国际商务谈判英语（第二版）第04章谈判准备

1、International Business Negotiation EnglishChapter Four Preparation for Negotiation 谈判准备Learning focus : (学习要点)Knowing of necessary background knowledge concerning negotiation preparation 了解谈判准备中必要的背景知识Understanding the importance of preparation in business negotiation 理解商务谈判中准备工作的重要性Comprehending th

2、e different role and the importance of the quality of negotiators in business negotiation 深刻理解谈判人员在商务谈判中的角色及素质的重要性Mastering skills on establishing a negotiation target collecting and analyzing information concerned and making a feasible negotiation plan 掌握确定谈判目标,收集分析相关信息，制订可行的谈判计划技巧4.1 Form the Nego

3、tiation Team 谈判小组的组成1. Select team membersthe ability /psychological qualities needed in negotiationsQuick thinking and strong self-control.Information representation and transmission.Strong perseverance/indomitable /determination Keen insight / high foresight adaptability.The negotiation members in

4、 the following areasCommercial:Technical: Financial: Legal:. Interpreter:.Chief negotiator: 4.1 Form the Negotiation Team 谈判小组的组成2. The role and quality of CN （chief negotiator）The CN is a decision-maker and is responsible for unifying the team and designing the strategies and tactics to be used in

5、the negotiation. As a CN, he should have the following ten basic qualities: .Knowledgeable：Shrewdness: Patience： Adaptability:Endurance: Sociability： Concentration： The ability to articulate:Sense of humor: Organizational qualities： 4.1 Form the Negotiation Team 谈判小组的组成3. Team leaderThe leaders know

6、ledge commerce/ technique/contract The duties of the team leader are:to select the remainder team members, to prepare the negotiating plan, to conduct the negotiations to make decisions to make the bargain with the other side, to ensure the bargain is properly recorded to issue the negotiating repor

7、t. generates enthusiasm in the team, maintains the morale under all conditionsobtain the maximum contribution from each member4.2 Establishing a Target for Negotiation 确定谈判目标Background :The price is usually the key point in international business negotiation. The desired results in business negotiat

8、ions can be divided into the following three different targets:The best target If the world market is beneficial to you，you should firmly maintain the desired objectives to the end.2. The satisfactory target If it is not easy to get the best target, you had better achieve your second target /the int

9、ermediate /the satisfactory target (lower than the best target.)3.The acceptable target If the world market is beneficial to you, or you have met a skillful negotiator you should accept the acceptable target( the minimum level both sides can bear.)4.3 Collecting and Analyzing Information Concerned 收

10、集并分析相关信息1. Collecting information （1）Market research Social and cultural background:The political and legal system:Natural condition, infrastructure and logistics system:Product target market: （2）The counterpart researchthe financial position/ credit situation/reputation What the other side has done

11、 in the past.What they might do in their negotiations with you, i.e. in the future.Youll have little chance of “winning”；He or she conducts her negotiations in an effective/professional manner.4.3 Collecting and Analyzing Information Concerned 收集分析相关信息2. Analyzing information Political and social ba

12、ckground: Detailed analysis: Location and site:Main costs：Manpower: Schedule implementation: Financial and economic evaluation: 4.4 Making a Feasible Negotiation Plan 制订可行的谈判计划1. Defining the negotiating target regarding the major issued to be discussed； 2. Stating the minimum acceptable level for e

13、ach of the major items: Price:Terms of payment: Delivery: 3. Stating the time period 4.Agenda arrangements: 5.Stating the location of negotiation 6. Identifying the team leader and other members 7. Setting up the lines of communication and the reporting system: 3.1 Negotiation and the Need Theory 谈判

14、需求理论5. Negotiation and self-realization needs Self-realization (“creative” need) , desiring: to become his best self to realize his capabilities to the fullestThe satisfaction of the self-realization needs in negotiation are the highest needs level for the negotiator that is also the most difficult need to meet ,