国际商务谈判 Chapter 1 International Business Negotiation.pptVIP

International Business Negotiation 国 际 商 务 谈 判 Chapter 1 Fundamentals of International Business Negotiating 第一章 国际商务谈判概述 1．1 Concepts and principles of negotiation 基本概念与谈判原则 1．2 Correct understanding of negotiation 对谈判的正确理解 1． 3 Stages of negotiation 谈判的几个阶段 1．4 Psychology in negotiating 谈判的心理 Introduction Everybody negotiates all the time, at work, at home, and as a consumer. We can say that since the beginning of time, or since the development of human language, there has been negotiations made amongst humans. Negotiating as a significant social activity is a means of dealing with human relationships and resolving conflicts and has never been nonexist. On the other hand, negotiation as a product of social competition has got its different meaning and content with the development of the times. 1.1 Concepts and principles of business negotiation What is business negotiation? “Recently two of my sons were squabbling over some apple pie, each insisting that he should have the larger slice. Neither would agree to an even split. So I suggested that one boy cut the pie any way he liked, and the other boy could choose the piece he wanted. This sounded fair to both of them, and they accepted. Each felt that he had gotten the square deal.” “fundamental principles” of negotiation: First, “negotiation” is an element of human behavior. Secondly, “Negotiation” takes place only over issues that are “negotiable”. Thirdly, “Negotiation” takes place only between people who have the same interest. Fourthly, “Negotiation” takes place only when negotiators are interested not only in taking but also in giving. Finally, “Negotiation” takes place only when negotiating parties trust each other to some extent. As the stakes in some of these negotiations are not so high, people need not have to get preplans for the process and the outcome. There are other cases like international business negotiations in which the stakes ar