國際商務談判英語（第二版）第05章面對面談判

1、International Business Negotiation EnglishChapter Five Face-to-Face Negotiation 面對面談判Learning focus : (學習要點)Knowing of back ground knowledge of Face-to-Face Negotiation 了解面對面談判的背景知識Understanding The Bargaining Process and Strategies 理解談判的磋商階段及策略Comprehending .Guidelines on the explanation of the bid

2、 深刻理解對報價做出解釋時應遵循的原則Mastering Tactics of biding, barging, conceding and breaking an impasse 掌握報價、討價還價、讓步及打破僵局的策略5.1 Opening speech 開場白1 .Using a completely irrelevant topic to start off the meeting:Talking about the weather Talking about the city Talking about hobby 2. Using a humor story to lighten

3、the tension:Bettering communication Creating friendly and harmonious atmosphereAvoiding a defending psychology 5.2 The Bargaining Process and Strategies 談判的磋商階段及策略5.2.1 Bidding 報價1.Tactics of the choice of bid 2.Tactics of the presentation of bid 3.Two typical tactics on bid4.The tactics of responsi

4、veness on the bid 5.Guidelines on the explanation of the bid 5.2.2. Tactics of barging 討價還價策略1.The moves we must make at the start 2.The moves we must make on the process of bargaining 5.2.3. Tactics of making concessions讓步策略1. Matching concession 2. Little pace and slow frequency 3. Trading advanta

5、ge 4. Resaving concession 5.2 The Bargaining Process and Strategies 談判的磋商階段及策略5.2.1 Bidding 報價1.Tactics of the choice of bid The opening bid needs to be the highest because:The opening bid sets a limit beyond the desired. The first bid influences others valuation of the offer.A high bid gives scope

6、for the later bargaining phase.The opening bid influences on the final settlement levelWhat should be the opening bid in negotiation?The opening bid needs to be high.“The highest negotiable bid” is not an absolute figure The content of the bid needs to cover a range of issues5.2 The Bargaining Proce

7、ss and Strategies 談判的磋商階段及策略5.2.1 Bidding 報價2.Tactics of the presentation of bid Firmly : The opening bid needs to be put firmly, seriously and without reservations. Clearly： The opening bid needs to be understood clearly that the party recognizes precisely what is being No comment: The opening bid

8、should be put without comment as possible as it can. There is no need to 5.2 The Bargaining Process and Strategies 談判的磋商階段及策略5.2.1 Bidding 報價3.Two typical tactics on bid4.The tactics of responsiveness on the bid 5.Guidelines on the explanation of the bid 5.2 The Bargaining Process and Strategies 談判的

9、磋商階段及策略5.2.1 Bidding 報價3.Two typical tactics on bid（1）The Western -European stylePropose virtual head price with wider defensible scale, Compare the strength of buyers and sellers Lubricate and approach the buyer market and the conditionsTry to finalize the deal. The Western European-style tactics c

10、an create desirable outcome only if the buyer can be stabilized in the negotiation process. （2）The Asian-Japanese style The sellers exclude the other competitors and attract the buyer The sellers obtain better competitive advantage and dominate the marketThe characters of Japanese styleThe lowest pr

11、ices usually listed on the bid sheet to attract the buyer.The payment terms must be the most favorable to the seller,The price higher than those listed on the price sheet.5.2 The Bargaining Process and Strategies 談判的磋商階段及策略5.2.1 Bidding 報價4.The tactics of responsiveness on the bid Tips on responding

12、 to a bid:Trying to move the negotiation their own favorable directionDoing some research work before responding to the bid.Distinguishing between clarification and justification.A capable negotiator should: Know how to satisfy the other party in gaining their interestsFigure out the interests to ge

13、t. Know the minor importance to the other party5.2 The Bargaining Process and Strategies 談判的磋商階段及策略5.2.1 Bidding 報價5.Guidelines on the explanation of the bid （1）Do not answer initiatively more than what is being asked. It means the seller should not respond initiatively.Just answer what you are aske

14、d to avoid the consequences of “Loose lips sink ships”.（2）Have to answer clearly what is being asked. It refers to that all the relevant issues raised by the other party must be answered one by one very smoothly and straightforwardlyAnswer questions without “ham and haw” to avoid being chased consta

15、ntly . 5.2 The Bargaining Process and Strategies 談判的磋商階段及策略5.2.2. Tactics of barging 討價還價策略1.The moves we must make at the start When barging starts ,two steps should be taken Get the bid clearAccess the present situation of barging To achieve the above , the guideline should be :Check every item of

16、 the other partys bid. (Inquire the reason and bases of the bid)Pay more attention to the other partys explanation and response. Note the other partys answers without comment and reserve your position. 5.2 The Bargaining Process and Strategies 談判的磋商階段及策略5.2.2. Tactics of barging 討價還價策略2.The moves we

17、 must make on the process of bargaining (1)Assessing the situation What the other party will or will not accept?What he or she is desirous to negotiate?Bargaining strength in price, other terms and the probable settlement (2)Identifying differences (three options available)To accept To rejectTo carr

18、y on negotiation (3)Assessing the direction to be taken To change the trade form. To suggest the other party to give up the bid (4) Making preparations for the next round. Make a list Assess the other partys style.Analyze the issues. prepare a bargaining positionOpening and ending :5.2 The Bargainin

19、g Process and Strategies 談判的磋商階段及策略5.2.3. Tactics of making concessions讓步策略1. Matching concession 2. Little pace and slow frequency 3. Trading advantage (using the following tactics to ensure concession )Make a list Assess the other partys style.Analyze the issues. prepare a bargaining positionOpeni

20、ng and ending :Listen to the other party very carefully；Entertain the other party in a proper way；Give the other party detailed specifications；Saying sentences like “ Ill take what you say into consideration” “ Ill see what I can do”；Show how the other party to get benefit 4. Resaving concession 5.3

21、 Tactics of Breaking an Impasse打破僵局策略 When negotiation fall into dilemma ( impasse/stake) the following principles should be taken into account:1. “keeping it fluid”. (the price will be only one of several variables) 2.“seeking easy escape routes” (For example, negotiators may dive)Start talking dis

22、counts；How about payment；Change of specification;Quality control and allowance for old goods.3.Using time breaks either recesses within a particular negotiation meeting /breaks 4.Looking to bringing in third party arbitrators/ third party chairmen to control 5.Moving out team leaders of the negotiat

23、ing informally 5.3 Tactics of Breaking an Impasse打破僵局策略 When negotiation fall into dilemma ( impasse/stake) the following principles should be taken into account:1. “keeping it fluid”. (the price will be only one of several variables) 2.“seeking easy escape routes” (For example, negotiators may dive)Start talking discounts；How about payment；Change of specification;Quality control and allowance for old goods.3.Using time breaks either recesses within a particular negotiation meeting /breaks 4.Look