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1、 InternationalBusinessNegotiation Bargainingprocess Keypoints 1 tacticsandstrategiesformakingquotations 2 indicatorsfortheendofabargain 3 tacticsandskillsformakingcounter quotations4 principlesandstrategiesformakingcompromises Thebargainingphaseisthecoreandmostdifficultstageinthewholenegotiationproc
2、ess Allnegotiatingpartiesconferaboutsubstantive 实质性的 issuesanditems Inthebargainingphase eachnegotiatingpartymeasuresitsownstrength intelligenceandstrategiesagainstthoseofitscounterpart Eachsidemaymodifyitsoriginalobjectives establishabasicframeworkforthenegotiationagreement adjustitsownstrategies T
3、henegotiators abilitytousetheirwisdom strategiesandskillsinacorrect effectiveandflexiblewaywilldeterminehowwelltheycanrealizetheirfinalgoals Thedefinitionofquotation Narrowly itisawaytoindicateaparticularpriceatwhichonepartywillbuyorsellthespecificcommodity Broadly includingothertermsandconditionsfo
4、radeal thenameofthecommodity quality quantity price packaging shipping insurance paymentterms inspections claims索赔 arbitration仲裁 Guidelinesformakingaquotation Theprincipleofmakingaquotationinbusinessnegotiationis toselldear or tobuycheap Thesellershouldtrytopresenthisquotationatthehighestpriceaccept
5、abletothebuyer thebuyershouldbidforthelowestpricebearabletotheseller Thequotersshouldconsidertheirowninterestsandthedemandandsupplyoftherelevantcommodityinthemarket 价格谈判与价格谈判区间 买卖双方的价格区域 卖方的价格区域 最高报价 底价底价 最低报价 买方的价格区域 卖方的首次出价 买方的首次出价 可能达成协议的区域 卖方底价 可能成交的区域 可能成交的区域 谈判区域 买方底价 Commonwaystoestablishaquo
6、tationprice Assessthemarketsituationathomeorabroad thecompetitors pricelevel setarangeofpricestoquote Setabottomlineasthelastlineofdefenseinthenegotiation Decidetheinitiallevelforthequotation Thesellercanaskasky highprice thebuyercanmakearock bottomoffer Quotingstrategies Beexplicitandspecificbedeci
7、siveandresoluteoffernoexplanationusedifferentiation 区别报价法 usepsychologicalpricing 心理定价法 usemidwaypricechanges Differentiation Thisstrategyallowsacompanytobuyorsellthesameproductatdifferentpricesbasedontheirgrades quantity deliverydestination shipment methodsofpaymentandotherrelatedfactors psychologi
8、calpricing Unitsofmeasurement RMB Euro Dollar3Dollar 20Yuanexchangerate汇率换算单位kilo poundBreakingthewholeintoparts Usingsmallerunits化整为零Thedecimalfraction Oddnumberpricing 奇数定价 19 99 20 Counter offer Acounter offerisanalternativequotationgivenasanexplicitresponsetoaquotationmadebytheotherparty Makinga
9、counterofferhelpstosetthebargainingrangeorsettlementrange Itindicatesrespectforthequoter provesone ssincerityinthetransaction anddetermineshowanegotiationwillproceed Threefactorsareinvolvedinsettingthestartingpointforbargaining Doesyourcounterpartmakeanysubstantialimprovementintheirquotationafteryou
10、countered Whatisthedifferencebetweentheimprovedquotationandyourdesiredclosingprice Doyouplantomakefurtherconcessionafteryourinitialcounteroffer 16GoldenRules Thenegotiation inessence isaprocessofmakingconcessions Donotmakesenselessconcession Donomakeconcessionsblindly Seizethe bigfish andletgoofthes
11、mallone Choosetherighttime Keepthebottomlineasecret Donotpromisetomakeconcessionsbyequalmargin Lookbeforeyouleap Donotmakeittooeasyfortheotherpartytogainwhathewants Takebackanimproperandill conceivedconcession Lettheotherpartydoitfirstandthenfollowsuit Firmlycontrolthetimesandmarginofyourconcession
12、Daretosay no Quantifyaconcession Havetheoverallsituationinmind Thereisnoneedformakingmoreconcessionsinreturnforaconcessionmadebyyourcounterpart Withdrawtogetthesecondbest Typicalhardballtactics Usedtoforcetheotherpartytomakeconcessions 1 beingexcessivelydemanding 2 emotionaloutburst 3 severalpersons
13、taketurnstofightoneopponenttotirehimout tag teamtactic 4 bringaboutasplit upofthecounterteam divideandconquer 5 involvecompetition 鹬蚌相争 渔翁得利 6 redfaceandwhitefaceroutine goodguyandbadguy 7 researchforayardaftergettinganinch 8 feinttotheeastandattackinthewest 9 takeadvantageofother sfaults10 theultim
14、atum 最后通牒takeitorleaveit Strategiestopreventthecounterpart sattack 1 limitedauthority 2 noprecedents 3 fatiguingtactics seesawbattle 4 adjournment 5 retreatinginordertoadvance 6 seekingcommiseration compassion 7 showone shand TheNegotiationProcess 1 Alwaystrytonegotiateforatleast15minutes Anylesstha
15、nthatanditisunlikelythateitherpartyhashadenoughtimetofairlyconsidertheotherside Generally thesizeorseriousnessofthenegotiationdeterminestheamountoftimeneededtonegotiateit Settingatimelimitisagoodidea Approximately90 ofnegotiationsgetsettledinthelast10 ofthediscussion 2 Alwaysoffertolettheotherpartys
16、peakfirst Thisisespeciallyimportantifyouaretheonemakingarequestforsomethingsuchasaraise Theotherpartymayhaveoverestimatedwhatyouaregoingtoaskforandmayactuallyoffermorethanwhatyouweregoingtorequest 3 Alwaysrespectandlistentowhatyouropponenthastosay Thisisimportantevenifheorshedoesnotextendthesamecourtesytoyou Doyourbesttoremaincalmandpleasanteveniftheotherpartyisdisplayingfrustrationoranger Remembersomepeoplewilldoanythingtointimidateyou 4 Acknowledgewhattheotherpartysays Everyonelikestoknowthatw
