《国际贸易实务与操作》Chapter 2.pptVIP

国际贸易实务与操作  International Trade Practice and Operation Chapter 2 Negotiating Business Contract Teaching Objectives 1. Outline the procedures of business negotiation. 2. Discuss the tasks at different stages of negotiation. 3. Identify the structure and contents of international sales contract. Section 1 Preparation for Negotiations The process of negotiation takes place in a series of time scales: prepare for the negotiation, and execute the initial approach; reach agreement for their common interests; carry out the agreement; continue business relationship and further negotiations. Section 1 Preparation for Negotiations 1. Forming the Negotiating Team The negotiating team should include members in/from commercial, technical, financial, legal areas. 2. Creating the Information Base Negotiators should identify all issues that may be relevant, such as the political system, legal system, the business system, the social system, the financial and fiscal system, infrastructure and logistical system. Section 1 Preparation for Negotiations 3. Creditability Study Creditability study of the counterpart is done before the negotiation. 4. Feasibility Study A feasibility study is involved before the negotiation, e.g. if one party intends to invest or buy/sell a certain kind technology. Section 1 Preparation for Negotiations 5. Negotiating Brief Define the negotiating objective in terms of the major issues to be discussed. State the minimum acceptable level for each of the major items. Establish the time period within which the negotiations should be concluded. Identify the team leader and other members of the negotiating team. Set up the lines of communication and the reporting system. Section 1 Preparation for Negotiations 6. Negotiating Plan The negotiator should define the initial strategy; develop the supporting arguments; decide on the location for the negotiations; and ensure that the appropriate administrative arrangements have been made. Section 1 Preparation