商务谈判打印最终版

1、. T / F 10% UNIT 1-7T 1. Preparation for negotiations can never be too complete.T 2. Information can be treated as a kind of invisible asset with which negotiators can create more value.F 3. Interest refers to what one wants, while position means why one wants to have it. F 4. It is right for a sell

2、er to give an extremely high offer so that he can make more profits. T 5. The purpose of prioritizing ones goals is to know the order of trade-offs when it is time to compromise.F 6. The zone among ones ideal target, realistic target and minimum target is called zone of possible agreement. F 7. Win-

3、Win concept simply means that each party gets an equal share out of the negotiation. F 8. To discuss a hard issue, it is better to put it at the top of the agenda.T 9. It is advantageous to hold a negotiation on ones own turf.F 10. After making a negotiation plan, the next step is to carry it out no

4、 matter under what condition.T 11. The size of the group depends on the type of negotiation.T 12. The team should focus on identifying experts.F 13. The leader should have the senior position in the country.T 14. The leader should choose the team member.F 15. The leader shares responsibility for the

5、 negotiation with all team member.F 16. Team members should be exclusively male or female.T 17. Team members must share a unified goal.F 18. The good cop makes the opposition uncomfortable.F 19. Hardiness should always disagree with the opposition.F 20. The sweeper should sit next to the leader.F 21

6、. Maslows need theory can be achieved from higher to lower order.T 22. Its Gerard I. Nierenberg who, based on Maslows need theory, pointed out the needs and satisfaction.F 23. Sometimes individuals interests can be out of line with that of a company, and that of the state.T 24. Principled negotiatio

7、n is regarded as a higher level of strategies and tactics which can be applied to any kind of negotiation.T 25. Although positional bargaining is widely used, agreement reached through this manner is inefficient, a waste of time, and unwise.F 26. If any party wants to realize its substantive interes

8、t, it has to trade off its relationahip interests.F 27. During a negotiation, if one party says much attention to the price of the goods, the payment terms, its interests falls into process category.F 28. Whenever any disputes arise, the person responsible for it first should be signed out, and then

9、 criticized by the two sides.T 29. Different interests can also help to reach an agreement to mutual benefits.T 30. To produce more alternatives, it ias better to seprate the process of inventing new choices from assessing them.F 31. Time is always a strength on the side of the seller.T 32. Never ac

10、t as though you have to have something while bargaining.T 33. It is not okay to pretend to be an expert.F 34. Sellers tend to give better deals in shorter negotiations.F 35. Product endorsements usually lead to decreased sales.T 36. What if tactics are non-threatening because they are hypothetical.T

11、 37. Asking for help may make you look weak and gullible.T 38. Negative hesitancy should only be used when the two parties are close to agreement.F 39. Laughing simply lightens the mood in a bargainning session.T 40. Flinching makes the other party feel uncomfortable.F 41. Closing negotiations are t

12、he last chance to reopen previously settled clauses.F 42. Closing negotiations are the chance to introduce new offers.T 43. Closing negotiations permit accepting open offers.F 44. There are no risks in speeding up closing negotiation.F 45. There are no risks in delaying closing negotiation.F 46. Clo

13、sing negotiations are the signal that the seller can start production.F 47. If there is a miscalculation during closing negotiations, it does not matter because the other side will be ready to continue negotiations.F 48. No concessions should be made during closing negotiations.F 49. Never ask wheth

14、er closing the contract is possible now.T 50. Intuition is an essential quality needed during closing negotiations.F 51. Price negotiations will be successful if they always satisfy short-term profit objectives of both parties.F. 52. Price negotiations will always take place under conditions where b

15、oth parties are of equal negotiating strength.T 53. Price negotiations can hide other objectives.F 54. Price negotiation strategies are only about pricing.T 55.Price negotiation team leaders must be prepared to allow the other side to make mistakes which are obviously not in their self-interest.F 56

16、. Price negotiations should never consider gut feel.T 57. Price negotiation teams do not need strategic direction from senior management.F 58. Price negotiation teams pursuing the achievement of long-term objectives are in a stronger position than team pursuing short-term objectives.F 59. Price nego

17、tiations are an end to themselves and not a means to an end.T 60. Price negotiations should always be precise about the prices of goods, services or any other undertaking to be exchanged.T 61. Negotiations on joint ventures should always lead to a formal agreement.T 62. Negotiations on joint venture

18、s can take many forms.T 63. Negotiations on joint ventures are all about partnerships.T 64. Negotiations on joint ventures should cover forms of capital contribution.T 65. Negotiations on joint ventures are always about dividing profits from operations.F 66. Negotiations on joint ventures require a

19、tough uncompromising approach.T 67. Negotiations on joint ventures need to consider personnel policies.F 68. Negotiations on joint ventures are about going concern operations and need no exit strategy agreements.F 69. Negotiations on joint ventures are all about transfer of foreign investment capita

20、l in the form of foreign cash.T 70. Negotiations on joint ventures need to be specific on details. Choices 10% 5题 上课常提到的1. Negotiations are about two people, each of whom possesses something that the other wants, meeting to discuss an exchange so that both get what they want.2. A strategy is an over

21、all policy designed to achieve a number of specific objectives, while tactics refer to detailed methods used to carry out a strategy.3. Size of the negotiation team : Smaller is better, suggested membership: about 5 , Two Heads are better than One . small team : good cop/ bad cop large team : Leader

22、, good guy, bad guy, hardliner, sweeper 4.Need Theory : five needs A need theory was put forward by Maslow in the 1950s. Based on it, Gerard I. Nierenberg then pointed out needs and satisfaction of the opponents needs serve as the basis of a negotiation.types of need theory：Distributive Negotiation

23、(win-lose negotiation) Integrated Negotiation (win-win negotiation)5. Levels of Interests : Personal，Organizational，National The interests of the individual, the organization and the state are in convergence. 利益趋于一致6. 出价方式：target point: the point at which a negotiator would like to conclude negotiat

24、ionsresistance point: the point beyond which a negotiator will not go and would rather break off negotiations.asking price:未超过resistance price: the initial price by the negotiator7. For a seller, resistance point is the smallest amount he/she will settle for. P63For a buyer, resistance point is the

25、most he/she will pay The resistance point should be kept secret to the other party.8. Types of interests (1) Substantive interests: related to the interest with money (2) Process interests: related to the way a dispute is settled. (3) Relationship interests: One or both parties value their relations

26、hip with each other and do not want to take actions that will damage it. 9. The higher levels of negotiation strategies and tactics-Principled Negotiations P71These ideas lay emphasis on four components: Focus on interestNot positionsSeparate the people from the problemMutual gains and using objecti

27、ve criteria 10. Strategies : Offensive Tactics (Be used to take the initiative)Defensive Tactics（To observe and wait）Concession （Slight change in position） UNIT411. Three Critical Elements in Negotiation: Information (The one with the most information about the wants, needs, and desires of the other

28、 will have the advantage) Time (Never reveal a deadline)Power (A person always has power and willingness to use them will affect the outcome of the deal)12. Power of Demand : Never show something must be had;Never negotiate without options/alternatives; Be able to walk away ( For buyer)Power of Auth

29、ority：Authority in the statement of experts;Authority in written documentsPower of Investment：Ratio between the size of an investment an the willingness to compromise ( Time is a good investment, but no deal, its a waste)Power of Reward/Punishment ：Reward/Punishment from a deal allow the other party

30、 great power ( both are efficient)Power of Association：More identity, stronger bargaining position ( important people)13. Two styles of negotiation tactics : UNIT4Offensive take the initiative in trying to redirect the discussion in ones favorDefensive take to defense in an adversary situationOffens

31、ive Tactics: what-if scenarios / the throw-in/help me / I dont know / use leading questions/ issue a veiled threat / divide and conquer / ultimateDefensive Tactics : become emotional (the best way is to remain calm)/ remain silent(the best way is to go get a drink of water)/laugh(the best way is to

32、keep calm, it makes further concessions more difficult to achieve)/walk out(if the seller will not accept the final price, walk out in the free market)/learn to flinch(body language, a visible reaction)Concessions: make tiny concession/ always get something in return/ look for elegant ones/ agonize

33、where appropriate/ use your settlement range as maneuvering room/make the concession and move on 14. Factors which affect negotiations to close a contract. unit5Factors to recognize when the negotiations have reached the closing stages.Some tactics by which closing can take place15.Verbal indication

34、s that closing is possible can take the form of : We seem to have reached an agreement./ That seems to be that, thenWe are satisfied, how about you? / Is there anything else that needs to be discussed?Sometimes non-verbal indications will mislead the other party.16. Tactics used in closing the deal

35、for seller: Deadline strategy / Favorable terms attraction / Action strategy / Asking for detail strategy17 The key to closing is to ask, ask again and ask again. The last decision in any deal rests with a person and that person is as susceptible to pressures as any other. If no closing seems to be

36、on hand, then it is advisable to keep on asking until a decision is made one way or the other.18. Closing negotiations is the last chance to make agreement and make changes.Once closed, the contract is in force and obligations accrue. unit519. Factors to be considered when negotiation( Factors which

37、 affect negotiations) unit6The political state/ The legal system/ Business convention/ Social customs/ Financial state/ Infrastructure and logistics system/ Climate factor/ Religious belief20. Which is the most important factor? Price consideration price 是谈判中最重要的，position 比interest more importantPri

38、cing: Is the factor which establishes most of the companys revenue Maybe establish product imageDetermines whether or not agreement is reaches on a saleDetermines possible future relationship & future sales with the buyerThe price of the sellers willing to sell would normally not be below the costs

39、of manufacturing the goods.Price range cane be narrowed or broadened depending on whether or not ancillary costs are included.( such as delivery of the goods)21. Sequence for Opening Negotiations: unit6 P117Two kinds of approaches: General enquiry (catalogues, price lists, quotations, and availabili

40、ty of goods) Specific enquiry (unit price ,payment terms, shipment time ,and insurance terms)22. Tender call (the large project)招标have a deadline, all bids must be delivered at a precise place and time. Tender bid投标 is an extensive description of what the supplier will sell(How the supplier will exe

41、cute the contract, what qualification the supplier has to complete, the contract and a price) 23.Higher degree of trust is required in joint venture. 考trustworthy24.joint venture business including: Technology transfer、Technology licensing、Distribution and value added sales25.formsofjoint venture（Fo

42、rms of Investment Cooperation）合资企业4个形式：1) Representative Office(办事处):优点provide a permanent base,缺点most employees from China2) Equity Joint Ventures: (股份式合资企业）：Capital Contributions资本投入(优点是many forms of investment, 如cash， technology)Management and operations（优点管理者由双方同意聘请，酒店管理方式属于此类） 3) Cooperative Jo

43、int Ventures (协作式合营企业，no legal person,缺点its difficult to make the last decision)4) Alternative investment structures (另类投资，如工作多年，公司给你股权，优点tax free）26. Sequence for opening negotiations: 1) Consideration for decision 2) Examination for feasibility ：In-house research（内部研究5个）Possible locationsGovernmen

44、t regulationsGovernment incentives & tax regulationsLabor conditionsAvailability of partners and foreign capitalvisiting foreign location3) Senior managers decision (在谈判中有主导权)27.strategies for attracting foreign investment: investment incentives UNIT728. What to Be Negotiated / major issues of forei

45、gn investment proposal/ remove possible obstacle:1) Share capital;2) Management of the company;3) Personnel strategies(Nationalities of employment. Personnel policies: salaries, benefits, promotion, training an employee rights.(Personnel costs should be identified and included in the negotiations.);

46、4) Exit strategies.29.Production is the key to survival, technology is the key to production. Discussion 50% 5题 unit1-61. Indicate how you would prepare before a negotiation if you want to import some machines for your company from the United States. UNIT 1 P35(1) Information on Related Environmenta

47、l Factors. For example, exchange rate.(2) Knowing the opponent. Such as features of its product, price levels and preferred payment terms.(3 ) Knowing competitors. For example, sales force.(4) Knowing oneself. Such as quality, production capacity and sales states. 2 . List five kinds of negotiation

48、strategies and state the features. UNIT 1 P35Avoidance, Competition, Accommodation, Compromise, and CollaborationAvoidance is non-negotiation. Competition is also known as distributive or win-lose strategy. Accommodation is “I lose, you win” policy. Compromise is a combination of competition and acc

49、ommodation, two distributive strategies. Collaboration is also called integrative, or win-win strategy.3.List the Negotiating team member. UNIT2 P551) Team leader 主谈人-with the most expertise& experience2) Good guy 红脸-sympathize with the other party 3) Bad guy 白脸-make the negotiation difficult for th

50、e other party4) Hardliner 顽固派-use stall tactics to delay progress5) Sweeper 总结陈词者-tie together viewpoints into a logical wholeseating location: Bad guy Good guy Leader Hardliner Sweeper4.What are the higher levels of negotiation strategies and tactics ? UNIT3 P74Principled negotiations represent a h

51、igher level of negotiation strategy and tactics. These ideas lay emphasis on four components: Focus on interestNot positionsSeparate the people from the problemMutual gains and using objective criteria5.What are the theories of negotiation? UNIT3 P74 A need theory was put forward by Maslow in the 19

52、50s. Based on it, Gerard I. Nierenberg then pointed out needs and satisfaction of the opponents needs serve as the basis of a negotiation.6.Give one example to show what is position and interest. UNIT3 P74Position : A company will buy a set of production line from another company. Interest : A compa

53、ny wants to increase productivity is the interest of the company. 7.Wha are the signs to indicate that closing is not yet possible? UNIT5 P106 verbal indications non-verbal indications 8.Identify the factors which establish the pricing of a product that a company might sell. costs of production, ter

54、ms of delivery, market prices, profit considerations.（delivery terms, non-performance cost, inspections, warranties etc.）9.Discuss under what considerations a company might be prepared to reduce its price or the buyer accept higher prices. competitiveness, market penetration, and a desire to complet

55、e a successful negotiation.Buyers Acceptance of a Higher Price ：Sole supplier of specified goodsSpecified qualityPrevious supplier with recognition10.Identify the means to persuade a foreign company to accept the prices at which your company is prepared to negotiate a contract. quality of product /

56、favorable financing terms / favorable terms of deliverypromise of future contracts / warranty inspection / long-term relationship. Case study 30% 3小题 1-7UNIT 1 Sino- Japanese negotiations P351.What factor played an important role in concluding the deal at the figure given by the Chinese side ? Prepa

57、ration played an important role in concluding the deal at the figure given by the Chinese side. Before the negotiation, the Chinese side devoted much energy to preparation including doing market research, gathering information. During the negotiation, they still kept a close look at the changing market, therefore they had a card up their sleeve from the beginning to the end of the