国际商务谈判教学Chapter 1.ppt

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1、Chapter One:Chapter One:The General Overview ofThe General Overview of International Business NegotiationInternational Business NegotiationI:Terminology of NegotiationI:Terminology of NegotiationII:Understanding the Framework of IBNII:Understanding the Framework of IBNIII:Psychology in negotiationII

2、I:Psychology in negotiationIV:Case study:(Items&necessity)IV:Case study:(Items&necessity)Guidelines1“Lets never negotiate because of scare,and lets never be scared of negotiation.”2“To meet the needs of others,we can gain what we want.”3“People may not understand what they feel,but can feel it deepl

3、y when they understand it.”I:Define International Business NegotiationA.What is negotiation and why negotiate?(Cases in point:1Splitting the apple pie 2Squabbling over an orange)B.Why some people are afraid of negotiation?(Investigation and illustration)The definition of international business negot

4、iationBusiness negotiation is a common human activity as well as a complex process(复复杂杂过过程程)in which every party involved in a business activity talks to each other,exchanges ones views of point with the objective of satisfying ones own needs,reaching a final agreement and carrying it out through co

5、ntinuous and conscious efforts（长期努力）（长期努力）.Features of business negotiation(1-4)(1-4)1)1)Negotiation Negotiation is is at at the the heart heart of of every every transactiontransaction（交交交交 换换换换）and and it it comes comes down down to to the the interaction interaction between between two two sides

6、sides with with a a common common goal goal(profits)(profits)but but divergentdivergent（广泛）（广泛）method.method.2)2)These These methods methods must must be be negotiated negotiated to to the the satisfaction satisfaction of of both both parties.parties.It It can can be be very very trying trying proce

7、ss process with with confrontation confrontation and and concessionconcession（冲冲突突与与让步）让步）.3)Both parties share open information.3)Both parties share open information.4)4)Both Both sides sides try try to to understand understand each each others others point point of view.of view.Features of busines

8、s negotiation(5-8)(5-8)5)5)Both Both parties parties know know they they have have common common and and conflicting conflicting objectives,objectives,so so they they try try to to find find a a way way to to achieve achieve common common and and complementarycomplementary（互互 补补）objectives acceptabl

9、e to them both.objectives acceptable to them both.6)6)The The purpose purpose of of negotiation negotiation is is to to redistributeredistribute（重重新新划划分）分）the potential profit.the potential profit.7)7)Everything Everything is is negotiable.negotiable.No No“take take it it or or leaveleave（爱爱干干不不干）干）

10、”.8)8)It It is is known known as as the the“zero-sum zero-sum gamegame（得得失失所所系系的的赌赌赛赛）”.Negotiation Situations(2)(Why negotiations occur?)(Why negotiations occur?)1)to create something new that neither party could do on his/her own,or(-human(-human relationship,esp.social conflicts)relationship,esp.

11、social conflicts)2)to resolve a problem or dispute between the parties(-social,(-social,business business differences,differences,competitions and conflicts)competitions and conflicts).Characteristics of a negotiation situation(6)1)There 1)There are are two two or or more more parties-interpersonal,

12、parties-interpersonal,intragroupintragroup,or intergroup process;,or intergroup process;2)There 2)There is is a a conflict conflict of of interest interest between between two two or or more more parties-what parties-what one one wants wants is is not not necessarily necessarily what the other one w

13、ants;what the other one wants;3)3)The The parties parties negotiate negotiate because because they they think think they they can can use use some some form form of of influence influence to to get get a a better better deal deal that that way way than than by by simply simply taking taking what wha

14、t the the other other side side will will voluntarily voluntarily give give them them or or let let them them have;have;4)The 4)The parties parties prefer prefer to to search search for for agreement agreement rather rather than than to to fight fight openly,openly,have have one one side side capitu

15、latecapitulate（投投降降）,permanently permanently break break off off contact,contact,or or take take their their dispute dispute to to a a higher higher authority authority to to resolve it.resolve it.5)5)When When we we negotiate,negotiate,we we expect expect give give and and take.Truly take.Truly cre

16、ative creative negotiations negotiations may may not not require require compromisecompromise(妥妥协协););instead instead the the parties parties may may invent invent a solution that meets the objectives of all sides.a solution that meets the objectives of all sides.6)6)Successful Successful negotiatio

17、n negotiation involves involves the the management management of of intangiblesintangibles（无无形形）as as well well as as the the resolving of resolving of tangiblestangibles（有形）（有形）.Correct understanding of negotiation(3 issues)I:ConflictII:Key aspects of negotiationIII:Tips for successful internationa

18、l negotiation missionI:Conflict -DefinitionsDefinitionsConflict Conflict may may be be defined defined as as a a“sharp“sharp disagreement disagreement or or opposition,opposition,as as of of interests,interests,ideas,ideas,etc.”etc.”and and includes includes“the“the perceived perceived divergence di

19、vergence of of interest,interest,or or a a belief belief that that the the parties parties current current aspirations aspirations cannot cannot be be achieved achieved simultaneouslysimultaneously（同时）（同时）.”.”(Pruitt&Rubin,1986,p4)(Pruitt&Rubin,1986,p4)Conflict Conflict results results from from“the

20、“the interaction interaction of of interdependent interdependent people people who who perceived perceived incompatible incompatible goals goals and and interference interference from from each each other other in in achieving achieving those those goals.”goals.”(Hocker(Hocker&Wilmot,Wilmot,1985)198

21、5)Conflict -the levels -the levelsConflict exists everywhere.One way to classify Conflict exists everywhere.One way to classify conflict is by level,and four levels of conflict are conflict is by level,and four levels of conflict are commonly monly identified.(Roy J.(Roy J.LewickiLewicki et al,1985.

22、et al,1985.Negotiation.p17-18.McGraw Hill)Negotiation.p17-18.McGraw Hill)1)Intrapersonal or intrapsychic conflict2)Interpersonal conflict3)Intragroup conflict4)Intergroup conflictConflict -Dysfunctions-Dysfunctions Most Most people people initially initially think think that that conflict conflict i

23、s is bad bad or or dysfunctional.dysfunctional.This This has has 2 2 aspects:aspects:1)1)conflict conflict is is an an indication indication that that sthsth.is is wrong wrong or or needed needed fixed,fixed,and and 2)2)it it creates creates largely largely destructive destructive consequences conse

24、quences or or destructive imagesdestructive images 1)Competitive process1)Competitive process 2)Misperception&bias2)Misperception&bias 3)Emotionality3)Emotionality 4)Decreased communication4)Decreased communication 5)Blurred issues5)Blurred issues 6)Rigid commitments6)Rigid commitments 7)Magnified d

25、ifferent,minimized similarities7)Magnified different,minimized similarities 8)Escalation of the conflict8)Escalation of the conflict After Deutch(1973)and many others After Deutch(1973)and many othersConflict -Functions-Functions In In fact fact conflict conflict can can be be productiveproductive.T

26、he.The objective objective is is to to learn learn how how to to manage manage it it so so that that the the destructive destructive elements elements are are controlled controlled while while the the productive aspects are enjoyed.productive aspects are enjoyed.1)1)Discussing Discussing conflict co

27、nflict makes makes organizational organizational members members more aware and able to cope with problemsmore aware and able to cope with problems 2)2)Conflict Conflict promises promises organizational organizational change change and and adaptationadaptation 3)3)Conflict Conflict strengthens stren

28、gthens relationships relationships and and heightens heightens moralemorale 4)Conflict promotes awareness of self and others4)Conflict promotes awareness of self and others 5)Conflict enhances personal development5)Conflict enhances personal development 6)Conflict encourages psychological developmen

29、t6)Conflict encourages psychological development 7)Conflict can be stimulating and fun7)Conflict can be stimulating and fun -After Dean -After Dean TjosvoldTjosvold(1988)(1988)Maslow Hierarchy of NeedsAccording to A.H.Maslow Hierarchy of Needs,there are five layers of human needs:5.Self-realization

30、4.Ego or Self-esteem 3.Social(Love&jurisdiction)2.Security&safety1.Physical or survivalCharacteristics of the Needs of business negotiators1.Physical needs:food/dressing/accommodation/travel2.Security needs:personal/business/promotion3.Love&jurisdiction:friendship&bilateral relationship/unity with o

31、rganization4.Self-realization:dignity/position/status/knowledge/ability5.Self-esteem:realization of the targetThe application of Hierarchy of Needs in IBNv1.Strategy of benefit focus anegotiate for benefits rather than stance bbenefits decide conflicts cseek for the benefit behind stance dhow to dis

32、tinguish benefitsv2.Strategy of Objective criteria acite the objective criteria bprecedent/practice/case/model/criteria/etc.ccreate objective criteria dwhat is a just criterion?Characteristics of international business Characteristics of international business negotiation(1.2.3.4.5)negotiation(1.2.3

33、.4.5)v1a mixture of“giving”and“accepting”-two-way processv2collaborating and conflicting-combination of the twov3mutually beneficial/reciprocal,but unequal-limits in respective benefitsv4fair-comprehensive criteria in valuev5science,arts and policies(the principles of Chinese government on foreign t

34、rade:mutual understanding/mutual trusting/mutual benefit/long-term cooperation)Major Contents of international Business Major Contents of international Business Negotiation(1.2.3.4.5.6.7)Negotiation(1.2.3.4.5.6.7)v1pricev2payment termsv3package&shipmentv4qualityv5servicev6trainingv7insurancevand man

35、y other issues.1Cultural differences1Cultural differencesnYouve already stayed in Tokyo,Japan for 4 days,and you are there to have a negotiation on the issue of a joint venture in the field of industrial manufacturing.The host treated you well.But in the 3 previous meetings,there were nothing about

36、the point.Youve got stress/pressure from your company.And furthermore,you can only stay in Japan for another several days.You should-qobserve the local standard/rules,endure the postpones qdecide to inquire when talking about the issue the next meeting qask your representatives/agents there to step

37、in and offer help 2Needs of negotiating parties2Needs of negotiating partiesnYoure in Moscow and working out a draft contract for the computer software of your company.What do you think will be the tough issue to negotiate?qpriceqstandards for operationqdelivery3Negotiating skills3Negotiating skills

38、nYoure going to sign an agreement.Right now,your German partner informs you that he will buy your communication equipment if you give another 8%discount.You should-nAgree nDisagree nagree but shorten the payment4International variables4International variablesnA certain Indonesia official makes you k

39、nown that if you can help his son enter Chinese University and help to build a swimming pool for his family.Your sales business there would be possible.Your best solution is-na.Inform him politely that youd like to help but its beyond your responsibility.Then tell him the deal will be beneficial for

40、 both of you.nb.Help to satisfy the needs of entering a Chinese university but as for the construction of a swimming pool,youll contact the lawyer of your company.nc.Take immediate action to contact Beijing University and prepare for the construction materials,then sign the contract.5Localization5Lo

41、calizationnYoure in the delicate office of your partner in Saudi Arabia.This is your first meeting,talking about supply with a special steel tube.He inquires about your trip to Saudi Arabia.You should reply and then politely ask Qs like-nlocal civilization nfamily and wifenopinions about the situati

42、on in the middle Eastntime to deliver products6Time is vital6Time is vitalnYouve got a full list of traveling agenda.In the following cities,which one/ones will you plan to attend meeting on time?nBaghdadnLondonnCaironOttawaAssignmentn nWhich negotiator do you admire most?Which negotiator do you adm

43、ire most?And why?And why?n nWhat do you think is the toughest issue What do you think is the toughest issue to negotiate?to negotiate?n nWhat determine/determines a success What determine/determines a success in negotiation?in negotiation?n nComment on the importance of the Comment on the importance of the study on the psychology of the N-.study on the psychology of the N-.