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1、Chapter 4 Preparing for Negotiation n nGood preparation has an immediate impact on the opening stages of a negotiation,which set the tone for the rest of the meetings.This chapter covers some points in preparing for negotiation such as what to consider when scheduling for the first meetings,setting
2、the agenda,deciding where to meet,the physical preparation of the meeting room and establishing objectives etc.In this chapter you will learn how to:schedule for the first meetings set the agenda prepare for negotiations4.1 Scheduling the first meetingsn nThe first impression each side makes will mo
3、st likely have a major effect on the style,progress,and eventual outcome of the negotiations.Scheduling the first round of meetings is an important task for both sides and should be handled in a manner that preserves the professionalism of all the attendees.n n4.1.1 Flights,ground transport and traf
4、ficn n4.1.2 Jet lag,weather and health issuesn n4.1.3 Clothingn n4.1.4 Culinaryn n4.1.5 Holidays and religionsn n4.1.6 Gifts4.2 Setting the agenda n nFrom a communication point of viewFrom a communication point of view，the the process of structuring and controlling a process of structuring and contr
5、olling a negotiation focuses on the importance of setting negotiation focuses on the importance of setting an agenda and a procedure for the meeting.The an agenda and a procedure for the meeting.The agenda includes the order of the issues to agenda includes the order of the issues to negotiate and i
6、ts main negotiating methods like negotiate and its main negotiating methods like what to negotiate first,what others to negotiate what to negotiate first,what others to negotiate later and what is the final goal to attain etc.later and what is the final goal to attain etc.Whether the agenda is reaso
7、nable or not Whether the agenda is reasonable or not determines the efficiency of the negotiationdetermines the efficiency of the negotiation.n n4.2.1 Taking a proactive rolen n4.2.2 Visitors and agendasn n4.2.3 Negotiating agendan n4.2.4 Accommodating the social aspects4.3 Preparing for negotiation
8、n n4.3.1 Establishing objectivesn nAny negotiation should be oriented by its objectives.The objective is the prerequisite of negotiation.n nThe key elements of negotiation objectives n nIn different stages of negotiation the objectives are different.4.3.2 Issues and positions n nAny information upon
9、 which there is Any information upon which there is disagreement can be organized into the disagreement can be organized into the negotiation issues.negotiation issues.n nThat is to say that That is to say that the issues are the things on the issues are the things on which one side takes an affirma
10、tive position and which one side takes an affirmative position and the other a negative positionthe other a negative position.Issues should be.Issues should be pragmatic,for it is difficult to make a definite pragmatic,for it is difficult to make a definite judgment about unrealistic issues.judgment
11、 about unrealistic issues.n nEach position is the sum of all the issues Each position is the sum of all the issues involved.Some negotiations have many issues.involved.Some negotiations have many issues.n n Some negotiations have many issues.Some Some negotiations have many issues.Some issues are br
12、oader than others.With the issues are broader than others.With the resolution of the broader and more important resolution of the broader and more important issues,some of the minor ones seem to issues,some of the minor ones seem to disappear or be resolved.As new facts are disappear or be resolved.
13、As new facts are developed in fact-finding and negotiation,the developed in fact-finding and negotiation,the posture that one takes on an issue may change,posture that one takes on an issue may change,and so will the position change.and so will the position change.4.3.3 Meeting site and accommodatio
14、n n nShould you meet in your office,your home territory,or should you go to your opposers home ground?The general rule that you do better at home is not surprising.Scientific research indicates that you will do best in a negotiation when you are at your home office and the other party is in unfamili
15、ar territory.n nIf the meeting is held in your own territory,If the meeting is held in your own territory,you have the following advantages:you have the following advantages:n nit enables you to get the approval that may be it enables you to get the approval that may be necessary on problems that yo
16、u did not necessary on problems that you did not anticipate;anticipate;n nit prevents the other side from concluding the it prevents the other side from concluding the negotiation negotiation prematurelyprematurely and leaving,which he and leaving,which he might do if he is in his own office;might d
17、o if he is in his own office;n nyou can take care of other matters and have your you can take care of other matters and have your own facilities available while you are handling the own facilities available while you are handling the negotiation;negotiation;n nit gives you the psychological advantag
18、e of having it gives you the psychological advantage of having the other side come to you;andthe other side come to you;andn nit saves you money and traveling time.it saves you money and traveling time.n n Going to your Going to your opposersopposers home territory home territory also has advantages
19、:also has advantages:n nyou can devote your full time to the negotiation you can devote your full time to the negotiation without the distractions and interruptions that without the distractions and interruptions that your office may produce;your office may produce;n nyou can you can withholdwithhol
20、d information,stating that it is information,stating that it is not immediately available;not immediately available;n nyou might have the option of going over your you might have the option of going over your opposersopposers head to someone in his higher head to someone in his higher management;and
21、 management;and n nthe burden of preparation is on the the burden of preparation is on the opposeropposer and and he is not free from other duties.he is not free from other duties.n n4.3.4 The physical preparationn nIf you are a host,you should take great pains to arrange the physical environment to
22、 assure a comfortable and relaxed atmosphere to reduce tension,conflict intensity and competitive instinct.n n4.3.5 Opening the meeting4.3.5 Opening the meetingn n Good negotiating atmosphere is better to Good negotiating atmosphere is better to be formed at the very beginning of the be formed at th
23、e very beginning of the negotiation.Therefore,both parties should negotiation.Therefore,both parties should seize the occasion of the first meeting seize the occasion of the first meeting when doing self-introduction or being when doing self-introduction or being introduced.Try to behave gracefully
24、and introduced.Try to behave gracefully and speak clearly to be impressed as kind,speak clearly to be impressed as kind,natural and honest.This will help shorten natural and honest.This will help shorten the distance between the two parties.the distance between the two parties.ExercisesIII.Practical
25、 Sentencesn nDiscussing AgendaDiscussing Agendan n1.Here is the itinerary we have worked out for you.1.Here is the itinerary we have worked out for you.Do you want to have a look?Do you want to have a look?n n2.I can see that you have put a lot of time and 2.I can see that you have put a lot of time
26、 and energy into the plan.But there are a few details I energy into the plan.But there are a few details I would like to mention.would like to mention.n n3.I dont think it is fair to us to start the negotiation 3.I dont think it is fair to us to start the negotiation tomorrow morning.We have not yet
27、 overcome the tomorrow morning.We have not yet overcome the time difference.time difference.n n4.If you dont mind,wed rather have the talks held 4.If you dont mind,wed rather have the talks held in the hotel instead of in your company.Never mind in the hotel instead of in your company.Never mind the
28、 necessary expenses.We shall cover them.the necessary expenses.We shall cover them.n n5.Ill see to that.Is there anything else?5.Ill see to that.Is there anything else?n n6.I am sorry we did not take that into account.6.I am sorry we did not take that into account.n n7.Can you arrange some kind of w
29、orking dinner 7.Can you arrange some kind of working dinner between your manager and me?We may review between your manager and me?We may review some of the questions we need to cover in our some of the questions we need to cover in our talks.talks.n n8.Last but not the least,dont arrange the 8.Last
30、but not the least,dont arrange the sightseeing on the last day,we might need the sightseeing on the last day,we might need the time to attend to some of the questions we have time to attend to some of the questions we have overlooked in the talks.overlooked in the talks.n n9.Ill put the meeting off
31、if you insist.But I want 9.Ill put the meeting off if you insist.But I want to assure you that its in your favor to have the to assure you that its in your favor to have the meeting held earlier.meeting held earlier.n n10.I shall forward our suggestions to our general 10.I shall forward our suggesti
32、ons to our general manager.manager.n n6.Put the following into English6.Put the following into Englishn n请你看一下我们给你安排的日程。若有不妥当的地方，请你看一下我们给你安排的日程。若有不妥当的地方，请请告诉我。告诉我。n n今晚我们在这里举行晚宴，今晚我们在这里举行晚宴，欢迎我们来自大洋彼岸的朋友。欢迎我们来自大洋彼岸的朋友。n n我相信，通过我们共同的努力，我相信，通过我们共同的努力，我们的合作一定是圆满的，我们的合作一定是圆满的，成功的。成功的。n n咱们开门见山吧。我这次来的目的是
33、探讨与你方进行易贸咱们开门见山吧。我这次来的目的是探讨与你方进行易贸贸易的可能性。贸易的可能性。n n合同将从合同将从5 5月月10 10 起生效，起生效，到时你就不能反悔了。到时你就不能反悔了。n n我们总是履行我们的诺言。我们总是履行我们的诺言。n n由于我们之间的老关系，由于我们之间的老关系，我们将报盘再保持一星期，我们将报盘再保持一星期，逾期逾期价格可能有新的提高。价格可能有新的提高。n n我会尽力而为；也请你多操心。我会尽力而为；也请你多操心。n n你们的价格太高，你们的价格太高，令人难以接受。令人难以接受。n n我们的产品都是上等货，我们的产品都是上等货，当然价格会有所不同。当然价
34、格会有所不同。n nPlease take a look at the Please take a look at the itineraryitinerary we prepared for you,and let me we prepared for you,and let me know if theres anything inappropriate,please let me know.know if theres anything inappropriate,please let me know.n nWe are holding a banquet here tonight We
35、 are holding a banquet here tonight in honor ofin honor of our friends our friends coming from the other side of the Pacific Oing from the other side of the Pacific Ocean.n nI believe that through our joint efforts,our corporation can be I believe that through our joint efforts,our corporation can b
36、e satisfactory and successfulsatisfactory and successful.n nLets Lets come to the pointcome to the point,the purpose of my current visit here is to,the purpose of my current visit here is to explore the possibility of doing barter trade with youexplore the possibility of doing barter trade with you.
37、n nThe contract will come into force from May 10,you cant The contract will come into force from May 10,you cant go back go back on your wordson your words then.then.n nWe always We always fulfill our promisefulfill our promise.n nOwing to our old relationship,we Owing to our old relationship,we hol
38、d our offer validhold our offer valid for one other for one other week,after which our price would probably be raised.week,after which our price would probably be raised.n nIll do my best;and please,try your best too.Ill do my best;and please,try your best too.n nYour price is too high.Its hard for
39、us to accept.Your price is too high.Its hard for us to accept.n nAll our products are All our products are high-grade commoditieshigh-grade commodities;naturally the prices;naturally the prices are different.are different.n n7.True or false7.True or falsen n1)Those informal negotiations dont need an
40、 agenda.1)Those informal negotiations dont need an agenda.n n2)Its better for the host company to impose the agenda at the start of 2)Its better for the host company to impose the agenda at the start of the meeting.the meeting.n n3)The visitors should propose an agenda.3)The visitors should propose
41、an agenda.n n4)Budgeting an extra day prior to meetings is a worth investment.4)Budgeting an extra day prior to meetings is a worth investment.n n5)Good international flight can mean acuity at the negotiating table.5)Good international flight can mean acuity at the negotiating table.n n6)It is wise
42、to invite a Chinese company to the U.S.during the Lunar 6)It is wise to invite a Chinese company to the U.S.during the Lunar New Year period for negotiation.New Year period for negotiation.n n7)An agenda can be presented by one side or prepared by both sides.7)An agenda can be presented by one side
43、or prepared by both sides.n n8)Social events are a continuation of the negotiations.8)Social events are a continuation of the negotiations.n n9)Learning to deal with the objective of negotiation is to keep them 9)Learning to deal with the objective of negotiation is to keep them rigid.rigid.n n10)Is
44、sues for negotiation are the things on which one side takes an 10)Issues for negotiation are the things on which one side takes an affirmative position and the other a negative position.affirmative position and the other a negative position.n n11)A majority of negotiators find it more comfortable an
45、d more 11)A majority of negotiators find it more comfortable and more constructive to use a rectangular table.constructive to use a rectangular table.n n12)Negotiators shouldnt start off the meeting with completely 12)Negotiators shouldnt start off the meeting with completely irrelevant topic.irrele
46、vant topic.n n7.True or false7.True or falsen n1)Those informal negotiations dont need an agenda.T1)Those informal negotiations dont need an agenda.Tn n2)Its better for the host company to impose the agenda at the start of the 2)Its better for the host company to impose the agenda at the start of th
47、e meeting.Fmeeting.Fn n3)The visitors should propose an agenda.F3)The visitors should propose an agenda.Fn n4)Budgeting an extra day prior to meetings is a worth investment.T4)Budgeting an extra day prior to meetings is a worth investment.Tn n5)Good international flight can mean acuity at the negoti
48、ating table.T5)Good international flight can mean acuity at the negotiating table.Tn n6)It is wise to invite a Chinese company to the U.S.during the Lunar New 6)It is wise to invite a Chinese company to the U.S.during the Lunar New Year period for negotiation.F(unwise)Year period for negotiation.F(u
49、nwise)n n7)An agenda can be presented by one side or prepared by both sides.T7)An agenda can be presented by one side or prepared by both sides.Tn n8)Social events are a continuation of the negotiations.T8)Social events are a continuation of the negotiations.Tn n9)Learning to deal with the objective
50、 of negotiation is to keep them rigid.F 9)Learning to deal with the objective of negotiation is to keep them rigid.F(fluid)(fluid)n n10)Issues for negotiation are the things on which one side takes an 10)Issues for negotiation are the things on which one side takes an affirmative position and the ot