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Chapter6closingthenegotiation谈判的终局阶段Introduction:Afterthepreparation,biddingandbargainingcomestheclosingperiodofnegotiation.Toreachanagreementthepartieshavetoexperiencethetwophasesofmakingthedealandformallysigningthecontract.Throughthebargainingprocess,bothpartiesaregraduallyagreeingonsomepointsandtheyaretryingtomakethedealfromtheirownperspective.Oncetheagreementissettled,thecontractshavetobewrittenoutandtheeconomiccontractshouldbesignedinaformalway.Thischapterdiscussessomepointsofclosingthenegotiation,introducessometacticstowardsagreement,givessometipsoncontractsigningandnegotiationsummary.Inthischapteryou’lllearn:Whomakesthedecisiontoclose;Whenitistimetoclose;Tacticstowardsagreement;Tipsoncontractsigning;Summaryofthenegotiation.6.1closingthedeal结束谈判6.1.1whomakesthedecision谁来作决定Thedifferencebetweenasuccessfulandanunsuccessfulnegotiatoristheabilitytocloseadealwhenithasreacheditsmaximumlevelofdistributing“enough”amongallparticipants.Thedealisbestclosedwhentheagendahasbeenexhausted.Buyersusuallyhavethesayastowhenadealwillbeclosed,buttheycanbeencouragedtodosobysavvysellers.Thisiswhyeverysalesforceintheworldhasits“closingspecialist”whosejobistoconvincethebuyerthat“enough”hasbeenhadandit’stimetotransactthedeal.Internationalnegotiationsdifferonlyinthefactthatthebuyer/investorisusuallymuchbetterinformedthanastandardcustomer.Bothbuyerandsellerhaveanequalchancetoclosethedeal,andthemoreproactivethedecisionmakeris,thegreaterchanceofcontrollingtheprocesshe’llhave.6.1.2whenisittimetoclose什么时候结束Todetermineifit’stimeforclosure,herearesomequestionstoaskeitherdirectlyorindirectly:1)Haveallpointsoftheagendabeendiscussed?2)Havethetechnicalaspectsofthedealbeenreviewed?3)Havethelocalandinternationallawsapplicabletothedealbeenresearched?4)Areallactivepartiestothedeallogisticallycapableofperformingtheirfunctions?5)Isthetimelinesetforthedealrealistic?6)Doallpartiesrecognizetheshortandlong-termconsequencesofthedeal?7)Areallpartiesinagreementastothelanguageandtermsofthedeal?8)Doallthepartiestothedealtrusteachother?9)Doallpotentialsignatorieshavetherequisiteauthoritytoactontheircompany’sbehalf?Sometimestheappropriateresponsetoanofferlaidonthenegotiatingtableis“no”.Decliningadeal,anddoingsointhepropermanner,issometimestheSilverMedalofinternationalbusiness,notideal,butrespectable.Decliningthedealmustbedonewiththegreatestdiplomacybecausethispotentialforfuturedealingsisveryimportant.Youmayhavenointentionsofeverdealingwiththeseparticularcounterpartsinthefuture,butmaintainingyourreputationwithintheinternationalbusinesscommunityforlevelheadeddealingsisimportant.6.2tacticstowardsagreement达成协议的策略6.2.1recessing休会Byrecessingwemeantakingashortbreakduringwhicheachpartymovesoutofthenegotiationforumtoreconsidertheprogressofthenegotiation,andtoreconsideritsownposition;orbreakingoffuntilalatersession.Recessingissuchanimportantdevicethatthemethodofusingitdeservestobeexamined.Whendoweuseit?Howdowearrangeit?Howdowerestart?Atwhatrimeshouldweuseourrecess?1.Attheendofaphaseinthenegotiations.Thatis:whenexplorationiscompleted,beforethestartofthebidding;afterbidshavebeentables,beforegettingdowntobargainingandIfpossibleatthetimewhenshapeofsettlementbecomesclear.2.Beforeissueidentification.Itisstronglyadvocatedtoopennegotiationsinamannerdesignedtobreedco-operationtomutualadv...