商務(wù)談判 期末考試題

1、1. what is business negotiation ?negotiation is an element of human behavior . negotiation takes place only over issues that are negotiate .negotiation takes place only between people who have the same interests. Negotiation takes place only when negotiators are interested not only in taking but als

2、o in giving . Negotiator takes place only when negotiating parties trust each other to some extent.5. 翻譯人員:1.look at conterparts but not the mterpreters .2.the respective interpreters should translate when their team speaks .3.speak in clear short sentences and never for longer than 30 seconds at a

3、time .4. sated just to the rear of negotiators .5. willing to accept your interpretation may be wrong. 6. Never show public displeasure .save criticistns afterwards .7.always keep interpreters close at hand and maintain their confidence.6. 談判的階段 :1.pre-negotiation .2.face to face negotiation .3. pos

4、t-negotiation .8. 怎樣結(jié)尾 :1.summarizing and briefly outlining the main points you cover .2. appeal for action .3. pay the listeners a sincere compliment by making reference to their organization, state or other aspect of common interest .9. How to deliver questions .1.one way is to lay the foundation

5、for asking them.2 .the second method of assuring the reliability of answers to your questions is through the use of the tactic called “bipolar questioning“10. There are some alternatives that you may use on how to answer when questioned :1.leaving the other person with the assumption that he has bee

6、n answered .2. Answering incompletely .3. answering inaccurately .4.leaing the other person without the dire to pursue the question process further.11. What qualifies to be a good negotiator? 1. A good listener . 2. Open minded .3. willing to do the homework to determine her/his interests , objectiv

7、e and alternatives 4. Well-prepared . 12. 談判人員的個(gè)人素質(zhì) personal characteristics .1. shrewdness 2. Patience .3. adaptability .4. endurance 5. Gregariousness .6 .concentration 7. The ability to acticulate 8.sense of humor . 13. How big should the team be .it is quite important to keep the team as small a

8、s possible .1. when your team has to operate overseas , then you will have a lot of fights ,groundtraspot ,meals hotels, communication and conference centers munication is a source of strength within the negotiation team 3.presenting a unified front is key.14. 在自己地盤上談判的優(yōu)點(diǎn) :(held in your own territor

9、y:1. It enables you to get the approval that may be necessary on problems that you did not anticipate 2. It prevents the other side from concluding the negotiation prematurely and leaving ,which he might do if he is in his own office .3. you can take care of other matters and have your own facilitie

10、s awaiable while you are handling the negotiation .4. it gives you the psychological advantages of having the other side come to you .5. it saves your money and travelling time.(going to your opposers home territory 1. You can devote your full time to do the negotiationwithout the distractions and i

11、nterruptions that your office may produce .2 .you can withhold information , stating that it is not immediately awarable .3. you might have the option of going over your opposers head to someone in his high management .4. the burden of preparation is on the oppose and he is not free from other dutie

12、s.15. As we start the bargaining process we need to take 2 steps “1. Get it clear .2 assess the situation .16. The basic principal that govern concession in bargaining are .1. aconcession by one party must be matched by a concession of the other party .2. itsbetterfor the pace of concession to be as

13、 little as possible and the frequency of concession to be show .3. a party should track their concession to their own advantage , doing their best to give the other part plenty of satisfaction even if concession are small .4. a party must help the other party to see each of their concessions as bein

14、g significant .5. move at a measured place towards the projected settlements point .6. reserve concessions until they are needed.17. The principal of breaking an impasse 1.in coping with these conflicts is “keep it fluid” 2. Is to “seeking easy escape routes “ 3. Use time brea ks either as recesses

15、within a particular negotiation meeting or as breaks between meetings .18. Toward settlement (達(dá)成共識(shí) 1.it should not be made too soon 2. It must be big enough to symbolize closure .3. negotiation to our advantage demands the last half penny .4. gie him that satisfaction finally ,at the end of the nego

16、tiation .1. summarize 2. Produce a written record .3. identify action needs and responsibilities.19. Tactics towards agreement (達(dá)成協(xié)議的策略 1.recessing 2. Settling deadlines 3. Full disclosure the straightforward statement .4. lubrication /the golf club 5. The study group . 20. At what time should we us

17、e our recess? 1. At the end of a phase in the negotiation .2. before issue identification 3. When nearing an impasse 4. Team maintenance needs 5. Breaking a trough .21. What is the recommended procedure to get a recess? 1. State the need for a recess .2summarize and lookforward 3.agree on the durati

18、on of the recess 2. Summarize and lookforward 3. Agree on the duration of the recess. 4.avoid fresh issues .22. Value evaduation standard of business negotiation objectives 2. Negotiation efficiency 3. The personal relationship after negotiating .23. Content of business negotiation summary .1. aspec

19、ts that have direct relation with negotiating process 2 . aspects concerning the opponent .24. Steps of business negotiating summary 1. Review the negotiating process and go over the minute .2. analyze and evaluate the negotiating .3. give suggestions of improvement 4.write the summary report25. Str

20、ategic consideration 1.repeatability 2.strength of both parties 3. Importance of the deal 4.timw scale and negotiation resources26. Guidelines for strategic decisions :1.which must be made is the choice of the other party .2.how quick should negotiations proceed ? 3 how high to aim in strategic thin

21、king .4. what sort of objectives .5.what style should be used to negotiate ?6. every deal with have special problems and opportunities27. “when”strategy 何時(shí)出擊 , 何時(shí)叫停 :1. Participation 2 .crossroads .3 blanketing 4. Salami 5 agency 6 shifting levels .28. Developing self-control 1. Keep your emotions i

22、n check and so not let them over mind or interfere with judgment .2 do not personalize the situation or the behavior of the other party , which includes realizing that their behavior is not a personal attack on you personally 3. Make rational decisions to behave in a particular way in sprite of stro

23、ng emotional feeling to behave the opposite way.29. If dealt with effectively, conflicts can lad to following benefits.1. Conflicts can provide new information about a situation .2. Conflicts can bring a problem into the open where it can be dealt with 3. Conflicts can produce new ideas or new approaches to solving pro