1、L/O/G/OInternational Business Negotiation1 Chapter4 Opening of International Business Negotiation2Teaching Objectives After studying this module,you should be able to After studying this module,you should be able to know:know:1Impacts of different negotiating atmospheres on negotiations 2Steps to op
2、en an international business negotiation 3Factors we should pay attention to in the opening statements 4Common strategies for opening an international business negotiations3Creating a Right Negotiation AtmosphereOpening Steps and strategies1 Contents24Guide After gathering and sorting outing the inf
3、ormation as well as establishing the negotiation plan in the previous period，the international negotiation has formally begun!Just as the old saying goes，“Well begun is half done”Negotiation opening refers to the behavior of greeting，introducing，stating ones positions and exploring the counterparts
4、intention or position，in order to influence and manipulate the process of negotiation so that they can pave the way to an advantageous position in the negotiation54.2 Opening Steps and strategies The opening of international business negotiations often has to undergo the following three steps：(1)cre
5、ate a good atmosphere at the preliminary stage (2)exchanging ideas on the agenda and related questions (3)the chief representative from each party making statements respectively8 4.2.1 Create a good atmosphere at the preliminary stage Proficient negotiators use this“Preliminary Stage”to exchange sma
6、ll talk and get to know each other.They may discuss sports,politics,weather,mutual acquaintances,or other seemingly innocuous topics.9 4.2.2 Information Exchange Before the formal，essential negotiation,the representatives from both parties may as well exchange ideas on the agenda proposed by one par
7、ty and reach agreement on the goal,main subject and the timetable for the negotiation.10 4.2.3 Opening statements Before we enter into the formal negotiations，some neutral topics can be chosen as opening remarks such as the local weather，travel hearsay，films and theater performance，personal hobbies，
8、jokes as well as the previous cooperations.These topics，on the one hand，are cheerful，light and easy to arouse the resonance；on the other hand，they are not related to business，and thus helpful to build a harmonious and friendly atmosphere11 Three points ought to be paid attention to in the opening statements：(1)Contents of opening statements (2)Methods for delivering opening statements (3)Proper reactions when one party listens to the statements of the other party12Thanks!13
