第二章 商务沟通与谈判的准备及基本过程.ppt

Chapter 2 ①the deal goes through, and the relationship improves ②the deal goes through,but the relationship makes no change ③the deal goes through,but the relationship deteriorates ④the deal fails, but the relationship improves ⑤the deal fails, and the relationship makes no change ⑥the deal fails, but the relationship deteriorates When to close the deal? Judging from the terms of trade Judging from the negotiation time Judging from the negotiation strategy The likely outcome of the negotiation 2.4.2 The negotiation site (3) Decoration of the negotiation sites ① The main negotiator room --Spacious and comfortable , Pastel --With good ventilation and natural lighting conditions, Suitable temperature --No recording equipment 2.4.2 The negotiation site (3) Decoration of the negotiation sites ②The secret talk room -- Close to the main negotiator room -- Sound insulation -- Serve with blackboard, desk, notebook, etc -- With window curtains, not too bright ③Lounge休息室 2.4.2 The negotiation site (4) Seating arrangements Generally in accordance with international practice, pay attention to etiquette. Setting of rectangular tables Setting of U-shaped tables Setting of round or elliptic tables Other facilities and equipment 2.4.2 The negotiation site Vertical Horizontal 2.4.3 Visiting and sightseeing Factories, equipment and places of origin related to the negotiation subject Famous and symbolic local scenic spots Worldly well- known restaurants and shopping centers with local characteristics Other places of interest or entertainment that guests get interested in 2.4.4 Other Preparations (1) Jet Lag , weather and Heath Issue (2) Flight , Ground Transport and Traffic (3) Accommodation (4) Medical (5) Clothing (6) Gift 2.5 Simulated Negotiations 2.5.1 Necessity of simulated negotiations 2.5.2 The way of simulated negotiations 2.5.3 Summary of simulated negotiations 2.5.1 Necessity of simulated negotiations Simul