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国际商务谈判Chapter1InternationalBusinessNegotiation.ppt

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InternationalBusinessNegotiationChapter1FundamentalsofInternationalBusinessNegotiating第一章国际商务谈判概述Introduction1.1Conceptsandprinciplesofbusinessnegotiation“fundamentalprinciples”ofnegotiation:Characteristicsofbusinessnegotiation⑥Whetherit’stradeorinvestment,onesidewillalwaysarriveatthenegotiationtableinapositionofgreaterpower.Thatpower(e.g.,thepotentialforprofit)mayderivefromtheextentofthe"demand"orfromtheabilityto“supply.”Thepurposeofnegotiationistoredistributethatpotential. ⑦There'snosuchthingas"takeitorleaveit”ininternationalbusiness.Everythingisnegotiable.Italldependsontheexpertiseofthenegotiators. ⑧Internationalbusinessnegotiationisknownasthezero-sumgame.Oneside’sgainsaredirectlytheotherside’slosses.Tosummarize:nomatterwhatkindofnegotiationitis,wecansaythatnegotiationisacooperativeenterprise;commoninterestsmustbesought.Negotiationisabehavioralprocess,notagame;inagoodnegotiation,everybodywinssomething.It’simportanttorealizethatwhilethesizeoftheplayingfieldmayvaryfromventuretoventure,theoverridingconceptremainsthesame:Successisn’twinningeverything,it’swinningenough.Thebasicprinciplesofnegotiation1.2Correctunderstandingofnegotiation1.3Stagesofnegotiation1.4PsychologyinnegotiatingNeedtheoryandnegotiatingPracticalSentencesFillinthebanks.Trueorfalse.PutthefollowingintoEnglish.KeyQuestion