1、Chapter 1 Fundamentals of International Business Negotiating 第一章第一章 国际商务谈判概述国际商务谈判概述 11 Concepts and principles of negotiation 基本概念与谈判原则 12 Correct understanding of negotiation 对谈判的正确理解 1 3 Stages of negotiation 谈判的几个阶段 14 Psychology in negotiating 谈判的心理Introduction Everybody negotiates all the time
2、, at work, at home, and as a consumer. We can say that since the beginning of time, or since the development of human language, there has been negotiations made amongst humans. Negotiating as a significant social activity is a means of dealing with human relationships and resolving conflicts and has
3、 never been nonexist. On the other hand, negotiation as a product of social competition has got its different meaning and content with the development of the times. 1.1 Concepts and principles of business negotiation What is business negotiation?“Recently two of my sons were squabbling over some app
4、le pie, each insisting that he should have the larger slice. Neither would agree to an even split. So I suggested that one boy cut the pie any way he liked, and the other boy could choose the piece he wanted. This sounded fair to both of them, and they accepted. Each felt that he had gotten the squa
5、re deal.” “fundamental principles” of negotiation: First, “negotiation” is an element of human behavior. Secondly, “Negotiation” takes place only over issues that are “negotiable”. Thirdly, “Negotiation” takes place only between people who have the same interest. Fourthly, “Negotiation” takes place
6、only when negotiators are interested not only in taking but also in giving. Finally, “Negotiation” takes place only when negotiating parties trust each other to some extent. As the stakes in some of these negotiations are not so high, people need not have to get preplans for the process and the outc
7、ome. There are other cases like international business negotiations in which the stakes are too high to be ignored, people have to be more cautious. In negotiations, both parties should know: a. why they negotiate b. who they negotiate with c. what they negotiate about d. where they negotiate e. whe
8、n they negotiate f. how they negotiateCharacteristics of business negotiation Some of the characteristics of business negotiation include: Negotiation is at the heart of every transaction and, for the most part, it comes down to the interaction between two sides with a common goal (profits) but dive
9、rgent methods. These methods (the details of the contract) must be negotiated to the satisfaction of both parties. It can be a very trying process with confrontation and concession. Both parties share open information. In this case, both sides sincerely disclose them and listen to the others objecti
10、ves in order to find something in common. Both sides try to understand each others point of view. Both parties know that they have common and conflicting objectives, so they try to find a way to achieve common and complementary objectives acceptable to them both. Whether its trade or investment, one
11、 side will always arrive at the negotiation table in a position of greater power. That power (e.g., the potential for profit) may derive from the extent of the demand or from the ability to “supply.” The purpose of negotiation is to redistribute that potential. Theres no such thing as take it or lea
12、ve it” in international business. Everything is negotiable. It all depends on the expertise of the negotiators. International business negotiation is known as the zero-sum game. One sides gains are directly the other sides losses. To summarize: no matter what kind of negotiation it is, we can say th
13、at negotiation is a cooperative enterprise; common interests must be sought. Negotiation is a behavioral process, not a game; in a good negotiation, everybody wins something. Its important to realize that while the size of the playing field may vary from venture to venture, the overriding concept re
14、mains the same: Success isnt winning everything, its winning enough.The basic principles of negotiation (1) Equality principle (2) Sincere cooperation (3) Keep it flexible and fluid 1.2 Correct understanding of negotiation 1.2.1 Conflict1.2.2 Key aspects of negotiation1.2.3Tips for a successful inte
15、rnational business negotiation mission1.2.4 About translators in international business negotiation 1.3 Stages of negotiation Pre-negotiation Face-to-face negotiation Post-negotiation 1.4 Psychology in negotiating The need theory One of the key theories about “People at work” is Maslows “hierarchy o
16、f human needs”. Maslow suggests that human beings take actions in order to satisfy essential needs. He classifies human needs under five main headings: (1) Physical or survival needs (2) Security and safety needs (3) Social needs (4) Ego or esteem needs (5) Self-realization needs Need theory and neg
17、otiating (1) Survival needs and negotiating (2) Security needs and negotiating (3) Social needs and negotiating (4) Ego needs and negotiating (5) Self-realization needs and negotiatingPractical Sentences Welcoming and IntroductionsOn behalf of ABC Company, I am very glad to welcome you to our head o
18、ffice.Well, Im delighted to welcome you all to our processing plant here in Shanghai.How was the weather when you left home?How was the flight over?Is everything OK with the hotel?Shall we just go round the table, making sure we all know each other?Mr. Smith, would you like to introduce your team?Le
19、t me introduce you to Marion Billis. She is our key Account Manager.I think wed better get started now. Weve got a very full agenda. Now, the first thing we really need to do today is coming up with some firm proposals.Fill in the banks. 1) Negotiation is an element of _behavior. 2) Negotiation take
20、s place only over issues that are_. 3) Negotiation takes place only between people who have the same_. 4) Negotiation takes place only when negotiators are interested not only in taking but also in_. 5) Negotiation takes place only when negotiating parties _each other to some extent.True or false. N
21、egotiation depends on communication. In a good negotiation, everybody wins something. Both sides should try to understand each others point of view before making a decision. There is such case as take it or leave it” in international business. In the bidding stage each is negotiating towards the bes
22、t advantage. The stages of the negotiation always follow one another in sequence. When negotiating, representatives or negotiators represent their own but often others interest. Being close or friendly with the other side may bring about the best outcome. International negotiations often require the
23、 use of translators to attain this goal. When counterparts are speaking, negotiators should look at them but not the translators. Put the following into English. 1)你的立场有磋商的余地吗？ 2)我肯定还有商量的余地。 3)在我们开始谈判之前，你要先出个价才行。 4)我们可以把它也列入议程。 5)在我们开始之前，有人想要什么饮料吗？ 6)看看我还能尽些什么力。 7)要是我能做到的话，我一定会做。 8)我知道我可以拜托你。 9)这次会议
24、的结果我们都会是赢家。 10)我会尽量使你满意。 KeyAre you negotiable?Im sure there is some room for negotiation.Before we have anythingto negotiate, you have to make me anoffer.We could add it to the agenda.Would anyone like something to drink before we begin?See what I can do.I would if I could.I know I can count on you
25、.Well come out from this meeting as winners.Ill try to make you happy.Question What is meant by “negotiation”? How would you define “negotiation”? Chapter 2 Proper Behaviors in International Business Negotiations 第二章 国际商务谈判中的正确行为举止 Assumptions假定 Listening听 Talking说 Inquiring问 Observing观察Introduction
26、 This chapter tells you how to behave properly during negotiation. One always makes assumptions before negotiation and tries to guess others assumptions. But assumptions may be true or false, in which case they need to be verified. In order to verify the assumptions, you should gather enough informa
27、tion from others, so that listening, talking, inquiring, and observing become very important for a successful negotiation. The following sections discuss how to be an active listener, how to talk in effective negotiating language, how to ask and answer questions, how to find valuable information fro
28、m your opponents body language and how to get rid of your inappropriate body language.2.1 Assumptions 2.1.1 The concepts of assumptions Assumptions are a vital part of negotiations. In entering a negotiation, a man is severely handicapped unless he reviews his own assumptions-and anticipates the ass
29、umptions of the other party. The negotiator must never forget that what his or her assumptions are only a guess or a probability. It is necessary for us to reexamine our supercargo of assumptions. Some are wrong and must be discarded. Others need to be modified. Still others remain valid. 2.1.2 The
30、types of hidden assumptions Making three categories of hidden assumption can prove useful in negotiation: The first category includes the assumptions we make about the extensional world, the physical world which exists outside the mind of a human being. Secondly, it includes our intensional world. F
31、or example, the world which exists within the mind of each of us. Thirdly, it also involves the other persons intensional world. Sometimes we go so far as to make assumptions about what a person is going to say before he has had a chance to say it. We interrupt, present our version of what he is abo
32、ut to say, and never give ourselves the opportunity of hearing what he might have said. Thus we deprive ourselves of valuable information. 2.2 Listening Aside from asking questions and making statements, one must also recognize the needs of the opposer. One method is listening carefully to the words
33、 uttered by the opposer. Paying attention to phrasing, choice of expressions, mannerisms of speech, and tone of voice being used. All these elements give clues to the needs behind the statements an opposer makes. The barrier of listeningStudies show that the average person remembers only about half
34、of what he or she hears immediately after the speaker stops talking, no matter how carefully the listener has paid attention. simple rules at the same time that will actually help you maximize the benefit you get from what the other person is saying First of all, if you find the subject dull and wou
35、ld normally go off on a mental tangent, recognize that you are trapped into listening anyway and force yourself to tune in for any new knowledge that you can perhaps sift out. On the other hand, the subject may not be boring, but rather difficult and hard to comprehend, perhaps because it is too tec
36、hnical or detailed. Do not allow your mind to wander only because distractions are more fun than the topic under discussion. Try to develop an interest and grasp the meaning of the broad things being said. Second, we tend to dismiss statements if they come from people we consider unimportant. Withho
37、ld judgment until your comprehension of the speakers proposal is complete. The good listener will hear out the other person before passing judgment and framing rebuttals. Third, do not turn yourself off simply because the speakers delivery is poor or unintelligible. The speaker may still know a lot
38、more about the subject than it appears. Make every effort to understand what is being said. If necessary, interrupt and ask the speaker to repeat something. This person will appreciate your interest in not wanting to miss anything. One of the problems every listener has is the ability to think at th
39、e rate of about 400 words a minute-almost four times faster than the average speaker talks. Do not let your mind drift. Instead, anticipate the speakers next point and give thought to what you hear while waiting for the next idea. When taking notes, get down the concepts and principles. If you have
40、time, write down the facts, but do not let them overwhelm you to the degree that you are missing important points. Not only does note-taking force you to listen carefully, but it also psychologically throws the speaker off the balance when he or she sees you nodding and furiously writing away and ha
41、ving a record of all the facts and basically everything said. A further benefit of note taking is that you have the perfect excuse to avoid eye contact if you are afraid to reveal your reactions to someones proposals. Active listening In order to be a good listener, you must bear in mind that conver
42、sation or negotiation between individuals can proceed at various levels of meanings. A persons conversation or statement has several levels of meaning. For example, the opposers statement on one level is the message that he or she seems to be trying to communicate. On a second level, it may be the m
43、essage that we can infer from the way he or she speaks and the words being used. On a third level, it may convey a meaning to us because it is linked with his or her manner of approach to the subject. Listening is as much a persuasive technique as speaking. A successful listener must keep an open mi
44、nd and strive to be free from bias and preconceived notions. There is no one more competitive and hostile than negotiators who feel that their best arguments were ignored, misunderstood or dismissed.2.3 TalkingNegotiation languageNegotiations are almost always conducted on three basic levels of comm
45、unication: the subconscious level, the emotional level and the level of reason and logic. Consistently high achievement in negotiation can be obtained by mastering all three levels of negotiation so that the negotiators position can be communicated in a manner that is simple, attractive, suggestive,
46、 enthusiastic, truthful, fair, logic and personal. The most logical and sound reasoning will be of little value if it is not communicated in simple and precise terms. You should set forth only the points needed to encourage the action you desire. You should be informative with regard to supporting d
47、etails only to the extent necessary to make your offer clear. Some of the most common and serious errors committed by negotiators involve their use of words and terms with broad or ambiguous meanings. Do not say something is large if you can give exact measurements. Sentences should also be simple,
48、with the subject first, the verb next, and the object last. Your presentation should be executed in an attractive manner that is pleasing, not offensive. It should be fair and consider the pros and cons, not suspicious. It should be cooperative and friendly, not argumentative or hostile. It should e
49、mphasize the positive, not the negative, stress the familiar, not the unknown, and be democratic, not dictatorial. Your presentation should be understated, not exaggerated; It should progress by starting with easy issues, not the frustration and stalemate promoted by hard issues. It should be compli
50、mentary and encourage agreement, not offensive or demeaning, discouraging cooperation. It should reveal reward consequences, not punishment or a threatening outcome, and should entertain and be enthusiastic, keeping the other person glued to your thoughts How to open and close There are a number of
