完整版国际商务谈判知识点Word文档下载推荐.docx
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完整版国际商务谈判知识点Word文档下载推荐.docx
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4.Negotiatorshavetobalancetherelationbetweenthecurrentinterestsandlong-terminterests.谈判者必须对眼前利益和长远利益之间作出权衡
2谈判结构
ⅡGeneralStructureofNegotiation
1.Determineinterestsandissues确定利益与议题
Negotiatorsshouldidentifytheirowninterestsandtheotherside’sinterests(speciallytheirunderlyinginterests)andfindoutwhatissuesareinvolved.
2.Designandofferoptions设计和提出方案
Setforthsuggestionsandoptions
Generateanumberofoptionsbeforemakingafinaldecision
3.Introducecriteriatoevaluateoptions引入评价方案的标准
Fortheirowninterests,allpartieswillexamineandevaluateallsuggestedoptionsaccordingtotheirowncriteriatofindoutthemostfavorableone.
4.Estimatereservationpoints估计各自的保留点和底线
5.Explorealternativestoagreement寻求达成协议的替代方案
Iftheagreementisimportant,negotiatorsshouldcomeupwithsomealternativesuggestionscompromisingallparties’interests.
6.Reachanagreement达成最终协议
BATNABestAlternativetoaNegotiatedAgreement
谈判协议最佳替代方案[BATNA是罗杰·
费希尔(RogerFisher)和威廉·
尤里(WilliamUry)在他们所著的经典文章GettingtoYes中所提出来的。
知道你的BATNA就意味着如果目前的谈判没有成功,你对应该做什么和将要发生什么心中有数。
]
WhatyouwilldoifanagreementisNOTreached
Whatisthebestresultyouwouldgetifyouwalkedawayfromthisnegotiation?
Ifyoudon’tsellyourhouse,whatwillyoudowithit?
Keepitonthemarketindefinitely;
Rentitout;
Letsomeonehouse-sit(代为照管房屋)inreturnformaintenance
AlternativesareOUTSIDEthenegotiation
FigureoutthevalueofyourBATNA,andthenyouknowwhatyourbasefornegotiationis.Theremaybeseveralalternatives,theBATNAistheoneyouwouldchoose.
TheBATNAmaybeacourseofactionorasetofdecisionscontingenton(视...而定)theresolutionofuncertainty.
ReservationPrice(bottomline)
保留价格(又称免谈价格)是你在谈判中所能接受的最低条件或价格。
Theleastfavorablepointatwhichonewillacceptadeal
The“walk-away”
Example:
youarelookingforlargerofficespace.YousetyourBATNAat$20/SFandyourReservationPriceat$30/SF(squarefoot平方英尺)
Ifownerwon’tbudge(改变态度或意见)from$35,youwalkawayandtakeadvantageofyourBATNA.
“ZoneofPotentialAgreement”(ZOPA)可达成协议的空间。
是指可以达成一桩交易的空间。
谈判各方的保留价格决定着可达成协议的空间的界限,该空间存在于谈判各方的保留价格限度相互重叠的区域内。
ZOPA:
Seriesofpointsonalinebetweenthebottomlineofbothpartieswheresettlementispossible.
1.Enquiry询盘
Businessnegotiationsininternationaltradeusuallystartwithanenquirybyanimportertoanexporter,askingforthepricelist,catalogues,samplesanddetailsaboutthegoodsortradetermsandconditions.However,assometimes,anexportercaninitiatethenegotiationbymakinganenquirytoaforeignimporter,includinghisintentionofsellingcertaingoodstotheLatter.Itisworthyofnotethatwhoevermakesanenquiryisnotliableforthebuyingortheselling.Andtheoppositeside,atthesametime,canmakenoreplyatall.But,accordingtothecommercialpracticethereceiverofanenquirywillrespondwithoutdelayintheusualformofaquotation,anoffer,orabid.
2.offer发盘
Anofferisaproposaloftermsandconditionspresentedinapotentialcontractbyoneparty,calledtheofferor,toanotherparty,calledtheofferee.
Therearetwokindsofoffer:
offerwithengagement(firmoffer),offerwithoutengagement(non-firmoffer).Anofferwithengagement(firmoffer)ismadewhenasellerpromisestosellgoodsatastatedpricewithinastatedperiodoftime.Itcandevelopintoacontractualobligation.Thus,onceitisacceptedbyabuyer,thesellercannotrevoke(撤消)oramendit.
3.counter-offer还盘
Acounter-offerisanoffermadebyanoffereetoanofferor,acceptingsometermsandchangingotherterms.Itcanbemadeverballyorinwriting.Infact,acounter-offerisapartialrejectionoftheoriginaloffer.Itisanewoffer,atthesametime,theoriginalofferlapses(失效).Theoriginalofferororthesellernowbecomestheoffereeandhehastherighttoacceptorrefuse.Thisprocesscangoonformanyaroundtillthetransactionisconcludedorcalledoff.
4.Acceptance接受
Inbusinesslaw,anacceptanceistheassenttothetermsofanoffer,requiredbeforeacontractcanbevalid.Anacceptancecanonlybemadeintheformofastatementoranyotherconduct(行为)byanofferee,theparticularpersonoragroupofpersons,whoareclearlystipulatedinafirmoffer.Eitheraverbalorawrittenstatementisgoodforthispurpose.Onthecontrary,silenceorinactivityisbynomeansanacceptance.
3谈判润滑剂
Targetlevels目标层次
1.desirabletarget希望达到的目标(toachievealldesiredresults)
Twopurposes:
settingapotentialgoalfornegotiatorstostriveforandleavingroomforbargaininginnegotiations.
2.acceptabletarget可能达到的目标(fairforbothsides,butslightlylowerthandesirabletarget)
Whatnegotiatorsmakealleffortstoachieve.
3.bottomtarget保底目标(theminimumlevelbothsidescanbear)
Whatnegotiatorswilldefendandsafeguardwithalltheirmight.
Ⅱ.CollectingInformation进行信息调研
1.Applicationsofinformationinnegotiations:
(1)Problemsolving(解决问题)
(2)Strategicplanning(战略策划)
2.ObtainingInformation
(1)Thepoliticalsystem(政治制度):
theextent(程度、范围)ofstatecontroloverbusinessenterprisesanditsorganization;
socialstability:
theextentofpoliticalinterestintheproject.
(2)Thelegalsystem(法律制度):
thelegalandjudicialsystems;
theirinfluencesonbusiness,therelevantlawsonestablishmentofalocalcompanyandonemployment(P45case),etc.
(3)Thebusinesssystem(商业体制):
businessconduct;
significancegiventocontracts;
negotiatingproceedings(议程).
(4)Thefinancialsystem(财政体制):
thecountry’sforeignexchangereserves;
thecurrencyfreelyexchangeablewithintheterritoryanditsrestrictions;
proceduresforobtainingpaymentsinforeigncurrencies;
thecountry’srecordonhonoring(兑现、支付)paymentobligationsincludingdelays;
thetypeofL/Cusedinthecountry;
theapplicabletaxlaws;
restrictionsonremittance(汇付、汇款)ofthefinalpayment;
regulationsonthepaymentofcustomsduties;
otherfeesconcerningthecontract,etc.
(5)Infrastructureandlogisticssystem(基础设施和物流系统):
theavailabilityoflaborandmaterialsforconstructionintheterritory;
theavailabilityoffindingcompetentandfinanciallysoundsub-contractors;
restrictionsonimportoflabor,materialandplant(工厂,车间,设备);
locallogisticsproblemsrelatingtotransportation.
(6)Thecounterpart(谈判对手):
informationaboutyouropponentpartyisequallyorevenmoreimportant.Learnasmuchaspossibleabouttheteammembersoftheopponentpartyintheaspectsofabilities,weaknesses,strongpoints,hobbies,personalities,etc.Moreinformationaboutyouropponentcompanyisnecessary,suchasitsbusinessscope,annualsalesvolumes,andcredit.(P463C’s-character资信,capacity偿债能力,capital财务状况)3C来源——Thecounterpart'
scredit-worthinessisdeterminedbypreviousloansandbyhisstandingwithcreditratingbureaus.Suchinformationcanalsobegainedfromfinancialinstitutions,primarilyfrombanks.
Capital,thefinancialpositionofthecounterpartisdeterminedbycheckingthecounterpart'
sfinancialstatements,chieflybalancesheetsandprofitandlossstatements.
3.InformationSource
(1)InternationalOrganizations国际组织
UnitedNationsStatisticalYearbook联合国统计年鉴
UnitedNationsConferenceonTradeandDevelopment联合国贸易与发展会议
TheWorldAtlaspublishedbytheWorldBank世界银行发表的《世界地图集》
InternationalMonetaryFund国际货币基金组织
TheOrganizationforEconomicCooperationandDevelopment(OECD)经济合作与发展组织
(2)Governments政府
(3)ServiceOrganizations服务组织
(4)DirectoriesandNewsletters
时事通讯与指南
(5)On-lineService在线服务
4.AnalyzingInformation
FeasibilityStudy(可行性研究)
5.FinalizingtheStrategiesandTechniques
2.Selectingteammembers
Commercial(商务方面):
responsibleforthenegotiationonprice,deliveryterms,andcommercialpolicy(商业政策)ofrisktaking.
Technical(技术方面):
responsibleforspecifications,programs,andmethodsofwork.
Financial(财务方面):
responsiblefortermsofpayment,creditinsurance(信用保险),andfinancialguarantees.
Legal(法律方面):
responsibleforcontractdocuments,termsandconditionsofcontract,insurance,andlegalinterpretation.
Interpreter(翻译人员):
familiarwiththeforeignlanguageneededaswellaswithrelatedknowledgeandgoodatcooperatingwithotherpersonnel.
HowtoBeaChiefNegotiator?
1.Responsibilities:
Panelset-ups(selection,assignments,etc.)
Coordinatingthestrategy,tactics,style
Finalizingthenegotiationplan
2.Personalrequirements:
Self-controlandself-confidence
3.Leadership
Loyaltyisessential(ethics道德规范).(ethnics伦理学,人种学)
Planning,Organizing,leading,controlling.
QualificationsforInterpreters
Knowwhoyouare(positioninthepanel)
Familiarwithallinfo.andpanelmembe
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