國際商務談判International-Negotiation

2023年12月24日發(作者：粟紅貫朽)

國際商務談判International Negotiation

1. 談判是人們為了協調彼此之間的關系,滿足各自的需要，通過協商而爭取到意見一致的行為和過程.

2. 參與談判的各方都是有所求的,但同時也不能無視他方的需要（win—win

concept）

Profit

A

a

b

B

3. 談判是一門科學也是一門藝術。Negotiation is science and art

4. 商務談判的基本原則

Principles：

1) Sincere, true， honest 真誠

2) Equality and mutual benefit 平等互利

3) Seek common ground while leaving differences 求同存異

4) Fairness 公平

5. 用圖表表示談判的良性循環

Successful Model of Negotiation

scheme plan

maintain

a

friendly Relation

relations

carry out

6. 用圖表解釋解決談判中矛盾的方法 Agreement

fulfill perform

land

Conflict

resource

attitude behavior

(psychology adjustment) （International law)

Details

consult

Bargain solved problem

conflict

N=C=N Negotiation=Consult=Negotiation

7．美國商人談判風格

1) History

? 《The Declaration of Independence》獨立宣言

? Immigrant from Europe to America

? Open up America

? The spirit of developing America

? Creation

2) Americans attach importance on

? Practice 實際

? Keep one’s promi and respect contracts

Lawyers play a very important role in the negotiation. Not until they confirm

everything in the contract will they sign it. After the agreement， Americans keep

it riously.

? Take efficiency 講求效率

Before a negotiation， Americans will map out a plan first, and then carry it out

step by step.

與美國人談判要盡量簡明扼要，直接進入實質階段，那些繁文縟節往往會使他們產生反感

? Pursue pragmatic achievement and fond of venture

They press their goals， value efficiency and prefer to include all necessary parts

in the negotiation embracing designing, development， production, engineering，

sale and price and reach a package deal

3) Personal characteristics

? Self—confident

American's high individualism is manifested through their decision making

process-—individual has the right to make the decision。 Personal responsibility

is stresd

美國人個人表現欲很強，樂意扮演“硬漢”“英雄”的形象.在美國的談判隊伍中，人數一般不會超過七人，遠遠少于他方，談判關鍵決策者往往只有一兩個人，這大大地提高了效率，但由于他們往往缺乏patience，因而使對手通過這一點來獲得利益

? Straight and frank

They usually ignore establishing personal relation prior negotiation. In their

minds， good business brings about good personal relation, not vice versa。 They

have the exact definition of “right" and “wrong”

談判中，美國人從不含糊其辭，而是直接相告。美國人并不在乎出身背景，更注重個人的能力。因而在與其談判過程中，應積極反應，立足事實,大方的討價還價。

? Well—prepared

? Enthusiastic， talkative and humorous

? Neat work

4) Geography：There exists diversity among merchants in different parts of America

? Middle （Ohio俄亥俄州，Minnesota明尼蘇達州)

Conrvative, simple， kindly manner, make friends

? West（Pacific Ocean Coast)

Attach importance to promi， be over critical

? South（Texas得克薩斯州，Tenne田納西州, Arkansas阿肯色州，Oklahoma

俄克拉何馬州)

Solicitous, frank, impatient， acute

? East （Washington-New York)

It is one of the biggest financial centres in the world。 It is the symbol of wealth

and Wall Street（華爾街） is its symbol。 Everyday there is a large sum of money

and a great many professionals swarming into. Miracles happen all the time。

People there lead to a high rapid and stressful life. Benefit is the only thing in

their eyes。

8.用英語制定一份談判方案

1) Collecting information

2) Target decision

3) Members

4) Place

5) Time

6) Others

以下是我寫的一份計劃，僅供參考，請不要直接寫在你的考卷上,以免出現雷同

Ca: Company A is a manufacturer of silk products with printed patterns. The

product patterns are designed to cater to different culture, customs and tastes。 One

day， an American salesman， Gary, came into the plant and looked carefully at the

samples exhibited。 He showed satisfactory to the products and wanted to order 7

patterns。 They will have a negotiation.

1) Collecting information

After eking and analyzing data and information from some International

organizations and on—line， we found that products which are similar to ours are

in small supply but in large demand at European market and the price could reach

as high as $30 per yard。 Gary's company B has a good financial credit and a

complete lling net. They also own a fleet, so the transportation fee could be cut

down.

2) Target decision

? Desirable target: $25 per yard （This goal rves two purpos: tting a

potential goal for negotiators to strive for and leaving room for bargaining in

negotiations.）

? Acceptable target: $15—$25 per yard (This is determined after careful

thinking of market and the cost. We should make all efforts to achieve it.）

? Bottom target: $15 per yard （This is “walk away point”）

bottom accept desire

Profit

a

b

For A：

Attention： Since the development of negotiation is often unpredictable， the

target attainability is also uncertain.

3) Members:

? A leader (the company’s chief manager)

? A professional in silk producing

? An interpreter

? A lawyer

4) Place

The negotiation will be held in our company’s meeting room. It will enjoy veral

advantages as a host, such as familiar surroundings and creating pressure on the

others. host

Guest

5) Time

The negotiation is expected to end up during one week， six days for negotiation

and one day break。 If there's some trouble, we can u the leisure time to

continue the negotiation.

6) Others:

? During the meeting， the reprentatives from company B will be t into the

Hilton Hotel to have a rest.

? We will take them to go for an outing in the leisure time。

? We were informed that Gary is crazy about collecting pipes，him a traditional Chine pipe as a gift.

參考文獻

《國際商務談判-理論案例分析與實踐》——白遠 F740.41/2

《國際商務談判》—-劉向麗 F740.41/8

so we prepared