbeconductedonanequalbasisD;AconsensusmustbebuiltonthebasisofmutualconcessionE;Negotiationinvolvesexchangeofideas,communication,persuasion,compromise,andsuchlike3Thedefinitionofbusinessnegotiation:Businessnegotiationisaprocessofconferringinwhichtheparticipantsofbusinessactivitiescommunicate,discuss,andadjusttheirviews,settledifferencesandfinallyreachamutuallyacceptableagreementinordertocloseadealorachieveaproposedfinancialgoal.4Thecharacteristicsofbusinessnegotiation:A:TheobjectiveofbusinessnegotiationistoobtainfinancialinterestB;ThecoreofbusinessnegotiationispriceC;ItsprincipleisequalityandmutualbenefitD;Itemsofcontractshouldkeepstrictlyaccurateandrigorous5Thedefinitionofinternationalbusinessnegotiation:referstothebusinessnegotiationthattakesplacebetweentheinterestgroupsfromdifferentcountriesorregions.6Theadditionalcharacteristicsofinternationalbusinessnegotiation:A;Languagebarrier;B;culturaldifferences;C;internationallawsanddomesticlawsarebothinforce;D;internationalpoliticalfactorsmustbetakenintoaccount;E;thedifficultyandthecostaregreaterthanthatofdomesticbusinessnegotiationsChapter2principlesofbusinessnegotiation2.1equalandvoluntaryparticipation1Allparties,bigorsmall,shouldbeequal2vetopowerembodiesequality(否决权体现平等4voluntaryagreementembodiesequality3respectembodiesequality2.3mutualreciprocityandmutualbenefits2.2credibilityfirst2.4maximizingcommonalitiesandminimizingdifferences2.5speakingongoodgrounds2.6separatethepeoplefromtheproblem1.seethesituationfromtheotherside’spointofview2.presentmoreobjectiveinformationandavoidblamingtheotherside3.reacttactfully(委婉地toemotionaloutbursts（爆发）4.helpthemsavefaceanddonothurtthememotionally
Chapter3preparationforbusinessnegotiation3.1collectinginformationWheretocollectinformation1Internationalorganizations.3Serviceorganizations2Governments.4Directoriesandnewsletters.5On-lineservice.3.2formingthenegotiationteamGenerallyspeaking,thesizeofanegotiationteamdependson:A:THEnumberofthenegotiationteammembersofyourcounterpartB:thecomplexityofthenegotiationC:THEneedfortechnicalexpertsD:thenumberoftheassociatesintheprojectBillScottsuggeststhatthenumberisprobablyfour.Themainreasonsforthisnumberinclude:●Sizeofgroup.●Controlofteam.●Rangeofexpertise.●Changingmembership.3.3planningforbusinessnegotiation1Gistofanegotiationplan:Requirementtoward:thekeypointsofthenegotiationthethoughtfulnessandflexibilityoftheplanthepredictabilityoftheplanthenegotiationtimethenegotiationatmosphereKeypointswhilemakingthenegotiationagendaNegotiationsite-NegotiationissuesOpenagendaandrestrictedagenda4negotiationagendaNegotiationagendareferstothearrangementforthetimingandsitechoiceofthenegotiation,andissuesdiscussed.1.Schedulingofthenegotiation-2.Negotiationsite-3.Keypointswhilemakingthenegotiationagenda4.Openagendaandrestrictedagenda5.Negotiationissues3.4physicalpreparations3.5simulatednegotiationsChapter4OpeningofBusinessNegotiation4.1.1Differentnegotiationatmosphereshavedifferentimpactsonthenegotiation:

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