《商务谈判课件（英文）》Lecture 2.pptVIP

Lecture 2 Choosing the Negotiation Team In more formal and complicated business negotiations, cases are not usually individually one to one but team to team. Therefore to choose a strong and effective and authoritative team is prerequisite to any successful negotiation. Before we start, let’s have a test. Contents 1.1 Desirable characteristics of a negotiator In real practice, the psychological quality of the negotiators plays a crucial role, particularly the personal characteristics and capabilities. It is highly desirable that a negotiator should have the following range of characteristics: 1.1.1 Shrewdness 机智敏捷 The successful negotiator must be capable of allowing the other side to see only what deserves the strategy best, and this requires an ethical mixture of honesty and cunning. Forthrightness is a trait to avoid when selecting a negotiator. People who “wear their hearts on their sleeves” or insist on transparency in all dealings will make sorry negotiators in the global marketplace. Because of this, shrewdness ranks as the first for desirable characteristics. 周总理的妙语连珠1 美国记者来到周总理的办公室，恰巧总理桌子上有一支美国产的“派克笔”。记者得意的问：“总理阁下也喜欢我国的钢笔吗？” 周总理听了，不慌不忙地说：“这支钢笔是一位朝鲜朋友送给我的，朋友告诉我这支笔是有背景的。” 周总理的妙语连珠2 美国记者不怀好意地问周总理：“总理阁下，为什么贵国把人走的路叫马路呢？” 周总理听出其话中有刺，于是妙趣横生地说：“我们走的是马克思主义之路，简称马路。” 美国记者不死心，继续追问：“总理阁下，在我们美国，大家都昂首走路，为什么你们中国人低着头走路呢？” 总理说：“你们美国人走的是下坡路，当然是仰着头；而中国走的是上坡路，当然是低着头。” 1.1.2 Knowledge in a “T” structure  知识全面 A vertical extent of your own product. The negotiator must have technical knowledge of the product and of the market, technical knowledge of financial issues which will concern him during the negotiation. The negotiator also should grasp one or two languages and know the strategy and tactics in negotiation. A horizontal knowledge of the environment Policy and regulations International trade customs Law of the foreign countries Culture and customs of foreign countries Geography …… 某公司在泰国承包一个工程项目，由于不了解施工期是泰国的雨季，运过去的轮胎式机械在泥泞的施工场地根本无法施展身手，只得重新组织履带式机械。