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1、Practical Solutions To Global Business Negotiations克克劳德德赛利奇赛利奇（Claude Cellich）苏比哈什苏比哈什C 贾殷贾殷（Subhash C. Jain）著Practical Solutions To Global Business NegotiationsPart 1 IntroductionNegotiation ArchitectureNegotiation InfrastructureGoing Into NegotiationsPlan of the BookChapter 1 Overview of Global Bu
2、siness NegotiationsPractical Solutions To Global Business NegotiationsIn business you dont get what you deserve, you get what you negotiate.Chester L. KarrasOverview of Global Business NegotiationsPractical Solutions To Global Business NegotiationsvNegotiation negotiation is defined as a process by
3、which two or more parties reach agreement on matters of common interestv All nego - tiations involve :Parties : persons with a common interest to deal with one anotherIssues : one or more matters to be resolvedAlternatives : choices available to negotiators for each issue to be resolvedPosi- tions :
4、 defi ned response of the negotiator on a particular issue: what you want and why you want itInterest : a negotiators underly- ing needsOverview of Global Business NegotiationsPractical Solutions To Global Business NegotiationsvWhile negotiations are diffi cult in any business setting, they are espe
5、- cially so in global business because of:(a) cultural differences between parties involved(b) business environments in which parties operate dif- ferently(c) gender issues in global business negotiations.Overview of Global Business NegotiationsPractical Solutions To Global Business NegotiationsNego
6、tiation ArchitecturePractical Solutions To Global Business NegotiationsNegotiation EnvironmentvLegal PluralismvPolitical PluralismvCurrency Fluctuations and Foreign ExchangevForeign Government Controls and BureaucracyvInstability and ChangevCultural DifferencesvIdeological DifferencesvExternal Stake
7、holdersPractical Solutions To Global Business NegotiationsNegotiation SettingThe negotiation setting refers to factors that surround the negotiation pro- cess and over which the negotiators have some control.vRelative Bargaining Power of Negotiators and Nature of DependencevLevels of Confl ict Under
8、lying Potential NegotiationsvRelationship Between Negotiators Before and During NegotiationsvDesired Outcome of NegotiationsvImpact of Immediate StakeholdersvStyle of NegotiationsPractical Solutions To Global Business NegotiationsNegotiation ProcessvThe negotiation begins with prenegotiation plannin
9、g and ends with renegotiation, if necessary. In between are stages of initiating negotiation, trading concessions, negotiating price, and closing the deal. vThe terms clarifi cation, comprehension, credibility, and creating value are basic phrases in the negotiating process. Practical Solutions To G
10、lobal Business NegotiationsNegotiation ProcessvClarifi cation and comprehension are the first steps away from confron- tation.vThe next stages in business negotiation concern the concepts of cred- ibility and creating value.vFollowing this is the stage of concession, counterproposals, and commit- me
11、nt.vThe final stage is conclusion.Practical Solutions To Global Business NegotiationsNegotiation InfrastructurevAssessing Current StatusThe current status can be assessed using the strengths, weaknesses, oppor- tunities, and threats (SWOT) analysis, a technique often used to assess business manageme
12、nt situations.vAssessing BATNBy assessing its BATNA (i.e., the best alternative to a negotiated agree- ment), a party can greatly improve the negotiation results by evaluating the negotiated agreement against the alternative.Practical Solutions To Global Business NegotiationsGoing Into Negotiationsv
13、When conducting business negotiations, executives should keep in mind certain points that may arise as the discussions proceed: Situations to avoid during the negotiations: confl ict, contro- versy, and criticism vis- -v is the other party Attitudes to develop during the talks: communication, collab
14、o- ration, and cooperation Goals to seek during the discussions: change (or, alternatively, continuity), coherence, creativity, consensus, commitment, and compensationPractical Solutions To Global Business NegotiationsPlan of the BookvPART 1 INTRODUCTION Chapter 1 Overview of Global Business Negotia
15、tions vPART 2 NEGOTIATION OF ENVIRONMENT AND SETTING Chapter 2 Role of Culture in Cross-B order Negotiations Chapter 3 Selecting Your Negotiating Style vPART 3 NEGOTIATION PROCESS Chapter 4 Prenegotiations Planning Chapter 5 Initiating Global Business Negotiations: Making the First MoveChapter 6 Tra
16、ding Concessions Chapter 7 Price Negotiations Chapter 8 Closing Business Negotiations Chapter 9 Undertaking Renegotiations Practical Solutions To Global Business NegotiationsPlan of the BookvPART 4 NEGOTIATION TOOLSChapter 10 Communication Skills for Effective Negotiations Chapter 11 Demystifying th
17、e Secrets of Power Negotiations vPART 5 MISCELLANEOUS TOPICSChapter 12 Negotiating on the Internet Chapter 13 Overcoming the Gender Divide in Global NegotiationChapter 14 Strategies for Small Enterprises Negotiating With Large vCase A: Chinese NegotiationsvCase B: European Negotiations vCase C: Latin American NegotiationsvCase D: Middle Eastern Negotiations vCase E: Asian Negotiations vCase F: The Renault-Nissan Alliance NegotiationsvCase G: Factory Closure N
