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1、-国际商务谈判International-Negotiation-第 5 页国际商务谈判International Negotiation1. 谈判是人们为了协调彼此之间的关系，满足各自的需要，通过协商而争取到意见一致的行为和过程。2. 参与谈判的各方都是有所求的，但同时也不能无视他方的需要（win-win concept）baProfit A B3. 谈判是一门科学也是一门艺术。Negotiation is science and art4. 商务谈判的基本原则Principles:1) Sincere, true, honest 真诚2) Equality and mutual benef
2、it 平等互利3) Seek common ground while leaving differences 求同存异4) Fairness 公平5. 用图表表示谈判的良性循环Successful Model of Negotiation scheme plan maintainfriendly Relationrelationscarry out fulfill perform Agreementaadfdertaaa6. 用图表解释解决谈判中矛盾的方法 landConflict resourceattitude behavior(psychology adjustment) (Intern
3、ational law) Details consult Bargain solved problem conflictN=C=N Negotiation=Consult=Negotiation7美国商人谈判风格1) History u The Declaration of Independence独立宣言u Immigrant from Europe to Americau Open up America u The spirit of developing America u Creation2) Americans attach importance onu Practice 实际u K
4、eep ones promise and respect contractsLawyers play a very important role in the negotiation. Not until they confirm everything in the contract will they sign it. After the agreement, Americans keep it seriously.u Take efficiency 讲求效率Before a negotiation, Americans will map out a plan first, and then
5、 carry it out step by step. 与美国人谈判要尽量简明扼要，直接进入实质阶段，那些繁文缛节往往会使他们产生反感u Pursue pragmatic achievement and fond of ventureThey press their goals, value efficiency and prefer to include all necessary parts in the negotiation embracing designing, development, production, engineering, sale and price and rea
6、ch a package deal3) Personal characteristicsu Self-confidentAmericans high individualism is manifested through their decision making processindividual has the right to make the decision. Personal responsibility is stressed美国人个人表现欲很强，乐意扮演“硬汉”“英雄”的形象。在美国的谈判队伍中，人数一般不会超过七人，远远少于他方，谈判关键决策者往往只有一两个人，这大大地提高了
7、效率，但由于他们往往缺乏patience，因而使对手通过这一点来获得利益u Straight and frankThey usually ignore establishing personal relation prior negotiation. In their minds, good business brings about good personal relation, not vice versa. They have the exact definition of “right” and “wrong”谈判中，美国人从不含糊其辞，而是直接相告。美国人并不在乎出身背景，更注重个人
8、的能力。因而在与其谈判过程中，应积极反应，立足事实，大方的讨价还价。u Well-preparedu Enthusiastic, talkative and humorousu Neat work4) Geography：There exists diversity among merchants in different parts of Americau Middle (Ohio俄亥俄州，Minnesota明尼苏达州)Conservative, simple, kindly manner, make friendsu West（Pacific Ocean Coast）Attach impo
9、rtance to promise, be over criticalu South(Texas得克萨斯州，Tennessee田纳西州, Arkansas阿肯色州，Oklahoma 俄克拉何马州)Solicitous, frank, impatient, acuteu East (Washington-New York)It is one of the biggest financial centres in the world. It is the symbol of wealth and Wall Street（华尔街） is its symbol. Everyday there is a
10、 large sum of money and a great many professionals swarming into. Miracles happen all the time. People there lead to a high rapid and stressful life. Benefit is the only thing in their eyes.8.用英语制定一份谈判方案1) Collecting information2) Target decision3) Members4) Place5) Time6) Others以下是我写的一份计划，仅供参考，请不要直
11、接写在你的考卷上，以免出现雷同Case: Company A is a manufacturer of silk products with printed patterns. The product patterns are designed to cater to different culture, customs and tastes. One day, an American salesman, Gary, came into the plant and looked carefully at the samples exhibited. He showed satisfactory
12、 to the products and wanted to order 7 patterns. They will have a negotiation.1) Collecting informationAfter seeking and analyzing data and information from some International organizations and on-line, we found that products which are similar to ours are in small supply but in large demand at Europ
13、ean market and the price could reach as high as $30 per yard. Garys company B has a good financial credit and a complete selling net. They also own a fleet, so the transportation fee could be cut down.2) Target decisionu Desirable target: $25 per yard (This goal serves two purposes: setting a potent
14、ial goal for negotiators to strive for and leaving room for bargaining in negotiations.)u Acceptable target: $15-$25 per yard (This is determined after careful thinking of market and the cost. We should make all efforts to achieve it.)u Bottom target: $15 per yard (This is “walk away point”) bottom
15、accept desireaProfitbFor A:Attention: Since the development of negotiation is often unpredictable, the target attainability is also uncertain.3) Members:u A leader (the companys chief manager)u A professional in silk producingu An interpreteru A lawyer4) PlaceThe negotiation will be held in our comp
16、anys meeting room. It will enjoy several advantages as a host, such as familiar surroundings and creating pressure on the others. host Guest5) TimeThe negotiation is expected to end up during one week, six days for negotiation and one day break. If theres some trouble, we can use the leisure time to
17、 continue the negotiation.6) Others:u During the meeting, the representatives from company B will be set into the Hilton Hotel to have a rest.u We will take them to go for an outing in the leisure time.u We were informed that Gary is crazy about collecting pipes, so we prepared him a traditional Chinese pipe as a gift.参考文献国际商务谈判理论案例分析与实践白远 F740.41/2国际商务谈判刘向丽 F740.41/8