国际商务谈判问答整理.docVIP

1、Please explain the fundamental elements of negotiation. （1）Negotiator ：Those who are engaged in negotiation. On-table/off-table negotiator （2）Negotiating topic ：Specific problems that should be discussed Topic should be common interest （3）Negotiating background ：Objective condition of negotiation Environment/organization/staff background 2、What are the main contents for soft/hard/principled negotiation. A、 soft negotiation to consider opponent as friend, emphasis to build mutual good relations ,strengthen mutual understanding and Friendly consultations the power of one party is inferior to another’s ; or both parties had been making friends for many years; to take effort to pursue the long-term of interests B 、hard negotiation To consider the opponent as enemy ,pay more attention to the stand position rather than interests gain, focus to willpower test so as to impose self position on the other. C、 principled negotiation to strengthen fair value and fair principle derived from Harvard negotiation technique to negotiate based on equality to separate the people from the problem to insist on using objective criteria To talk Frankly and openly instead of being engaged in intrigue seek commonalities, take as much more effort as possible to eliminate difference and strive for win-win invent options for mutual gains ; mutual understanding 3、Please explain the basic principles of negotiation. Equality principle In modern negotiation , equality and mutual benefit is a very basic principle. It means both parties are equality in law status. They have equal rights and obligations. They do business out of their own needs and they are informed of each other to enjoy mutual benefits. Sincere cooperation Through negotiation, both parties are seeking an alternative arrangement of a business situation so that at the end of the negotiation they feel this result is much better than that when the first started. As a matter of fact, both parties are making concessions. Ke