国际商务谈判(英文)chapter6Counterofferanditsstrategy精课件

1、International Business Negotiation1 Chapter6 Counter-offer and its strategy2Teaching Objectives After studying this module, you should be able to know: In this chapter you will learn1.What are counter-offers?2.Tactics and skills for making counter-offers3.How to make concessions4.Tactics and skills

2、for making concessions5. How to deal with the deadlock in international business negotiation? 3 Introduction of counter-offer How to make concessions dealing with negotiation deadlock4123Contents bargaining tactics 46.1 Introduction of counter-offer In general practice, when an offeree has received

3、an offer, he usually would not accept it immediately, instead he would try to amend or alter some terms of the offer. In doing so, he would make a counter-offer. Counter-offer is a reply to an offer that adds to, limits, or modifies materially the terms of the offer. It is a new offer made by the of

4、feree. 56.2.3 How to make a counter-offer? (1)Dont set a firm minimum counter offer at the starting point.(2)Try to get a sense of the buyer (3)What if youre close together in price? (4)What if youre far apart? (5)Is There a Time to Walk Away? 86.2.4 Tactics during the counter-offer stage (1)Patienc

5、e and silence(2)Arguing unexpectedly (3)Threats and warnings(4) Pay attention to interests rather than positions (5) Know their current non-settlement alternatives. (6)Focus on the concession patterns96.3.1 Preparation for making concessions (1)Cause & effect of making concessions(2)Lets Be Fair6.3.

6、2 general principle for makin concessions (1)Do not make a senseless concession. (2)Do not make concessions blindly. (3)Seize the big “fish” and release the small one. (4)Choose the right time.10 (5)Keep the bottom line a secret. (6)Do not automatically accept a bid to match concessions by an equal

7、margin . (7)Look before you leap. (8)Do not make it too easy for the other party to gain what he wants. (9)Take back an improper and ill-conceived concession . (10)Let the other party do it first and then follow suit.6.3.2 general principle for makin concessions 11 (11)Firmly control the times and m

8、argin of your concession (12)Dare to say“no” (13)Quantify a concession (14) Have the overall situation in mind (15)There is no need for giving a plum in return for a peach (16)Withdraw to get the second best6.3.2 general principle for makin concessions 12 (1)Keeping up until last concession【0-0-0-60

9、】 (2)Concessions by equal margin【15-15-15-15】 (3)Progressive increase in concessions【5-10-15-30】 (4)Progressive decrease of concessions with a minor range【20-16-14-10】6.3.3 Eight patterns of making a concession in a negotiation 13 (5)Progressive decrease with a middle range【30-18-10-2】 (6)Progressiv

10、e decrease with a large range【40-10-7-3】 (7)Decreasing progressively and increasing at the end【13-8-17-22】 (8) Showing ones hand at the beginning【60-0-0-0】6.3.3 Eight patterns of making a concession in a negotiation 14 (1)Excessively demanding (2)Emotional outburst (3)Tag-team tactic (4)Divide and c

11、onquer (5)Involving competition 6.3.4 Typical hardball tactics used to force the other party to make 15 (6)Red face and white face routine(Good guy and bad guy routine) (7)Reaching for a yard after getting an inch (8)Feint to the east and attack in the west (9)Taking advantage of anothers faults (10

12、)The ultimatum6.3.4 Typical hardball tactics used to force the other party to make 16 6.3.5 Strategies used to prevent the counterparts attack (1)Limited authority (2)No precedents (3)Fatiguing tactics (4)Adjournment (5)Seeking commiseration (6)Showing ones hand17 6.4 dealing with negotiation deadlock (1) Change the setting (2) C