进出口业务谈判4样章

Chapter1UnderstandingBusiness第一章LearningObjectivesUnderstandUnderstandtheconceptofbusinessKnowthecomponentsandcontentsofbusinessKnowthekeyfactorsofsuccessfulbusinessUnderstandmajortheoriesofbusiness Workingroupsandconductasurveyinyourclasstoseehowmuchnegotiationexperiencedoyourclassmateshave?Afterfinishingthesurvey,trytosummarizetheresultsofyourfindings.Youcanwritedownyourquestionnaireintheboxbelow. Basedontheabovesurvey,discusswithyourpartnersanddecidewhichofthefollowingsareimportantinthenegotiation.Choosethethreemostimportantfactorsandexinwhy?NegotiationCulturalThepersuasiveabilityofeachpartyalrelationshipAdequateThetemperamentCommongroundsMutualbenefitsCommonobjectivesalitiesoftheLearningTask---BusinessCaseCaseStudyNegotiationandBusinessNegotiationAsamatteroffact,negotiationisapartofeverydaylife.Wehavebeendealingdifferentkindsofnegotiation,suchasnegotiatingwithparentsaboutlesshouseworkbutmoregametime,withsiblingsaboutmoretoys,withfriendsorevenwithyourteachers.Inbusinessworld,itysacriticalroletothesuccessofyourbusiness.Itisalsopartofthesalesconversationwherebargainingaboutthetermsofatransaction.Businessnegotiation,initsmodernsense,maybedefinedasnegotiationdealingwithbusinessaffairs.Itarrangesthesettlementoftermsandconditionsoftradebydiscussions.Itmayfinallyleadtoagreementthroughnegotiationsandcompromises.Itincludesconsultation,bargaining,mediation,arbitrationandsometimes,evenBasicelementsofBusinessNegotiationincludedinthenegotiation.Thesearenegotiatingpartiesandinterests(谈判主体与利益),acommongoal(共同目的),interdependency(依存度).Thenegotiationpartiesandinterests谈判主体与利益Thesetwotermsoftencometogether,asinnegotiation,negotiationpartiesareoftenbornwithsomeinterestsoftheirownForexample,aboynegotiateswithhismotherformorejunkfood.Thewopartieshavedifferentinterestsrespectively.Theboy’sinterestliesinthesatisfactionofeatingthejunkfoodhoweverhismother’sinterestsareforthegoodhealthofherownsonnottolethimhaveit.Thisraisesanotherimportantissueinnegotiation.Asnegotiators,weneedtodistinguishPositionvs.Interests(立场与利益).Positionsarewhatpeoplesaytheywantina.Interestsrefertowhatpeoplereallywant,andwhatotivatesthe.Peopleintheoftenhavevariouspositions.Butifwecanspottheirmutualbenefits,thecanberesolvedthroughnegotiation.Therefore,itisvitaltoidentifytheunderlyinginterestsofeachpartyandtrytofindouttheirmutualinterest,asshowninthefollowinggraph.Graph1PositionVS.Source:AdaptedfromGrzybowskiandMorris,Acommongoal(共同目的).Therearetwotypesofgoalswithinevery:contentgoalsandrelationshipgoals.Acontentgoalisthesubstanceoftheissue,suchasgettingadevelopmentnapproved,landinga,orsatisfyingneighbors.Therelationshipgoaldefineshowthepartiesintendtorelatetoeachother—forinstance,whetherthepartiesareimportanttoeachother,whethertheyarewillingtosharedecision-makingauthoritywhethertheyintendtodictatetooneanotherThepartiesmaynotbeawarethattherearetwogoalswithinanegotiation.Theymightresolvethecontentgoalwithouteveraddressingtherelationshipgoal.Ifthishappens,thecontinuesafterthenegotiationiscomplete,albeitinsubtlerways.Interdependency(依存度).Inthisterm,itreferstothenegotiatedissuesofshouldbebasedoncommonconcernandwishtoberesolvedbytheparties.Partiesneedeachothertoachievetheirdesiredobjectives/ es.Eithertheyneedtocoordinatewitheachothertoachievetheirownobjectives.Orchoosetoworktogetherbecausejointeffortscanproducebetter esthanindividualeffort.Eventhoughpartiesarealwaysinterdependenttosomeextent,howtheyperceivetheirmutualityaffectstheirlaterchoices.Partiesmaychooseinterdependence–“weareinthistogether,"–orindependence,believingthat"justngmyownthing"ispossibleandContentsofBusinessNegotiationThedrivingbehindthesenegotiationsisavoluntarycooperationbetweenormorebusinesspartnerswhowouldliketoexplorepotentialbusinessopportunitiesthatmightresultinacontractexplicitlyformalizingmutualobligations.Thecontentofbusinessnegotiationreferstoallkindsoftradingconditions,includingthequality,ty,packing,transportation,inspection,price,payment,claimandarbitration.ThesebusinessnegotiationcontentswillbespecificallyillustratedintherestoftheBusinessNegotiationsStrategiesandtacticsTherearemainlytwostrategiesinbusinessnegotiationintermsof ScholarsusuallyconsiderthebenefitsasapieasshowninthefollowingfigureOne’sproportionofthepieiswonattheexpenseoftheother’sloss(Figure1a).ThesestrategiesarecalledDistributiveStrategiesalsoknownasZero-sum”零和orWin-lose”strategies.Incontrast,approachestoenlargethepie(Figure1b),orinotherwords,betterofallthenegotiatedparties,arecalledIntegrativeStrategies,or“Win-win”(双赢)Strategies.DistributiveStrategies,aredesignedtosecurethebiggestslicepossibleoftheproverbialpieforoneside(alsocalled“claimingvalue”),whileleavingtheothersidewiththesmallesthelpossible.Thetacticsusedindistributivebargainingarethereforeintendedtohelpthosewhousethemtoclaimvalueforthemselveswhiledefendingagainsttheeffortsofanopponenttodothesame.TacticsareoftenseenasCoercion,OpeningstrongandSalamitactics.OneobviouscharacteristicofIntegrativeStrategiesisthatthenegotiatedpartiessharecommonorcompatiblegoalsinthenegotiation.Therefore,theyassumebothpartiesshouldstandtogainfromthefinalagreement.Theycooperatewitheachothertodeviseamutuallybeneficialsolution.Figure1aFixed Figure1bExpandedTaskTwoNegotiationDialogues——FittinginthenewLearningActivitygoodatEnglishgoodat goodattimegoodatEnglishgoodat goodattimegoodwithphysically goodatgivinggoodatmoneymakingsmartandcleangoodatfollowing,whichoneswouldyouchoose?DialogueFittinginthenew Background:HeidiisagraduatefromHigherVocationalCollege.Itisthefirstdaysheworksasasales inaforeigntrade ,S&HTrading.HerlinemanagerAnnieisteachingherhowtofitinthenewworkingenvironment.H: A:H:o.IamHeidi,areyouMs.AnnieA:Yes,oHeidi.CallmeAnnie.Iamnotbigonformalities. etoourInternationalTradeDepartment.Howareyoufittinginthejob?H:Thankyou,Annie.Well,it’smyfirstjobaftergraduatingfromcollege.Soeverythingissonewtome.ButIreallyliketheworkingenvironmenthere.Allthecolleaguesaresonicetome.Theyjustshowedmetheoffice,theProductionDepartmentandtheA:It’sgoodtoknowthatyoulikeworkinghere.Well,sinceyouarenewhere,I’dliketolyousomethingaboutyourday-to-daybasis.Firstofall,asaforeigntradesales,wehavetobeveryfamiliarwiththeproductswesell.YoucangettoknowourproductsintheProductionDepartmentorthewarehouse.H:Allright.Iwilldothatlater,afterwefinishtheA:Great.Secondly,whichisyourroutinework,checkandanswertheswhenyouarriveattheoffice.Then,updateandmanagetheproductsinourAlibabaaccount.H:Gotit.ButhowexactlytoupdateandmanagetheAlibabaaccount?Couldyougivememoredetailsaboutit?A:Sure.I’mgladyouasked.Thisincludesuploadingalltherelatedinformationofnewproducts.Forexample,theirimages,specifications,andfunctions,etc.Renewtheinformationoftheexistedproductsin .Apartfromthat,giveinstantresponsestothecustomerinquiriesonline.Sometimes,thisjobmightbeabitmundane.Butyoucouldlearnalotifyouvaluethiswork.H:No,Idon’tthinkit’smonotonous.Onthecontrary,Ithinkit’sreallychallenging.Asnowsomanyonlineshopsoutthere,Ineedtothinkhowtoincreaseourexposurerateandtheclickratio.A:Wow,youdiddosomebeforecominghere.Welldone.H:Thankyou,Annie.Isthereanyotherresponsibilitiesforme?A:Yes.YoualsoneedtoexploresomenewcustomersinEurope.Learnhowtogivequotation,trytowintheirorders,followuptheexistingordersandmaintaincustomerrelationship.However,let’sslowthingsdownabitasit’sjustthefirstday.Idon’twanttogivetoomuchstresstoyouatthismoment.H:That’ssoniceofyou,Annie.IpromiseIwilldomybesttofitinthejob.A:Good.Ify