商務英語談判1-階段.doc

Phases of Business Negotiation商務談判的階段Business negotiations are conducted in the following four phases: the preparation phase（準備階段）； the opening phase（開始階段）： 1.proposal:exploration(試探), bidding（報價）; 2. reflecting the bargaining phase（討價還價階段）: bidding & bargain the closing phase（結束階段）：settling（成交） and ratifying（批準）籠統(tǒng)一點分就是：Pre-negotiation (前期準備階段)Face-to face negotiation (面對面談判階段) : the opening phase（開始階段）： 1.proposal:exploration(試探), bidding（報價）; 2. reflecting the bargaining phase（討價還價階段）：bidding & bargainthe closing phase（結束階段）：settling（成交）, ratifying（批準）Post-negotiation (談判后期階段)：summary of the negotiation (談判總結) 評估談判過程 評估對手 評估談判對手 評估談判結果For word meaning and business value might differ. If there is some negative feedback, it might cause another round face-to-face negotiation. Therefore, the terms agreed on should be read to each after the concessions are exchanged. The discussions should be held by means of minutes of the meeting. Or something unpleasant or unexpected might happen in the later on course of implementation of the contract unless both sides paid enough attention to every detail. Its best to confirm that both sides understand everything they have agreed on before they leave the table.Modules of Business Negotiation商務談判的環(huán)節(jié)Enquiry & Reply (詢價與答復)Offer & Counter-offer (報盤與還盤)Acceptance & Conclusion of a Contract (接受與簽訂合同).Note: For word meaning and business value might differ. If there is some negative feedback, it might cause another round face-to-face negotiation. Therefore, the terms agreed on should be read to each after the concessions are exchanged. The discussions should be held by means of minutes of the meeting. Or something unpleasant or unexpected might happen in the later on course of implementation of the contract unless both sides paid enough attention to every detail. Its best to confirm that both sides understand everything they have agreed on before they leave the table.The Preparation Phase準備階段The pre-negotiation stage starts from the first contact between the two sides whose interest in doing business with each other is shown. From this stage on, both sides begin to understand each others needs, declare values and evaluate the benefits of entering the process of this negotiation. This stage is usually more important than the formal negotiations in the international business relationship. Social and informal relationships between negotiators, trust and confidence in each other are of great help. Both sides also start to form their strategy for face-to-face negotiation as well as try to foresee and take precautions against possible events. To be fully prepared before negotiations, negotiators will have to take into consideration the following aspects: the negotiation team, gathering of information, and the negotiation brief.談判的準備階段從雙方有意合作的第一次接觸時就開始了。雙方開始了解各自的需求，聲明價值，估計進入這次談判所能獲得的各項利益。這個階段通常比國際商務關系中正規(guī)的面對面談判還要重要。談判者之間各種正式或非正式的社會關系、彼此的信任及信心都會對談判有很大的影響。在這個階段，雙方也開始制訂面對面的策略，預測各種可能發(fā)生的事件，并對此采取積極地預防措施。要在談判前做好充分的準備，談判者應考慮以下幾方面：談判隊伍的組成，信息的獲取可信性研究，談判計劃（制定談判議程，制定談判目標，談判方案，策略應用）。1. Choosing your team2. Gathering of information:談判隊伍組成后，第一步，也是最重要的一步，就是獲取信息。談判開始前，盡可能多地了解你的客戶或合作伙伴。各方面信息都需要，包括財務的、市場的、技術的、政策方面的、甚至是某個執(zhí)行官的背景；接著就是分析各種信息，不僅從你方的立場或觀點來考慮，也要從對方的角度來分析對方的目標和喜好。1） Obtaining information: the political system（政治系統(tǒng)）, the legal system（法律系統(tǒng)）, the business system（商業(yè)系統(tǒng)）, the financial system（財政系統(tǒng)）, infrastructure and logistic system(基礎設施和物流系統(tǒng))，the counterpart(談判對手)2） Analyzing information: 以項目為例 to ensure the feasibility.a) political and social background: It should include the description of the project idea, its historical development, studies and investigations already performed. b) social and economic analysis: impact the project will make on the society, or the development of a certain area, c) detailed analysis: describing the technology the equipment that will be used in the project and the benefit obtained after its operation. For example, analysis should be made regarding the relationship between the market demand and the plant capacity together with its production program and its marketing strategy, the basis for the selection of materials and inputs require for the manufacturing as well as its supply system. d) location and site,:e) main costs, f) manpower, g) schedule implementation, h) financial and economic evaluation3） The negotiation brief(談判紀要):a) The negotiation brief: It is in written form and manager responsible for the outcome of the negotiation signs it. It should be an explicit statement of the target objective.The brief should: Define the objective in terms of the major issues to be discussed. State the minimum acceptable level for each of the major items.Price, Terms of payment, Delivery, Warranty State the time period within which the negotiation should be concluded. Identify the team leader and other members of the negotiating teamb) the negotiation planSummary of the negotiation談判總結1 Value evaluation standard of business negotiation商務談判的價值評判標準1） Realization degree of the business negotiation objectives2） Negotiation efficiency:a) the total amount of concession made to reach an agreement.b) The total amount of all kinds of resources spent on the negotiation including manpower, material resources, financial resources and time.c) The opportunity cost. Some of the manpower, material resources, financial resources and time are spent o this negotiation, so these resources lost the opportunity for other negotiations. 3) The personal relationship after negotiation2. Content of business negotiation summary 1) aspects that have direct relation with negotiation process a) pr