商務(wù)談判打印最終版

1、I. T/F 10% UNIT 1-7T 1. Preparation for negotiations can never be too complete.T 2. Information can be treated as a kind of invisible asset with which negotiators can create more value.F 3. Interest refers to what one wants, while position means why one wants to have it.F 4. It is right for a seller

2、 to give an extremely high offer so that he can make more profits.T 5. The purpose of prioritizing ones goals is to know the order of trade-offs when it is time to compromise.F 6. The zone among ones ideal target, realistic target and minimum target is called zone of possible agreement.F 7. Win-Win

3、concept simply means that each party gets an equal share out of the negotiation.F 8. To discuss a hard issue, it is better to put it at the top of the agenda.T 9. It is advantageous to hold a negotiation on ones own turf.F 10. After making a negotiation plan, the next step is to carry it out no matt

4、er under what condition.T 11. The size of the group depends on the type of negotiation.T 12. The team should focus on identifying experts.F 13. The leader should have the senior position in the country.T 14. The leader should choose the team member.F 15. The leader shares responsibility for the nego

5、tiation with all team member.F 16. Team members should be exclusively male or female.T 17. Team members must share a unified goal.F 18. The good cop makes the opposition uncomfortable.F 19. Hardiness should always disagree with the opposition.F 20. The sweeper should sit next to the leader.F 21. Mas

6、low s need theory can be achieved from higher to lower order.T 22 It s Gerard I. Nierenberg who, based on Maslow s need theory, pointed out the needs and satisfaction-F 23. Sometimes individuals interests can be out of line with that of a company, and that of the state.T 24. Principled negotiation i

7、s regarded as a higher level of strategies and tactics which can be applied to any kind of negotiation.T 25. Although positional bargaining is widely used, agreement reached through this manner is inefficient, a waste of time, and unwise.F 26. If any party wants to realize its substantive interest,

8、it has to trade off its relationahip interests.F 27. During a negotiation, if one party says much attention to the price of the goods, the payment terms, its interests falls into process category.F 28. Whenever any disputes arise, the person responsible for it first should be signed out, and then cr

9、iticized by the two sides.T 29. Different interests can also help to reach an agreement to mutual benefits.T 30. To produce more alternatives, it ias better to seprate the process of inventing new choices from assessing them.F 31. Time is always a strength on the side of the seller.T 32. Never act a

10、s though you have to have something while bargaining.T 33. It is not okay to pretend to be an expert.F 34. Sellers tend to give better deals in shorter negotiations.F 35. Product endorsements usually lead to decreased sales.T 36. What if tactics are non-threatening because they are hypothetical.T 37

11、. Asking for help may make you look weak and gullible.T 38. Negative hesitancy should only be used when the two parties are close to agreement.F 39. Laughing simply lightens the mood in a bargainning session.T 40. Flinching makes the other party feel uncomfortable.F 41. Closing negotiations are the

12、last chance to reopen previously settled clauses.F 42. Closing negotiations are the chance to introduce new offers.T 43. Closing negotiations permit accepting open offers.F 44. There are no risks in speeding up closing negotiation.F 45. There are no risks in delaying closing negotiation.F 46. Closin

13、g negotiations are the signal that the seller can start production.F 47. If there is a miscalculation during closing negotiations, it does not matter because the other side will be ready to continue negotiations.F 48. No concessions should be made during closing negotiations.F 49. Never ask whether

14、closing the contract is possible now.T 50. Intuition is an essential quality needed during closing negotiations.F 51. Price negotiations will be successful if they always satisfy short-term profit objectives of both parties.F. 52. Price negotiations will always take place under conditions where both

15、 parties are of equal negotiating strength.T 53. Price negotiations can hide other objectives.F 54. Price negotiation strategies are only about pricing.T 55.Price negotiation team leaders must be prepared to allow the other side to make mistakes which are obviously not in their self-interest.F 56. P

16、rice negotiations should never consider gut feel.T 57. Price negotiation teams do not need strategic direction from senior management.F 58. Price negotiation teams pursuing the achievement of long-term objectives are in a stronger position than team pursuing short-term objectives.F 59. Price negotia

17、tions are an end to themselves and not a means to an end.T 60. Price negotiations should always be precise about the prices of goods, services or any other undertaking to be exchanged.T 61. Negotiations on joint ventures should always lead to a formal agreement.T 62. Negotiations on joint ventures c

18、an take many forms.T 63. Negotiations on joint ventures are all about partnerships.T 64. Negotiations on joint ventures should cover forms of capital contribution.T 65. Negotiations on joint ventures are always about dividing profits from operations.F 66. Negotiations on joint ventures require a tou

19、gh uncompromising approach.T 67. Negotiations on joint ventures need to consider personnelpolicies.F 68. Negotiations on joint ventures are about going concern operations and need no exit strategy agreements.F 69. Negotiations on joint ventures are all about transfer of foreign investment capital in

20、 the form of foreign cash.T 70. Negotiations on joint ventures need to be specific on details.n.Choices 10% 5題 上課常提到的1. Negotiations are about two people, each of whom possesses something that the other wants, meeting to discuss an exchange so that both get what they want.2. A strategy is an overall

21、 policy designed to achieve a number of specific objectives,while tactics refer to detailed methods used to carry out a strategy.3. Size of the negotiation team : Smaller is better, suggested membership: about 5 ,Two Heads are better than One . small team : good cop/ bad cop large team : Leader, goo

22、d guy, badguy, hardliner, sweeper 4.Need Theory : five needsA need theory was put forward by Maslow in the 1950s.Based on it, Gerard L Nierenberg then pointed out needs andsatisfaction of the opponent s needs serve as the basis of anegotiation,types of need theory： Distributive Negotiation (win-lose

23、negotiation)Integrated Negotiation (win-win negotiation)Self-actualization needs (self-realization)Esteem needs (neeQs for respect)Social needs (trust, fri atmosphere)Safety needs (physical safety and the safety of their property)Physical needs (health, food )，5 . Levels of Interests : Personal, Org

24、anizational, NationalThe interests of the individual, the organization and the state are in convergence.利益趨于一致6 .出價(jià)方式：target point: the point at which a negotiator would like toconclude negotiationsresistance point: the point beyond which a negotiator will not go and would rather break off negotiati

25、ons.asking price:未超過 resistance price: the initial price by thenegotiator7. For a seller, resistance point is the smallest amount he/she will settle for. P63For a buyer, resistance point is the most he/she will payThe resistance point should be kept secret to the other party. The range of possible p

26、ricesThe buyers view of the house negotiationLarrysMegans 賣方 Larrystarg etaskingre s istance$130000 $135000$140000$145000$1500008. Types of interests(1) Substantive interests: related to the interest with money(2) Process interests: related to the way a dispute is settled.(3) Relationship interests:

27、 One or both parties value their relationship with each other and do not want to take actions that will damage it. 9. The higher levels of negotiation strategies andtactics-Principled Negotiations P71These ideas lay emphasis on four components: Focus on interestNot positionsSeparate the people from

28、the problemMutual gains and using objective criteria 10. Strategies : Offensive Tactics (Be used to take the initiative)Defensive Tactics (To observe and wait) Concession (Slight change in position)UNIT411. Three Critical Elements in Negotiation:Information (The one with the most information about t

29、he wants, needs, and desires of the other will have the advantage)Time (Never reveal a deadline)Power (A person always has power and willingness to use them will affect the outcome of the deal)12. Power of Demand : Never show something must be had;Never negotiate without options/alternatives;Be able

30、 to walk away ( For buyer)Power of Authority: Authority in the statement of experts;Authority in written documentsPower of Investment: Ratio between the size of an investment an the willingness to compromise(Time is a good investment, butno deal, it s a waste)9/27Power of Reward/Punishment : Reward

31、/Punishment from a deal allow the other party great power ( both are efficient)Power of Association: More identity, stronger bargaining position ( important people)13. Two styles of negotiation tactics :UNIT4Offensive - take the initiative in trying to redirect the discussion in one s favorDefensive

32、 - take to defense in an adversary situationOffensive Tactics: what-if scenarios / the throw-in/help me / I don t know / use leading questions/ issue a veiled threat / divide and conquer / ultimateDefensive Tactics : become emotional (the best way is to remain calm)/remain silentfthe best way is to

33、go get a drink of water) /laugh (the best way is to keep calm, it makes further concessions more difficult to achieve) /walk out (if the seller will not accept the final price, walk out in the free market)/learn to flinchfbody language, a visible reaction)Concessions: make tiny concession/ always ge

34、t something inreturn/ look for elegant ones/agonize where appropriate/ use your settlement range as maneuvering room/make the concession and move on14. Factors which affect negotiations to close a contract.unit5Factors to recognize when the negotiations have reached the closing stages.Some tactics b

35、y which closing can take place15. Verbal indications that closing is possible can take the form of:We seem to have reached an agreement-./ That seems to be that, thenWe are satisfied, how about you? / Is there anything else that needs to be discussed?Sometimes non-verbal indications will mislead the

36、 other party.16. Tactics used in closing the deal for seller:Deadline strategy / Favorable terms attraction / Actionstrategy / Asldng for detail strategy17. The key to closing is to ask, ask again and ask again.The last decision in any deal rests with a person and that personis as susceptible to pre

37、ssures as any other. If no closing seemsto be on hand, then it is advisable to keep on asking until adecision is made one way or the other.18. Closing negotiations is the last chance to make agreement and make changes.Once closed, the contract is in fore。and obligations accrue.unit519. Factors to be

38、 considered when negotiation( Factors whichaffect negotiations) unit6The political state/ The legal system/ Business convention/Social customs/ Financial state/Infrastructure and logistics system/ Climate factor/ Religious belief20. Which is the most important factor? Price consideration price 是談判中最

39、重要的，position 比 interest more important Pricing: Is the factor which establishes most of the company srevenueMaybe establish product imageDetermines whether or not agreement is reaches on a saleDetermines possible future relationship & future sales with the buyerThe price of the sellerJ s willing to

40、sell would normally not be below the costs of manufacturing the goods.Price range cane be narrowed or broadened depending on whether or not ancillary costs are included. ( such as delivery of the goods) 21. Sequence for Opening Negotiations: unit6 Pl 17Two kinds of approaches:General enquiry (catalo

41、gues, price lists, quotations, and availability of goods)Specific enquiry (unit price ,payment terms, shipment time ,and insurance terms)22. Tender call (the large project)招標(biāo) have a deadline, all bids must be delivered at a precise place and time.Tender bid 投標(biāo) is an extensive description of what the

42、 supplier will sell(How the supplier will execute the contract, what qualification the supplier has to complete, the contract and a price) 23.Higher degree of trust is required in joint venture. 考 trustworthy24 .joint venture business including:Technology transfer、Technology licensing、Distribution a

43、nd value added sales25 .formsofjoint venture (Forms of Investment Cooperation) 合資 企業(yè)4個(gè)形式:1）Representative Office（辦事處）:優(yōu)點(diǎn) provide a permanent base,缺 點(diǎn) most employees from China2）Equity Joint Ventures:（股份式合資企業(yè)）:Capital Contributions 資 本投入（優(yōu)點(diǎn)是 many forms of investment,如 cash, technology）Management and

44、operations （優(yōu)點(diǎn)管理者由雙方同意聘請，酒 店管理方式屬于此類）3）Cooperative Joint Ventures （協(xié)作式合營企業(yè)，no legal person,缺點(diǎn) it s difficult to make the last decision）4）Alternative investment structures （另類投資，如工作多年，公司 給你股權(quán)，優(yōu)點(diǎn)tax free）26 . Sequence for opening negotiations:DConsideration for decision2）Examination for feasibility :

45、In-house research （內(nèi)部研究 5 個(gè)）Possible locationsGovernment regulationsGovernment incentives & tax regulationsLaborconditionsAvailability of partners and foreign capitalvisiting foreign location3)Senior managers decision (在談判中有主導(dǎo)權(quán))27.strategies for attracting foreign investment:investment incentives UN

46、IT728. What to Be Negotiated / major issues of foreign investmentproposal/ remove possible obstacle:1)Share capital;26 / 272)Management of the company;3)Personnel strategies (Nationalities of employment.Personnel policies: salaries, benefits, promotion,training an employee rights.(Personnel costs sh

47、ould be identified and included inthe negotiations.);4) Exit strategies.29.Production is the key to survival, technology is the key toproduction.DI. Discussion 50% 5unitl-61. Indicate how you would prepare before a negotiation if you want to import some machines for your company from the United Stat

48、es. UNIT 1 P35(1) Information on Related Environmental Factors. For example, exchange rate.(2) Knowing the opponent. Such as features of its product, price levels and preferred payment terms.(3 ) Knowing competitors. For example, sales force.(4) Knowing oneself. Such as quality, production capacity

49、and sales states. 2 . List five kinds of negotiation strategies and state the features, UNIT 1 P35Avoidance, Competition, Accommodation, Compromise, and Collaboration Avoidance is non-negotiation. Competition is also known as distributive or win-lose strategy. Accommodation is “I lose, you win” poli

50、cy. Compromise is a combination of competition and accommodation, two distributive strategies. Collaboration is also called integrative, or win-win strategy.3.List the Negotiating team member. UNIT2 P551) Team leader 主談人-with the most expert is e& experience2) Good guy 紅臉-sympathize with the other p

51、arty3) Bad guy 白臉-make the negotiation difficult for the other party4) Hardliner 頑固派-use stall tactics to delay progress5) Sweeper 總結(jié)陳詞者-tie together viewpoints into a logical wholeseating location: Bad guy Good guy LeaderHardliner Sweeper4 .What are the higher levels of negotiation strategies and t

52、actics ? UNIT3 P74Principled negotiations represent a higher level of negotiation strategy and tactics.These ideas lay emphasis on four components: Focus on interestNot positionsSeparate the people from the problemMutual gains and using objective criteria5 .What are the theories of negotiation? UNIT

53、3 P74A need theory was put forward by Maslow in the 1950s.Based on it, Gerard I. Nierenberg then pointed out needs and satisfaction of th opponint s needs serve as the basis of a negotiation.6-Give one example to show what is position and interest.UNIT3 P74Position : A company will buy a set of prod

54、uction line from another company.Interest : A company wants to increase productivity is the interest of the company.7 .Wha are the signs to indicate that closing is not yet possible?UNIT5 P106verbal indications non-verbal indications8 .Identify the factors which establish the pricing of a product th

55、at a company might sell.costs of production, terms of delivery, market prices, profit considerations.(delivery terms, non-performance cost, inspections, warranties etc.)9-Discuss under what considerations a company might be prepared to reduce its price or the buyer accept higher petitivene

56、ss, market penetration, and a desire to complete a successful negotiation.Buyer s Acceptance of a Higher Price ： Sole supplier of specified goodsSpecified qualityPrevious supplier with recognition10.1 dentify the means to persuade a foreign company to accept the prices at which your company is prepa

57、red to negotiate a contract.quality of product / favorable financing terms / favorable terms of deliverypromise of future contracts / warranty inspection / long-term relationship.IV. Case study 30% 3 小題 1-7UNIT 1 Sino- Japanese negotiations P351. What factor played an important role in concluding th

58、e deal at the figure given by the Chinese side ?Preparation played an important role in concluding the deal at the figure given by the Chinese side.Before the negotiation, the Chinese side devoted much energy to preparation including doing market research, gathering information. During the negotiation, th