第1页共28页编号：时间：2021年x月x日书山有路勤为径，学海无涯苦作舟页码：第1页共28页CATALOGUETheGeneralOverviewonInternationalBusinessNegotiationTheGeneralProceduresofInternationalBusinessNegotiationFiveLinksofInternationalBusinessNegotiationCross-CulturalProblemsinInternationalBusinessNegotiationBasicQualitiesforNegotiatorsSomeStylesinInternationalBusinessNegotiationTacticalExpressionsinBusinessNegotiationPreparationforExportingPreparationforNegotiationBusinessNegotiationIBusinessNegotiationIIBusinessNegotiationIIIBusinessNegotiationIVAftertheNegotiationChapterOneeGTheneralOverviewonInternationalBusinessNegotiationAnOverallFrameworkofInternationalBusinessNegotiationFeaturesofInternationalBusinessNegotiationBasicRulesofInternationalBusinessNegotiationStockPhrasesSomeTipsforTradeDelegation1.WhatisNegotiation?Theword“negotiation”derivesfromtheLatinInfinitive“negotiari”（做贸易或生意）which第2页共28页第1页共28页编号：时间：2021年x月x日书山有路勤为径，学海无涯苦作舟页码：第2页共28页means“totradeordobusiness”.Thisworditselfisfromanotherword,“negare”（拒绝）,meaning“todeny”andanoun,otium(休闲),meaning“leisure”.Thus,theancientRomanbusinesspersonwould“denyleisure”untilthebusinesshasbeensettled.Negotiationisacommonhumanactivityaswellasaprocessthatpeopleundertakeeverydaytomanagetheirrelationshipssuchabuyerandaseller,ahusbandandwife,childrenandparents.Asthestakesinsomeofthesenegotiationsarenotveryhigh,peopleneednothavetogetpreparationsfortheprocessandtheoutcome.Butininternationalbusinessnegotiations,thestakesareusuallyhigh,peoplecannotignorethisfact,theyhavetogetpreplansinamorecarefulway.Bothpartiesinthiskindofnegotiationshouldcontacteachothersothattheycangetabetterdealratherthansimplyacceptingorrejectingwhattheotherisoffering.Thewholeprocessofnegotiationisbaseduponthepremisethatbothpartiesareinterdependent,thatis,onesidecannotgetwhathe/shewantswithouttakingtheotherintoconsideration.Intheprocessofnegotiation,therearenorules,tradition,rationalmethodsorhigherauthoritiesavailabletoresolvetheirconflictonceitcropsup.Negotiationisavoluntaryprocessofgivingandtakingwherebothpartiesamendtheiroffersandmodifytheirexpectationssoastocomeclosertoeachotherandtheycanquit,atanytime.2.WhydoPeopleNegotiate?Negotiationisattheheartofeverytransactionand,forthemostpart,itcomesdowntotheinteractionbetweentwosideswithacommongoal(profits)butdivergentmethods.Thesemethods(thedetailsofthecontract)mustbenegotiatedtothesatisfactionofbothparties.Aswewillseelaterthatitcanbeaverytryingprocessthatisfullofconfrontationandconcession.Whetheritistradeorinvestment,onepartywillalwaysarriveatthenegotiationtableinapositionofgreaterpower.Thatpower(thepotentialfortheprofits)mayderivefromtheextentofthedemandorfromtheabilitytosupply.Thepurposeofnegotiationistoredistributethatpotential.Thereisnosuchthingas“totakeitorleaveit”ininternationalbusiness.Infact,everythingisnegotiable.Italldependsontheexpertiseofthenegotiators.3.AnOverallFrameworkofIBNInternationalbusinessnegotiation(IBN)isaconsultativeprocessbetweengovernments,tradeorganizations,multinationalenterprises,privatebusinessfirmsandbuyersandsellersinrelationtoinvestmentandimportandexportofproducts,machineryandequipmentsandtechnology.Negotiationisoneoftheimportantstepstakentowardscompletingimportandexporttradeagreements.Toreachthedesiredresults,thenegotiatorsmus...
