国际商务谈判(英文版)VIP免费

第1页共10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10页BusinessNegotiation–Lesson2Chapter1Slide1Oneofthemostimportantthingstorememberinbusinessistonevermakeenemies.Youdon’thavetoloveeveryone,butifyoudislikesomeonemakesureyoudon’tshowit.Yourenemytodaymaybeyourbosstomorrow.Slide2Thebasicprinciplesofnegotiationare:-communication,negotiableissues,commoninterests,giveandtake,trustandtobeagoodlistener.Slide3Themostsuccessfulnegotiationendswithawin-winsolution.Bothpartiesmustfeelasthoughtheyhavegainedsomething.Bothpartiesmustnegotiatetowardsamutualgain.Slide4Beforenegotiationsbegin,bothpartiesshouldknowthefollowingsixdetails:-why,whowith,what,where,whenandhowtheynegotiate.Slide5Negotiationisaprocessofexchanginginformationbetweentwosidesandbothsidestrytounderstandeachother’spointsofview.Bothpartiesknowthattheyhavecommonandconflictingobjectives,sotheytrytofindawaytoachieveacommonandhelpfulobjectivethatwillbeacceptabletothemboth.Slide6Insummary:commoninterestsmustbesought.Negotiationisnotagame.Inasuccessfulnegotiation,everyonewinssomething.Slide7Successisn’twinningeverything–it’swinningenough.Slide8Innegotiation,bothequalityandmutualbenefitareveryimportant.Bothpartiesareequalinstatus.Theyhaveequalrightsandobligations.Rememberthatinasuccessfulnegotiation,eachpartymustgainsomethingorthereisnoreasonfortheotherpartytoparticipate.Bothpartiesshouldpreparewellforthenegotiationandbereadytosatisfytheotherparty’sneedsonanequalbasis.Slide9Throughnegotiation,bothpartiesareseekinganarrangementofabusinesssituation.Thepurposeofthisistoseekawin-winsituationinsteadofawin-loseone.Itisthroughsincerecooperationthatthisresultcanbemade.Slide10Sincerityisveryimportantforanegotiator’sstyle.Developtrustbetweenthetwoparties.Treatothersasyouwanttobetreated,thiswillpromotethenegotiationandgetsuccessfulresults.Slide11Keepitflexibleandfluid.Donotbetoorigidinwhatyouwanttogive,andinwhatyouwanttotake.Allnegotiationsareaprocessofconstantthinking,exchanginginformationandcontinuousgiving.Beforenegotiationtryandworkoutwhattheotherpartymightbethinking,whattheirneedsmaybeandwhattheirtacticsmightbe.Slide12Duringnegotiation,itisveryeasyforconflictstohappen.Itmaybethatonesidewantstotakemorethanwhattheygive.Whenthishappens,eithersidemaybreakoutoftherelationship.Thisisalose-losesituation.Itisinbothpartiesintereststofindwaystominimizetheirconflicttoachieveawin-winsituation.Slide13Mostbusinessnegotiationstakeplacebetweensuppliersandpurchasers(sellersandbuyers).Asuppliercannotexistunlesshehasapurchaser.Slide14Ofcourseinnegotiationsbothpartieswanttogiveaslittleaspossible,andtotakeasmuchaspossible,gainingasmuchprofitaspossibleintheprocess.Soduringnegotiationsbothpartiesusuallygiveonlyalittleatatime.第2页共10页第1页共10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10页Slide15Bothpartiesmustbeflexibleandmakechangesduringnegotiationasrequiredbythesituation.Slide16Negotiatorsneedtobecooperativeanddedicated,tofindthebestsolutionpossible,insteadofjustbeingconcernedwiththeirownneeds.Slide17Innegotiation,bothsidesmusttrytoreachanagreementthatmaximizestheirownoutcome.Thismayleadeithersidetobeconcernedonlywiththeirowngainandignoretheneedsoftheotherparty.Rememberthatmostbusinessrelationshipslastforalongperiodoftime,soitisbeneficialforbothpartiestogainawin-winsituationandcontinueth...