国际商务谈判问答题

PAGEPAGE6/6商务谈判问答题1.whatisaboutbusinessnegotiation ？（PPT）reachasatisfyingpurpose2.FundamentalElementsofNegotiation(PPT)Negotiator:Thosewhoareengagedinnegotiation.On-table/off-tablenegotiatorNegotiatingtopic:SpecificproblemsthatshouldbediscussedTopicshouldbecommoninterestNegotiating:backgroundobjectiveconditionofnegotiationincludingEnvironment/organization/staffbackgroundpleaseexplainthecontentsfor“softnegotiation”，“hardnegotiation”and“principalnegotiation”(PPT)relations,strengthenmutualunderstandingandFriendlyconsultationsstandpositionratherthaninterestsgain,focustowillpowertestsoastoimposeselfpositionontheother.principalnegotiationisvaluenegotiation，itstrengthensfairvalueandfairprinciplederivedfromHarvardnegotiationtechniquewhatarethemaintasksforthe3stagesofnegotiationrespectively ？(13)forit.environmentalfactorsandinformationcollectionaretwomaintaskduringthisstagefacetofacenegotiation①Introducingteammembers②Discussingagenda③fivephasewillproceed:Aexploration探索/试探Bbidding报价/招标Cbargaining讨价还价Dsettling&ratify搞定/认可post—negotiationthemainthingatthisphaseistoreviewandconfirmtheagreementandresultoftalksoneachissuesothatnoambiguityofunderstandingexists.Alsowrappingupincludesfollow-upworkforfuture.whataretheapproachesyoucanusetoattractimmediateattention ？(36)①arousecuriositybyaskingaquestionrelatedtoyourtalk②saysomethinghumorous③startoffwithaninterestingnewsitem④openwiththeimpactofaprofoundquotation⑤openwithasimpleexplanationofhowyourtopicaffectsthecommoninterestsofthelisteners⑥startoffwithashockingstatementwhat are the alternatives that you may use on how to answer questioned？(40)①Leavingtheotherpersonwiththeassumptionthathehasbeenanswered②Answeringincompletely.③Answeringinaccurately.④Leavingtheotherpersonwithoutthedesiretopursuethequestioningprocessfurther.A.givea“nothing”answer B.Usehumourinansweringquestions. C.donotanswerwhataretherequirementsforthechiefnegotiator ？(57)tryingcircumstances.itsmaximumadvantage.Thechiefnegotiator’sgreatestskillistheability todealwithpressurefromavarietyofdirections.boththecompany’sproductsandmoderndayinformationtechnology.whataretheadvantagesanddisadvantagesofsinglenegotiator ？(58)Advantage：teamorcreatingdisagreementamongteammembers;topreventfromplacingcompleteresponsibilityononeperson;betweenteammembersdisadvantage：ithasaveryhighlevelrequirementofthenegotiator.familiarizewitheveryfieldthatrelatetothenegotiationandatthesametimetobealertenoughtoputforwardquickresponsestoascheme.Especiallywhentheotherpartysendinsomeexperts,it’sreallyhardforasingleonetomanageallonhisown.whatareTheadvantagesanddisadvantagesofteamnegotiations ？(59)Advantage：(1)itwoulduseanumberofpeoplewithdifferenttechnicalbackgroundswhocancorrectmisstatementsoffact;(2)itenablesapoolingofjudgmentsandplanninginadvance;(3)itpresentstheothersidewithalargeopposition.Disadvantage：(1)withabigteam,itisratherdifficulttocontrolandtheweakmemberisveryeasytopickoutbytheotherpartyandtheywillattackindividually.(2)Manymembersinateamwillinterferewiththenegotiationefficiency.(3)Thechiefnegotiatorwillbeplacedcompleteresponsibility(4)Theyneedtomakeon-the-spotdecisionswhatarethedesireabletarget，theacceptabletargetandthebottomtarget(79)thedesirabletargetiswhatwewishtoattainbutinrealityrarelyreach 。theacceptabletargetiswhatwemakealleffortstoachieve 。thebottomtargetiswhatwewilldefendandsafeguardwithallourmight 。what are the If the advantages if the meeting is held in your territory?(81)(1)itenablesyoutogettheapprovalthatmaybenecessaryonproblemsthatyoudidnotanticipate;(2)itpreventstheothersidefromconcludingthenegotiationprematurelyandleaving,whichhemightdoifheisinhisownoffice;(3)youcantakecareofothermattersandhaveyourownfacilitiesavailablewhileyouarehandlingthenegotiation;(4)itgivesyouthepsychologicaladvantageofhavingtheothersidecometoyou;and(5)itsavesyoumoneyandtravelingtime.whataretheIftheadvantagesifthemeetingisheldinyouropposer’sterritory?(81)(1)youcandevoteyourfulltimetothenegotiationwithoutthedistractionsandinterruptionsthatyourofficemayproduce;(2)youcanwithholdinformation,statingthatitisnotimmediatelyavailable;(3)youmighthavetheoptionofgoingoveryouropposer’sheadtosomeoneinhishighermanagement;and(4)theburdenofpreparationisontheopposerandheisnotfreefromotherduties.13.whyweputforwardthehighestbutdefensiblebidasseller?(94)Highest:①Theopeningbidsetsalimitbeyondwhichwecannotdesire.Oncemade,wecannotnormallyputinahigherbidatalaterstage.②Ourfirstbidinfluencesothersintheirvaluationofouroffer.③Ahighbidgivesscopeformanoeuvreduringthelaterbargainingphases.④Theopeningbidhasarealinfluenceonthefinalsettlementlevel.Thehigherwesetthemoreweshallachieve.Defensible:①Ifbrokenawayfromthehighestpricethatisacceptablefortheotherside,it’sjustaone-sided“beautifuldream”.Therefore,puttingforwardabidthatcannotbedefendedwilldamagethenegotiatingprocess.Itisfoundtobeoffensivebytheotherparty.②thebiddingsideshouldnotonlyseektohisownadvantagebutalsotaketheacceptablepossibilityoftheothersideintoconsideration.14.pleaseexplaintheadvantagesanddisadvantageswiththeestablishmentforthefirstbid?(95)Advantages①Theadvantagesareassociatedwiththeestablishmentofinfluence.Mostpeopletakethefirstbidtobeagoodidea.②Tosomeextentfirstbidismoreinfluentialthanresponsivebid.③ThefirstbidconfinesthebargainingintoaspecialframeofthefirstbidsoastoreachamorefavorableagreementDisadvantages.：①whenapartyhearsanotherparty’sopeningbid,theycanthenmakesomefinaladjustmentintheirownthinking.②othersmaytrytoconcentrateonattackingourbid,tryingtodriveusdownanddownwithoutgivingusanyinformationabouttheirownposition.whatthebasicprincipalthatgoverntheconcessioninbargaining (1)Aconcessionbyonepartymustbematchedbyaconcessionoftheotherparty.(2)It’sbetterforthepaceofc oncessiontobeaslittleaspossibleandthefrequencyofconcessiontobeslow.(3)Apartyshouldtradetheirconcessionstotheirownadvantage,doingtheirbesttogivetheotherpartyplentyofsatisfactionevenifconcessionsaresmall.(4)Apartymusthelptheotherpartytoseeeachoftheirconcessionsasbeingsignificant.(5)Moveatameasuredpacetowardstheprojectedsettlementpoint.(6)Reserveconcessionsuntiltheyareneeded.howdoyoubreaktheimpasse ？（101）①Thefirstprincipali ncopingwiththeseconflictsis“keepitfluid”.②Thesecondprincipleisto“seekingeasyescaperoutes”.③Thirdly,usetimebreakseitherasrecesseswithinaparticularnegotiationmeetingorasbreaksbetweenmeetings.④Fourthly,Fourthly,looktobringinginthirdpartyarbitratorsoreventhirdpartychairmentocontrolfurthernegotiation.Othersuggestion①tomoveoutofthenegotiatingarenaintosomeambienceinwhichinformaldiscussioncantakeplace.②tomakesomechangesontheteam.③bringinthebossesfrombackhome.④toinsistonargument:refusetotheotherside‘sunreasonabledemands,todisclosethecunningofopponenttomakeadeadlock;⑤nevercompromise:reasonabledemands/nospacetomakeaconcessionunlesssacrificetheinterestofselfwhataretheCharacteristicsofthefinaloffer? （102）(1)Itshouldnotbemadetoosoon.Otherwiseitwillbetakenasjustanotherconcession oneofmanystilltobehopedfor.(2)Itmustbebigenoughtosymbolizeclosure.(3)Negotiatingtoouradvantagedemandthelasthalfpenny.(4)givehimthatsatisfactionAtwhattimesshouldweuseourrecess? （114）①Attheendofaphaseinthenegotiations.②Beforeissueidentification.③Whennearinganimpasse.④Teammaintenanceneeds.⑤Breakingatrough.19.Whatistherecommendedproceduretogetarecess?(115)①Statetheneedforarecess.②Summarizeandlookforward.③Agreeonthedurationoftherecess.④Avoidfreshissues.Ifotherswanttoinsertanythingfurther,askthemtowaituntilaftertherecess.20.whatshouldwedoaftertherecessandthemeetingisresponsed?(115)①Afewmomentofice-breaking ，asweagainattuneourwavelengths.②re-statetheprogressmadeonagreedplan③confirmrestofagreedplanorsuggestchangestoit④re-openingstatements,definingpositionsandinterestsastheyarenowperceivedandpavingthewaytofurthercreativedevelopment21.whatisevaluationstandardofbusinessnegotiating?(119)①Realizationdegreeofthebusinessnegotiatingobjectives，therealizationoftheobjectivecanonlybehighlightinaparticularnegotiationitem②Negotiating efficiency, low costs and high benefits means high negotiation③Thepersonalrelationshipafternegotiating,goodcreditstandingandfriendlyrelationshipareimportantsymbolofsuccessfulbusinessnegotiation 。22whataretheStepsofbusinessnegotiatingsummary?(121)1)Reviewthenegotiatingprocessandgoovertheminute.2)Analyzeandevaluatethenegotiating.3)Givesuggestionsofimprovement.4)Writethesummaryreport.23.whatkindofbenefitsdotheconflictleadto?(144)①Conflictcanprovidenewinformationaboutasituation.②Conflictcanbringaproblemintotheopenwhereitcanbedealtwith.③Conflictcanprovideanewperspectiveonasituation.④Conflictcanproducenewideasornewapproachestosolvingproblems,ifcreativityisused.⑤Conflictcanleadtoabetterunderstandingofoneself,andone’smotivations,goalsandbehaviors.24.howdoyoudealwithdifficultpeopleanddifficultsituation?(138)①d