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1、仅供参考，请选择调整使用 南通大学卖书买书换书联系我们 微信公众号ntu-ershou 二手书交易中心 传递旧书 分享知识 资源有限 服务无限1 Whats about business negotiationA :Generally speaking: Negotiation is the process we use to satisfy our needs when someone else controls what we needSo we defies “negotiation” an activity between two or more parties who confer
2、together in order to reach a satisfying purpose ”2、What are the fundamental elements of negotiation?A: The Fundamental Elements of Negotiation are Negotiator, Negotiating topic and Negotiating background. Negotiator: Those who are engaged in negotiation.On-table/off-table negotiator Negotiating topi
3、c: Specific problems that should be discussed Topic should be common interest Negotiating background: Objective condition of negotiationEnvironment/organization/staff background3、Please explain the features, disadvantage and advantage of soft negotiation, hard and principled negotiation respectively
4、?A: soft negotiation:Features: 1、To consider opponent as friend, emphasis to build mutual good relations ,strengthen mutual understanding and Friendly consultations 2、The power of one party is inferior to anothers;or both parties had been making friends for many years; to take effort to pursue the l
5、ong-term of interests Advantage: Easy to approach agreement ,high efficiency, maintain and strengthen the bilateral relation Disadvantage: Blindly compromise and concessions to give the opponent opportunity hard negotiation: Features:To consider the opponent as enemy ,pay more attention to the stand
6、 position rather than interests gain, focus to willpower test so as to impose self position on the other.Advantage: much more pressure imposed on the opponent ,to promote the agreementDisadvantage:Easy to cause deadlock and lead to failure of performing agreement and maintaining the long-term cooper
7、ation. principled negotiation: Features: To negotiate based on equality Advantage: To separate the people from the problemDisadvantage: To insist on using objective criteria4. Please explain the three stages of business negotiation?A:The three Stages of business negotiation are Pre-negotiation, Face
8、-to-face negotiation and Post-negotiation.The pre-negotiantion stage:.environmental factors and information collection are two main task during this stage.The Face-to-face negotiation stage: 1）Introducing team members2）Discussing agenda3)five phase will proceed: A exploration B bidding C bargaining
9、D settling & ratify The Post-negotiation stage:In a word, the main thing at this phase is to review and confirm the agreement and result of talks on each issue so that no ambiguity of understanding exists. Also wrapping up includes follow-up work for future.5.what are the approaches you can use to a
10、ttract attentionA:n arouse curiosity by asking a question related to your talk n say something humorous n start off with an interesting news item n begin with a specific illustration or case, which tends to lend an air of seriousness and reality to your talkn open with the impact of a profound quota
11、tion n show a visual illustration of your main points, which can be either a chart, picture or item related to your talk n open with a simple explanation of how your topic affects the common interests of the listeners n start off with a shocking statement n casually comment on something that has jus
12、t happened or been said at the meeting if it ties into your presentation6.What are the alternatives that you may use on how to answer when questioned?A: Leaving the other person with the assumption that he has been answered Answering incompletely. Answering inaccurately. Leaving the other person wit
13、hout the desire to pursue the questioning process further. 7、What kind of requirements must be needed for the chief negotiator?A: Generally speaking the chief negotiator must meet the following requirements: He must exercise a high degree of self-control and keep the team on track under trying circu
14、mstances. The chief negotiator should be able to use the specialization of each member to its maximum advantage. The chief negotiators greatest skill is the ability to deal with pressure from a variety of directions. Candidates for chief negotiator should also be technically astute with regard to bo
15、th the companys products and modern day information technology. 8、What are the advantage for individual negotiation ？A: The advantages of a single negotiator might be: to prevent the opposer from aiming questions at the weaker members of the team or creating disagreement among team members; to prevent from placing complete responsibility on one person; to prevent the weakening of stated positions through differences of opinion between team members to avoid making on-the-spot decisions.9. What are the disadvantage and adva
