《《英语案例分析》ppt课件》由会员分享，可在线阅读，更多相关《《英语案例分析》ppt课件（10页珍藏版）》请在金锄头文库上搜索。
1、AmetallurgicalcompanyinChinatothedlitedbuyanadvancedcombinationoventosenda.8niorengineerAmericannegotiations,thehighworkfDllyp厚p黜edtow膳|2greatdealofinformationaboutsmeltingfurngcecombinationyspentalotofenergyfurnacentheinternationalmarketofthestockmarketandtheUS.combinedcompanyshistoryandcurentstatu
2、s,operation,etc.tounderstandcleary.Negotiationsbegan,theAmericananopeningaskingprice$1.5milion.Chineseengineerslistedpricesforallcountries,sothatAmericanstunned;andfinalyagreedto$800.000.Whenauto-negoaontopurchaseshieitingequWiiothroughbargsindownto31milianteChiine:agree,insistbid$1milion.Americanex
3、pressedre_uCtancetotalkaboutitandtofingbeforethecontracttotheChineseengineer,said:“Wehavemadesuchabigconcession,theCompanyStilcannotcooperate,itseemsyouisnotsincere,evenifthedealtomorrow&Ahishandmadeagracefulaction,pleasg#Americans6弘Wgone,薯metallurgycompanysotherpeoplealleanxios,andelericomplaintopu
4、lltheengineershouldnotbesotightEngineersaid:“Rest2ssuredtheywilcomeback.Thesameequipment,soldtoFranicelastyeartheysoldony950.000yuantheinternationalmarketthepficepf$1.000,000ofequipmentisnormal“Rightoncue,aweekafteftheUnitedStatesisbacktocontinuenegotiations.AsAmericanengineersytounderstandtheirpoin
5、tofsalepriceswiththeFrenchAmerican.fShockedanddidnotthinksoshrewdfrontofheChinesebusinessmenfsodidnotcargtoreportiominalice,onysayiowihestakesrisingpricesnolmors人anastyeariineer,said“Euaryyearinflationindexdoesnotexceed6%.yearstime,youcalculatethenumberup?“Americanwasaskedaspeechless,to$1.01milionto
6、reachtheendofthistransactions:wereturntothe“Chineseengineershe骗誓e丨|翼重嘲雕chsdforth1Q:TheanalysisofChinassuccessinthenegotiationsoftheplateauandtheUnitedStatesatadisadvantageduetotheplateauor蚌|。CaseStudy2,FromtheChinesepointofviewFromtheU.S.pointofview.Summary才FromtheChinesep。_n丨OfFview_用Themostimporta
7、ntpointisthevictoryofcollectingtheopponentsinformationandputpressureontheopponentwithalargenumberofobjectivedata.Thecontentscanbeseenfromthecollection,notonlyknowtheL:S.andothercountriesneaotiatedpricesandalsoanvisadeswhattheopponentWillsayandinsistonusingofrelevantdatatoproveandmeetwithobjectivecri
8、teria.TurningoutaChineseoldsaying“Knowthemselves,knowyourself.“才E铁theChinesesidesvictorylissintheuseofavarietyofnegotiationtechniques:-一-1(t)thepre-negotiation,assessthedependenceofboth逢id履菖】ontheothersideofthereceptionareaandtheinitialpositionwere|forecastedmoreaccurateiy,resultinginthenegotiations
9、cannotgivewaytotheothersideofthehamoutofpretending。2)negotiations,relyingondatatograsptheinitiativepositionjn芸-谚thenegotiations,changingtheinitialirrationalpositiont氏C3)itecounte:oflarClina吊counter_cfferalsoucslhebetterbyestimatingfromtheresultedpriceisaboutslightyhalflowerthantheaskingpriceFromtheU
10、.S.pointofAiewy|菁1.Collect,collateinformationontheotherside-didnotdoanaccurate,detailedandcomprehensive.2.Negotiatingthedesignoftheprogram,failedtoo目sodiverseandmultiple.3.Inthenegotiatingprocessinthehopethatthenegotiationshampretendingtomakeconcessionsinordertoforceeachother.才E铁1.Collectcollateinfo
11、rmation-ontheothersidedidnotdoanaccurate,detailedand怡omprehensive.Fromthetextview,itisimportantreason:notrecognizethenegotiatingposition.Americanbyvirtueofi1technologicalsuperiorityandextensiveexperienceofrepeatedsimilartransactions,underestimateopponents,thenegotiationsdidnotdobeforethecollectionof
12、information,sostepbystepinthe余negotiationsinfrontoflargeamountsofinformationintheothercaughtin2passive,beginninglosttheinitiativeinthenegotiations.2.Negotiatingthedesignoftheprogramfailedtodosodiverseandmultiple.Repeatedineachothersz5ack;thehastyresponse.Negotiationsforitsdesignofasingleiestimatedby
13、theiplateauwiththefollowing:(1)tooearlytodetermifietheproblemicanrbeinferredfromthetexttheUnitedStatestheoutsetthatthistripWillnotbedifficulttheoutcomeofnegotiationsshouldbeononesownmorefavorableinterest;(2)onlycareabouttheirgwninterests,theUnitedStateswithitscombinationofadvanced一furnacetechnologyf
14、ormaximumadvantage,itwouldcertainlysellahighprice,butdidnottakeintoaccounttheurgentneedsofChinasneqoinformation3.Inthenegotiatingprocessinthehgpethatife“一negotiationshampretendingtomakeconeessions黯1rder畸toforceeachotherbutunfortunatelybasedonthe|informationineachothertoidentifythepretendsituation,th
15、estrategyfailed.summary:businessnegotiationsinavarietyoftechniques,foravarietyofbuainesswarfortheirownqainfavorableposftionltoachiave1hemaximizsiionofiheirOwninterestshasanextremelyimportantrole,butweaisonotethatskillsandtricks,tricksarenotthesame,theformerrequirementisappropriateandnecessarytowin,butalsoconvincedtheothersidetowinandwinwelfounded.Onlyinthisway,theuseoftechniquesforthenegotiations,istherealease.
