1、INTERNATIONAL BUSINESS NEGOTIATIONWhat are the focuses?Basic negotiation theories:negotiation motivation,negotiation structure，win-win concepts,CPN,law of interest distribution,negotiating power,law of trust,Game theory in negotiation,personality vs negotiation modes,cultural pattern vs negotiation
2、pattern Case study:famous cases facilitating understanding of the theories Negotiation practices:simulations,team work,group discussion,Q&A,negotiation competition?The M c G r aw-Hi l l Compani es,I nc.,1999The M c G r aw-Hi l l Compani es,I nc.,1999Ir w i n/M cGraw-H i l lIr w i n/M cGraw-H i l lCh
3、apter 1NEGOTIATION MOTIVES&KEY TERMINOLOGYIntroduction CaseCharacters:Mr Zhang:a teacher of a middle school His wife:a teacher of a primary schoolHis son:a university graduate,applying for the entrance into a foreign university for post graduate studyEvent:120,000 yuan of depositMr Zhang:a car for t
4、ravellingHis wife:a new flatHis son:financial support for studying abroad Question for consideration:how to distribute the limited deposit Unlimited Demand of HumanbeingLimited Natural Resources Economical PoliticalReligious CulturalConflictsFightingNegotiatingNEGOTIATIONA process of communication;t
5、o manage conflicts;to come to an agreement,solve a problem or make arrangementsFirstThe outcome of negotiation is a result of mutual giving and taking.One sided concession or compromise can not be called a negotiation in the real sense.Second,negotiations happen due to the existence of conflicts;how
6、ever,no negotiations can proceed smoothly and come to a satisfactory solution without collaboration between the participants.Third,in spite of inequality in negotiators strength and power,all negotiators,no matter strong or weak,have the right to say“no”to the conditions put forward by the other par
7、ty,which is a show of equal right of the negotiators.CONFLICTSA dispute,disagreement,argument between interdependent parties who have different&common interests;Conflicts block peoples ability to satisfy their interestsFirst,parties in conflict are interdependent,which means there remains a kind of
8、relationship developed by interrelated interests and concerns.Second,both different and common interests coexistThird,two parties in conflict will naturally fight for each others own interests and make every effort to gain more from the other side,as a result it will reduce gain of interest expected
9、 initially.STAKEValue of interests gained or lost,costs incurred or avoided;Stakes compared to status quo,options,alternatives;or short or long term interests,underlying desires and issuesFirst,negotiating parties may either gain interests or loose interests during negotiations.Only when a party has
10、 stakes connected with the issues to be talked,can it becomes actively engaged in the negotiation.Second,free lunch is not provided.To get what is desired,both parties have to pay for the gaining at either high cost or low cost depending on how well negotiators manage the situation.Third,how much of
11、 stakes can be gained and whether a particular gain is the one that a party desires for is also gauged in view of the current situation.NEGOTIATIONA process of communication;to manage conflicts;to come to an agreement,solve a problem or make arrangementsCONFLICTSA dispute,disagreement,argument betwe
12、en interdependent parties who have different&common interests;Conflicts block peoples ability to satisfy their interestsSTAKEValue of interests gained or lost,costs incurred or avoided;Stakes compared to status quo,options,alternatives;or short or long term interests,underlying desires and issuesCas
13、e Study Case Study What are the major reasons that Chrysler misses its opportunity entering China automobile market?What is the opportunity cost of Chrysler?Chrysler Missed the Best Opportunity Entering China Automobile MarketCase Study Case Study Chrysler Missed the Best Opportunity Entering China
14、Automobile Market(1)What do you think are the most important interests of US in this negotiation framework?(2)What are the Americans long term interests behind the trade dispute?(3)In market economy,who has the final say about the reduction of trade deficit?(4)In the Section Two,US demands China to
15、withdraw its request for WTO consultations and not take any retaliatory action against US actions against China.What do you consider these requests?(5)In the Negotiation Framework,the US not only sets the quantity and date requests for China to follow,but also demands China to do policy and legal related improvements.What do you think of these requests?(6)From this Negotiation Framework,what do you learn about the American negotiation style,the American government and its president Trump?
