《國際商務(wù)談判》Module Three Executing the Negotiation

ModuleThreeExecutingtheNegotiationInternationalBusinessNegotiationLearningObjectivesAfterstudyingthissession,youwillbeabletoDefinetheopening,bargainingandclosingphasesDescribeeachstepinthesephasesIdentifythecommonmistakesmadeineachphaseofnegotiationLead-inQuestionsHowmanystagesarethereinanegotiation?Whatdoesanegotiatordowhenanegotiationbegins,proceedsandcloses?BuildingtheClimatePositiveandfriendlyatmosphereBriefandstraightforwardatmosphereTenseandContradictoryatmosphereSedateandReservedAtmosphereBuildingtheClimateLocationWillyoumeetatyourplaceortheirs?SeatingWillmemberssitacrosstableorateachend?RefreshmentWilltherebeany?Ifso,whatkind?PeopleWhoisthereandwhoisnot?Accesstotech&Isthereaphone,fax,computer,Internet,orcommunicationcalculator?

Willtherebeteamseating?TimeFrameHowmuchtimeisallocatedforthismeeting?AgendaAdhocdiscussionsGroupdiscussionsAlternatingChoicesofItemsCreatingaSimpleAgendaRankingaccordingtoImportanceWorkingfromGeneralAgreementstoDetailsPlacingLessDifficultItemsFirstAddressingtheBoulderintheRoadGroupingTrade-OffsorPackagingIncrementalorAlternatingDiscussionandAgreementAssigningSmallerIssuestoSubgroupsAgenda

ActivitiesforfirstmeetingsWelcomingComments,Greetings,orSpeechesPsychologicalandrelationshipwelcomesProcedurallyfocusedwelcomesorgreetingsSubstantivewelcomesorgreetings

ActivitiesforfirstmeetingsWelcomingComments,Greetings,orSpeechesIntroductionofIndividuals,TeamMembers,orOtherParticipantsBuildingWorkingRelationshipsandTrustInitiatingDiscussionsonSubstantive,Procedural,orRelationshipIssuesOpeningStatementsOffer

Offermeansofferingpriceandterms,whichincludesnotonlyproductsinquire,butincludesavarietyofconditionsoftheentiretransactionincludingthequantityofgoods,quality,packaging,price,shipping,insurance,payment,inspection,claims,arbitration,etc.Counter-offerAproportionalcounterofferreferstoaproposalinwhichonepartyasksthecounterparttoadjustthequotationproportionally;tolowerthetotalpricebyacertainpercent.Acost-basedcounterofferismadeonthebasisofcostanalysisoftheitemsundernegotiation,proposinganappropriatepriceforthecounterpart’squotation.Makingan

offer

Itgiveslotsofinformationtotheotherside.Theotherpartycanadjusthisownopeningoffertobemoreorlessextremethanplanned.HavingtheotherpartytoofferItgivesyouanimmediateideaofhowfaraparttherespectivepositionsare.Youmayreceiveabetterofferthanwhatyouwouldbewillingtosettlefor.WaystoEncourageAcceptanceofanOfferMakeanConditionalOfferinTermsofTimePuttingatimelimitonanofferputspressureontheothersidetogiveitpromptconsiderationOfferIncentivesforPromptAcceptanceIfwecanclosethisdealtoday,we’llabsorbtheshippingchargesoverthecourseofthecontract.EstablishanImperativeDeadlineThePresidenthasgivenusuntilWednesdaytofinalizethis,orthemoneyisgoingforanotherresearchproject.StrategiesforYourOpeningOffer:ClearDecisiveSpecificBargainingStandardCounter-offerIngeneralpractice,whenanoffereehasreceivedanoffer,heusuallywouldnotacceptitimmediately,insteadhewouldtrytoamendoraltersometermsoftheoffer.Howtomakeacounter-offer?TechniquesforJustifyingandGettingaHighPriceTechniquesforOvercomingAnyone’sPriceObjectionsTechniquesforFinessingtheOfferintoNegotiatingCopingwitha“BestandFinal”O(jiān)fferYouDon’tWantUsingtheShockValueofa“QuickHit”O(jiān)fferHowtoParryCounter-offersEffectivelyAskingfortheMoontoGetWhatYouWantMakingConcessionsconcession-makingfordifferentreasonsconcessionscriticalagreementlong-termrelationshipTacticsDoyourhomeworkPrioritizeyourgoalsKnowyourwalk-awayandalternativesKnowwhichpersonwillmakethedecisionShowthatyouwanttonegotiateTrynottobefirstsidetomakeamajorconcessionDonotwaituntilthedeadlinetoofferacompromiseStartwithsmallcompromisesTacticsUseyourconcessionstoyouradvantageDon’tmakeunreciprocatedconcessionsUseyourofferstocommunicateyourstandDonotpushtoohardRememberthesplitdoesnothavetobeevenSeekwin-wincompromisesTrynottoclosetooquicklyPromotethelong-termbenefitsStayfocusedontheissuesClosingPhaseKeyactionsPuttingaPotentialDealTogetherMakeanagreementCommonproblemsintheclosingphase“Wedon’tunderstandtheagreement(orwhatweareagreeingto).”“Wedonotunderstandthewording/interpretation/translation.”“Weneedmoretime.”or“Wewillhavewordfromoursuperiorswithinthenextweek/month/year.”CommonProblemsintheClosingPhase“Whatyoudid/saidearlieroffendedus.Weexpectanapology/anewoffer/aconcessionfromyoutomakeitright”“Bytheway,wehaveonemoreissue.Weneedoneadditionalthingfromyouinorderforustoclosethedeal.”“Well,wearenotgettinganywhere.Iamleaving.”Commonproblemsintheclosingphase“Isn’ttherejustalittlebitmore?”“Asweetenerforme/mybo