国际商务谈判（英文）chapter4OpeningofInternationalBusinessNegotiation

International

BusinessNegotiation1

Chapter4OpeningofInternationalBusinessNegotiation2TeachingObjectivesAfterstudyingthismodule,youshouldbeabletoknow:

1．Impactsofdifferentnegotiatingatmospheresonnegotiations2．Stepstoopenaninternationalbusinessnegotiation3．Factorsweshouldpayattentiontointheopeningstatements4．Commonstrategiesforopeninganinternationalbusinessnegotiations3CreatingaRightNegotiationAtmosphereOpeningStepsandstrategies1

Contents24GuideAftergatheringandsortingoutingtheinformationaswellasestablishingthenegotiationplaninthepreviousperiod，theinternationalnegotiationhasformallybegun!Justastheoldsayinggoes，“Wellbegunishalfdone〞．Negotiationopeningreferstothebehaviorofgreeting，introducing，statingone’spositionsandexploringthecounterpart’sintentionorposition，inordertoinfluenceandmanipulatetheprocessofnegotiationsothattheycanpavethewaytoanadvantageouspositioninthenegotiation．54．1CreatingaRightNegotiationAtmosphere4.1.1ThefunctionofnegotiationatmosphereDifferentnegotiationatmosphereshavedifferentimpactsonthenegotiations.TherearePositiveandfriendly,tenseandcontradictory,briefandstraightforward,dilatoryandprotracted,coldandperfunctoryandsedateandreservednegotiationatmosphereandsoon.64.1.2Differentkindsofopeningpatternsandtheirimpactonnegotiations(1)Resonantopening

(2)Frankopening

(3)Evasiveopening

(4)Nitpickingopening

(5)Offensiveopening74.2OpeningStepsandstrategiesTheopeningofinternationalbusinessnegotiationsoftenhastoundergothefollowingthreesteps：

(1)createagoodatmosphereatthepreliminarystage(2)exchangingideasontheagendaandrelatedquestions(3)thechiefrepresentativefromeachpartymakingstatementsrespectively84.2.1CreateagoodatmosphereatthepreliminarystageProficientnegotiatorsusethis“PreliminaryStage〞toexchangesmalltalkandgettoknoweachother.Theymaydiscusssports,politics,weather,mutualacquaintances,orotherseeminglyinnocuoustopics.94.2.2InformationExchangeBeforetheformal，essentialnegotiation,therepresentativesfrombothpartiesmayaswellexchangeideasontheagendaproposedbyonepartyandreachagreementonthegoal,mainsubjectandthetimetableforthenegotiation.104.2.3OpeningstatementsBeforeweenterintotheformalnegotiations，someneutraltopicscanbechosenasopeningremarkssuchasthelocalweather，travelhearsay，filmsandtheaterperformance，personalhobbies，jokesaswellasthepreviouscooperations.Thesetopics，ontheonehand，arecheerful，lightandeasytoarousetheresonance；ontheotherhand，theyarenotrelatedtobusiness，andthushelpfultobuildaharmoniousandfriendlyatmosphere．11Threepointsoughttobepaidattentiontointheopeningstatements：

(1)Contentsofopen