国际商务谈判 Chapter 3 Choosing the Negotiation Team.ppt

Chapter3ChoosingtheNegotiationTeam3.1Whoqualifiesasanegotiator？3.3TeamsolidarityExercises5)Youaretheheadofthecompanyandofcourseyouaretherightfiguretoanswerallthequestionsrelatedtomanagement.
6)Idon’tthinkPeterisaverygoodnegotiator.Heisnotambitiousandcaneasilybesatisfied.
7)Theyhaveaverystrongnegotiationteam.Weshouldnotunderestimatethem.
8)Wecantellfromtheirbackgroundwhattheyareinterestedinandwhatquestionstheywillprobablyask.
9)ProfessorXiaoisanacknowledgedexpertinthisfield.Iamsurethathecanhandlethejobifweaskhimtotakecareofthetechnicalquestions.
10)That’saverygoodarrangementandamightycombination.Wehavegotaverystrongnegotiationteam.Ibetweshallgettheupperhandinthenegotiation.Answer:
1）Negotiationisateamsport.
2）Thenegotiator’sfunctionistonegotiate,whilethefunctionalspecialistsprovidespecialistadviceorinformation.
3)Theteamleaderisthepersonwhogeneratesenthusiasminhisteamtomaintainsthemoraleunderallconditions.
4)Theteammembersmustlearnthattheopponentanditsrepresentativesareadversariesalthoughtheymaybefriendly.
5）I’mafraidyouarenotinourballpark.
6)Excuseme,butitseemstomewe’regivinguptoomuchinthiscase.
7）That’stoogreatafinancialburdenforus.
8)10%isbeyondmynegotiatinglimit.
9）Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.
10）Couldyouexplainwhatyoumeanbythat？7.Trueorfalse

1).Duringthenegotiation,youshouldgiveyourbestofferatonce.
2).Youshouldaskyouraudienceformtimetotimeforquestionandcommentwhenyougiveyourpresentation.
3).Itisquiteimportanttokeepthenegotiatingteamassmallaspossible.
4).Thenegotiator’sjobistominimizethelong-termbenefitsoftheventuretosecureshort-termneeds.
5).Thechiefnegotiatormustbeadecisionmakerwhocankeepeveryonesatisfiedwithoutbeingdistractedfromthepre-establishedpriorities.
6).Expertscanparticipateasnegotiatingmemberswithoutbeingtrained.(can’t)
7).Thekeytosuccessfulnegotiationisthatoursideshouldwin.
8).Agoodnegotiatordemandsnotonlythekeennessofwitbutalsoahighdegreeofsympathywiththepartyontheothersideofthenegotiatingtable.
9).Abetternegotiatorca