商务谈判知识点总结 本文关键词：知识点，商务谈判
商务谈判知识点总结 本文简介：Chapter11.1Definitionandcharacteristicsofbusinessnegotiation1)Thedefinitionofnegotiation:negotiationreferstotheactionandtheprocessofreachinganagreemen
商务谈判知识点总结 本文内容：
Chapter
1
1.1
Definition
and
characteristics
of
business
negotiation
1)
The
definition
of
negotiation:
negotiation
refers
to
the
action
and
the
process
of
reaching
an
agreement
by
means
of
exchanging
ideas
with
the
indention
of
dispelling
conflicts
and
enhancing
relationship
to
satisfy
each
other’s
needs.
2)
The
characteristics
of
negotiation:
A;
Every
negotiation
involves
two
or
more
than
two
parties
B;
The
objective
of
a
negotiation
must
be
definite
C:
Negotiation
must
be
conducted
on
an
equal
basis
D;
A
consensus
must
be
built
on
the
basis
of
mutual
concession
E;
Negotiation
involves
exchange
of
ideas,communication,persuasion,compromise,and
suchlike
3)The
definition
of
business
negotiation:
Business
negotiation
is
a
process
of
conferring
in
which
the
participants
of
business
activities
communicate,discuss,and
adjust
their
views,settle
differences
and
finally
reach
a
mutually
acceptable
agreement
in
order
to
close
a
deal
or
achieve
a
proposed
financial
goal.
4)
The
characteristics
of
business
negotiation:
A:
The
objective
of
business
negotiation
is
to
obtain
financial
interest
B;
The
core
of
business
negotiation
is
price
C;
Its
principle
is
equality
and
mutual
benefit
D;
Items
of
contract
should
keep
strictly
accurate
and
rigorous
5)
The
definition
of
international
business
negotiation:
refers
to
the
business
negotiation
that
takes
place
between
the
interest
groups
from
different
countries
or
regions.
6)
The
additional
characteristics
of
international
business
negotiation:
A;
Language
barrier;
B;
cultural
differences;
C;
international
laws
and
domestic
laws
are
both
in
force;
D;
international
political
factors
must
be
taken
into
account;
E;
the
difficulty
and
the
cost
are
greater
than
that
of
domestic
business
negotiations
Chapter
2
principles
of
business
negotiation
2.1equal
and
voluntary
participation
1)
All
parties,big
or
small,should
be
equal
2)
veto
power
embodies
equality
(否决权体现平等)
4)
voluntary
agreement
embodies
equality
3)
respect
embodies
equality
2.3
mutual
reciprocity
and
mutual
benefits
2.2
credibility
first
2.4
maximizing
commonalities
and
minimizing
differences
2.5
speaking
on
good
grounds
2.6
separate
the
people
from
the
problem
1.see
the
situation
from
the
other
side’s
point
of
view
2.present
more
objective
information
and
avoid
blaming
the
other
side
3.react
tactfully(委婉地)
to
emotional
outbursts（爆发）
4.help
them
save
face
and
do
not
hurt
them
emotionally
Chapter
3
preparation
for
business
negotiation
3.1
collecting
information
Where
to
collect
information
1)
International
organizations.
3)
Service
organizations
2)
Governments.
4)
Directories
and
newsletters.
5)On-line
service.
3.2
forming
the
negotiation
team
Generally
speaking,the
size
of
a
negotiation
team
depends
on
:
A:
THE
number
of
the
negotiation
team
members
of
your
counterpart
B:
the
complexity
of
the
negotiation
C:
THE
need
for
technical
experts
D:
the
number
of
the
associates
in
the
project
Bill
Scott
suggests
that
the
number
is
probably
four.
The
main
reasons
for
this
number
include:
●
Size
of
group.
●
Control
of
team.
●
Range
of
expertise.
●
Changing
membership.
3.3
planning
for
business
negotiation
1)
Gist
of
a
negotiation
plan:
Requirement
toward
:the
key
points
of
the
negotiation
the
thoughtfulness
and
flexibility
of
the
plan
the
predictability
of
the
plan
the
negotiation
time
the
negotiation
atmosphere
Key
points
while
making
the
negotiation
agenda
Negotiation
site-
Negotiation
issues
Open
agenda
and
restricted
agenda
4)negotiation
agenda
Negotiation
agenda
refers
to
the
arrangement
for
the
timing
and
site
choice
of
the
negotiation,and
issues
discussed.
1.Scheduling
of
the
negotiation-
2.Negotiation
site-
3.Key
points
while
making
the
negotiation
agenda
4.Open
agenda
and
restricted
agenda
5.Negotiation
issues
3.4
physical
preparations
3.5
simulated
negotiations
Chapter
4
Opening
of
Business
Negotiation
4.1.1
Different
negotiation
atmospheres
have
different
impacts
on
the
negotiation:
1)
positive
and
friendly
2)
tense
and
contradictory
3)
Brief
and
straightforward
4)
dilatory
and
protracted(
缓慢，拖拉的)
5)
cold
and
perfunctory(
漫不经心的)
6）sedate
and
reserved(平静，冷淡的)
4.3
opening
strategies
1)
resonant
opening
Conferring
approach:
we
ask
for
the
opinions
of
the
other
party
with
a
kind
tone
to
boost
discussion
toward
our
goals,then
approve
of
their
proposals
and
are
willing
to
follow
their
proposals
to
proceed
with
our
work.
Inquiring
approach:
to
design
your
answer
in
the
form
of
a
question
to
induce
your
counterpart
to
move
toward
the
goal
that
you
have
set.
Complementing
approach:
encourage
you
to
avail
yourself
of
the
opportunity
to
add
your
own
opinions
to
that
of
the
other
party
and
talk
them
around
to
your
way
of
thinking
and
let
them
speak
in
your
voice.
2)
frank
opening
3)
evasive
opening
4)
nitpicking
opening
5)
offensive
opening
Refers
to
the
way
in
which
we
express
our
firm
attitude
through
well
prepared
speech
or
bahavior
so
as
to
gain
the
awe
from
the
rival
and
force
them
to
start
the
negotiation
in
accordance
with
or
intention.
Ch5
Bargaining
Process
Generally
speaking,there
are
four
modules
of
business
negotiation
for
reaching
an
agreement:
Enquiry
and
reply,Offer
and
counter-offer,Acceptance,and
conclusion
of
a
contract!
5.1
Enquiry
and
reply
1.
The
form
of
enquiry
2.
Guidelines
for
making
enquiries
3.
Guidelines
for
replying
enquiries
professionally
4.
Ways
of
saying
“no”
Chapter
6
Negotiation
strategies
and
tactics
6.1
Developing
your
strategy（稍微看看）
What
are
the
major
negotiation
strategies
of
manaing
conflict?
Collaborating----”win-win”
approach
Compromising----”mini-win-and
mini-lose”
Accommodating----”lose-win”
Controlling----power
oriented
approach
Avoiding----leave
or
“lose-win”
Controlling
is
best
when:
Quick,decisive
action
is
vital
An
important
issue
requires
unpopular
action
You
know
you
are
right
The
other
party
would
take
advantage
of
co-operative
behavior
Collaborating
is
best
when:
The
issues
are
too
important
to
be
compromised
The
objective
is
to
integrate
different
points
of
view
You
need
commitment
to
make
the
solution
work
You
wish
to
build
or
maintain
an
important
relationship
Avoiding
is
best
when:
The
issues
are
not
important
There
are
more
pressing
issues
to
tackle
There
is
no
chance
of
achieving
your
objectives
The
potential
“aggravation”of
negotiating
outweighs
the
benefits
People
need
to
cool
down
and
regain
their
perspective
Accommodating
is
best
when:
You
find
out
that
your
are
wrong
You
wish
to
be
seen
as
reasonable
You
wish
to
build
“credits”for
later
issues
The
issues
are
more
important
to
the
other
party
You
wish
to
minimize
loss
when
you
are
in
a
weak
position
Harmony
and
stability
are
more
important
Compromising
is
best
when:
issues
are
important
but
you
cannot
afford
to
be
too
controlling
The
relationship
Is
important
but
you
cannot
arrord
to
accommodate
Opponents
of
equal
power
are
committed
to
mutually
exclusive
goals
You
need
to
achieve
temporary
settlements
to
complex
issues
You
need
to
fine
an
expedient
solution
under
time
pressure
It
is
the
only
alternative
to
no
solution
6.2
Strategic
considerations
The
repeatability
of
a
negotiation----a
repeat
deal
or
not?
If
it
is
likely
to
be
a
repeat
business,then
cooperating
can
be
a
good
option
.
The
strengths
of
negotiating
parties----
are
you
powerful
or
not?
The
importance
of
a
deal----an
important
deal
or
not?
The
time
scale----urgent
or
not?
The
negotiation
resources----abundant
negotiation
resources
or
not?
6.3
Useful
negotiation
strategies
and
tactics
1.“When“strategy
(1)
Forbearance
(3)
Fait
accompli
(2)
Surprise
(4)
Bland
withdrawal
(6)
Limits
(5)
Reversal
2.“How“strategy
(1)
Feinting
(2)
Release
and
catch