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1、Chapter Four Basic Qualities of International Business Negotiators,Section 1 Requirements for Qualified International Business Negotiators Section 2 Responsibilities of International Business Negotiators Section 3 Teamwork for the Negotiating Team,下一页,返回,Chapter Four Basic Qualities of International
2、 Business Negotiators,Section 4 Simulation of International Business Negotiations Section 5 Case Study: Chinese Negotiation Training on Sales Price,上一页,返回,Section 1 Requirements for Qualified International Business Negotiators,1.1 Requirements for the awareness of international business negotiators
3、International business negotiators shoulder the mission for getting the countrys biggest economic benefits and seeking multilateral economic cooperation, mutual benefits and win鄄win results for two or more sides at the same time. In terms of awareness, firstly, international business negotiators nee
4、d to have the consciousness of economic profit maximization and, based on the consideration of the global economic development and market situation, think about how to achieve the optimal target in international business negotiations from the perspectives of their strengths, weaknesses, opportunitie
5、s and threats in the world market.,下一页,返回,Section 1 Requirements for Qualified International Business Negotiators,Secondly, international business negotiators need to have the consciousness of understanding various aspects of their counterparts, pay attention to the advantages and disadvantages of t
6、hem, and try to grasp the initiatives in international business negotiations. Thirdly, international business negotiators need to have the awareness of being fully prepared to develop complete international business negotiation plans, paying special attention to price negotiations, and negotiation s
7、teps,strategies and methods. In a word, international business negotiators, based on the global economy and market, need to focus on the current and the future, making sufficient preparation and having a good understanding of their counterparts and themselves.,上一页,下一页,返回,Section 1 Requirements for Q
8、ualified International Business Negotiators,1.2 Requirements for the psychological qualities of international business negotiators Under the situation of economic globalization, international business negotiators need to have good psychological qualities. First of all, international business negotia
9、tors need to have confidence.International business negotiators need to have confidence in themselves and their products and services.In international business negotiations, negotiators are facing global competition.The competition may be very keen.In such a kind of circumstance, negotiators especia
10、lly need confidence in themselves and in their products and services.,上一页,下一页,返回,Section 1 Requirements for Qualified International Business Negotiators,Second, international business negotiators need to be able to bear work pressure .To compete on a global scale, international business negotiators
11、will be inevitably faced with various pressures . Therefore, negotiators shall learn to bear more pressure and fight back. Third, international business negotiators need to improvise and stride . In a fast-moving global market situation, international business negotiators themselves also meet with a
12、ll sorts of changes, and may meet all kinds of new cases and they need to be able to stride, and have flexible responses.,上一页,下一页,返回,Section 1 Requirements for Qualified International Business Negotiators,1.3 Requirements for moral qualities of international business negotiators The international bu
13、siness negotiators who take part in international business negotiations represent not only themselves but the countrys image. In terms of moral qualities, international business negotiators need to do the following four points. 1.3.1 Showing honesty, equality and mutual benefit In international busi
14、ness negotiations, negotiators need to be honest, and trustworthy, decent, do things reliably, and adhere to the ethos of fairness, equality, mutual benefit and win鄄win for two or more sides.,上一页,下一页,返回,Section 1 Requirements for Qualified International Business Negotiators,1.3.2 Being patriotic, lo
15、ving enterprises, and keeping national secrets International business negotiators need to be loyal to the motherland, safeguard national sovereignty, interests, and dignity, love their work units, and keep confidentiality of the secrets of state and work units. 1.3.3 Having high self-discipline and
16、team cooperation International business negotiators should have integrity, strict discipline, and high sense of responsibility, consciously abide by international business practice, participate in team cooperation, and do their own duties well.,上一页,下一页,返回,Section 1 Requirements for Qualified International Business Negotiators,1.3.4 Being compliant with law and regulations International business negotiators are required to have strict requirements, and consciously abide by international law and
