国际商务谈判知识点.docx

国际商务谈判知识点.docx

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国际商务谈判知识点

1关键词语

Whatisanegotiation?

Anegotiationisaprocessofcommunicationbetweenpartiestomanageconflictsinorderforthemtocometoanagreement,solveaproblemormakearrangements.谈判是各方为化解冲突而进行沟通的过程，目的是使各方达成一项协议、解决一个问题或做出某种安排。

Factorsinasuccessfulnegotiation

1.Resultofmutualtakingandgiving共同的给予和获取的结果

2.Theexistenceofconflictsandcollaboration冲突与合作并存

3.Everypartycanexercise（行使）vetoright（否决权）totheresultsofthenegotiation各方都可对谈判决议行使否决权

Whatisaconflict?

Aconflictisadispute,disagreementorargumentbetweentwoormoreinterdependentpartieswhohavedifferentandcommoninterests.冲突是发生在两个或更多既有不同利益又有共同利益的相互依赖的当事人之间的对抗、争执或不同意见。

Stakesarethevalueofbenefitsthatmaybegainedorlost,andcoststhatmaybeincurredoravoided.利益是指（通过谈判）可以获得的利益或者是失去的利益及可以引发或者是避免的成本。

Fourpoints

1.Thenegotiationsarepertinenttorelevantparties’interests.谈判是对于各方具有利害关系的事件

2.Allpartieshavetopayforthegaining,butwhattheywillgetisdeterminedbyhowwellnegotiatorsmanagethesituation.谈判各方必须有所付出才能获取利益，但所获取利益取决于谈判者如何应对谈判

3.Whattheywillgetisalsodeterminedbythecurrentsituation.所获取利益也取决于谈判时的事态发展现状

4.Negotiatorshavetobalancetherelationbetweenthecurrentinterestsandlong-terminterests.谈判者必须对眼前利益和长远利益之间作出权衡

2谈判结构

ⅡGeneralStructureofNegotiation

1.Determineinterestsandissues确定利益与议题

Negotiatorsshouldidentifytheirowninterestsandtheotherside’sinterests（speciallytheirunderlyinginterests）andfindoutwhatissuesareinvolved.

2.Designandofferoptions设计和提出方案

Setforthsuggestionsandoptions

Generateanumberofoptionsbeforemakingafinaldecision

3.Introducecriteriatoevaluateoptions引入评价方案的标准

Fortheirowninterests,allpartieswillexamineandevaluateallsuggestedoptionsaccordingtotheirowncriteriatofindoutthemostfavorableone.

4.Estimatereservationpoints估计各自的保留点和底线

5.Explorealternativestoagreement寻求达成协议的替代方案

Iftheagreementisimportant,negotiatorsshouldcomeupwithsomealternativesuggestionscompromisingallparties’interests.

6.Reachanagreement达成最终协议

BATNABestAlternativetoaNegotiatedAgreement

谈判协议最佳替代方案[BATNA是罗杰·费希尔（RogerFisher）和威廉·尤里（WilliamUry）在他们所著的经典文章GettingtoYes中所提出来的。

知道你的BATNA就意味着如果目前的谈判没有成功，你对应该做什么和将要发生什么心中有数。

]

WhatyouwilldoifanagreementisNOTreached

Whatisthebestresultyouwouldgetifyouwalkedawayfromthisnegotiation?

Ifyoudon’tsellyourhouse,whatwillyoudowithit?

Keepitonthemarketindefinitely;Rentitout;Letsomeonehouse-sit（代为照管房屋）inreturnformaintenance

AlternativesareOUTSIDEthenegotiation

FigureoutthevalueofyourBATNA,andthenyouknowwhatyourbasefornegotiationis.Theremaybeseveralalternatives,theBATNAistheoneyouwouldchoose.

TheBATNAmaybeacourseofactionorasetofdecisionscontingenton（视...而定）theresolutionofuncertainty.

ReservationPrice（bottomline）

保留价格（又称免谈价格）是你在谈判中所能接受的最低条件或价格。

Theleastfavorablepointatwhichonewillacceptadeal

The“walk-away”

Example:

youarelookingforlargerofficespace.YousetyourBATNAat$20/SFandyourReservationPriceat$30/SF（squarefoot平方英尺）

Ifownerwon’tbudge（改变态度或意见）from$35,youwalkawayandtakeadvantageofyourBATNA.

“ZoneofPotentialAgreement”（ZOPA）可达成协议的空间。

是指可以达成一桩交易的空间。

谈判各方的保留价格决定着可达成协议的空间的界限，该空间存在于谈判各方的保留价格限度相互重叠的区域内。

ZOPA:

Seriesofpointsonalinebetweenthebottomlineofbothpartieswheresettlementispossible.

1.Enquiry询盘

Businessnegotiationsininternationaltradeusuallystartwithanenquirybyanimportertoanexporter,askingforthepricelist,catalogues,samplesanddetailsaboutthegoodsortradetermsandconditions.However,assometimes,anexportercaninitiatethenegotiationbymakinganenquirytoaforeignimporter,includinghisintentionofsellingcertaingoodstotheLatter.Itisworthyofnotethatwhoevermakesanenquiryisnotliableforthebuyingortheselling.Andtheoppositeside,atthesametime,canmakenoreplyatall.But,accordingtothecommercialpracticethereceiverofanenquirywillrespondwithoutdelayintheusualformofaquotation,anoffer,orabid.

2.offer发盘

Anofferisaproposaloftermsandconditionspresentedinapotentialcontractbyoneparty,calledtheofferor,toanotherparty,calledtheofferee.

Therearetwokindsofoffer:

offerwithengagement（firmoffer）,offerwithoutengagement（non-firmoffer）.Anofferwithengagement（firmoffer）ismadewhenasellerpromisestosellgoodsatastatedpricewithinastatedperiodoftime.Itcandevelopintoacontractualobligation.Thus,onceitisacceptedbyabuyer,thesellercannotrevoke（撤消）oramendit.

3.counter-offer还盘

Acounter-offerisanoffermadebyanoffereetoanofferor,acceptingsometermsandchangingotherterms.Itcanbemadeverballyorinwriting.Infact,acounter-offerisapartialrejectionoftheoriginaloffer.Itisanewoffer,atthesametime,theoriginalofferlapses（失效）.Theoriginalofferororthesellernowbecomestheoffereeandhehastherighttoacceptorrefuse.Thisprocesscangoonformanyaroundtillthetransactionisconcludedorcalledoff.

4.Acceptance接受

Inbusinesslaw,anacceptanceistheassenttothetermsofanoffer,requiredbeforeacontractcanbevalid.Anacceptancecanonlybemadeintheformofastatementoranyotherconduct（行为）byanofferee,theparticularpersonoragroupofpersons,whoareclearlystipulatedinafirmoffer.Eitheraverbalorawrittenstatementisgoodforthispurpose.Onthecontrary,silenceorinactivityisbynomeansanacceptance.

3谈判润滑剂

Targetlevels目标层次

1.desirabletarget希望达到的目标（toachievealldesiredresults）

Twopurposes:

settingapotentialgoalfornegotiatorstostriveforandleavingroomforbargaininginnegotiations.

2.acceptabletarget可能达到的目标（fairforbothsides,butslightlylowerthandesirabletarget）

Whatnegotiatorsmakealleffortstoachieve.

3.bottomtarget保底目标（theminimumlevelbothsidescanbear）

Whatnegotiatorswilldefendandsafeguardwithalltheirmight.

Ⅱ.CollectingInformation进行信息调研

1.Applicationsofinformationinnegotiations:

（1）Problemsolving（解决问题）

（2）Strategicplanning（战略策划）

2.ObtainingInformation

（1）Thepoliticalsystem（政治制度）：

theextent（程度、范围）ofstatecontroloverbusinessenterprisesanditsorganization;socialstability:

theextentofpoliticalinterestintheproject.

（2）Thelegalsystem（法律制度）：

thelegalandjudicialsystems;theirinfluencesonbusiness,therelevantlawsonestablishmentofalocalcompanyandonemployment（P45case）,etc.

（3）Thebusinesssystem（商业体制）：

businessconduct;significancegiventocontracts;negotiatingproceedings（议程）.

（4）Thefinancialsystem（财政体制）：

thecountry’sforeignexchangereserves;thecurrencyfreelyexchangeablewithintheterritoryanditsrestrictions;proceduresforobtainingpaymentsinforeigncurrencies;thecountry’srecordonhonoring（兑现、支付）paymentobligationsincludingdelays;thetypeofL/Cusedinthecountry;theapplicabletaxlaws;restrictionsonremittance（汇付、汇款）ofthefinalpayment;regulationsonthepaymentofcustomsduties;otherfeesconcerningthecontract,etc.

（5）Infrastructureandlogisticssystem（基础设施和物流系统）：

theavailabilityoflaborandmaterialsforconstructionintheterritory;theavailabilityoffindingcompetentandfinanciallysoundsub-contractors;restrictionsonimportoflabor,materialandplant（工厂,车间,设备）;locallogisticsproblemsrelatingtotransportation.

（6）Thecounterpart（谈判对手）:

informationaboutyouropponentpartyisequallyorevenmoreimportant.Learnasmuchaspossibleabouttheteammembersoftheopponentpartyintheaspectsofabilities,weaknesses,strongpoints,hobbies,personalities,etc.Moreinformationaboutyouropponentcompanyisnecessary,suchasitsbusinessscope,annualsalesvolumes,andcredit.（P463C’s-character资信,capacity偿债能力,capital财务状况）3C来源——Thecounterpart'scredit-worthinessisdeterminedbypreviousloansandbyhisstandingwithcreditratingbureaus.Suchinformationcanalsobegainedfromfinancialinstitutions,primarilyfrombanks.

Capital,thefinancialpositionofthecounterpartisdeterminedbycheckingthecounterpart'sfinancialstatements,chieflybalancesheetsandprofitandlossstatements.

3.InformationSource

（1）InternationalOrganizations国际组织

UnitedNationsStatisticalYearbook联合国统计年鉴

UnitedNationsConferenceonTradeandDevelopment联合国贸易与发展会议

TheWorldAtlaspublishedbytheWorldBank世界银行发表的《世界地图集》

InternationalMonetaryFund国际货币基金组织

TheOrganizationforEconomicCooperationandDevelopment（OECD）经济合作与发展组织

（2）Governments政府

（3）ServiceOrganizations服务组织

（4）DirectoriesandNewsletters

时事通讯与指南

（5）On-lineService在线服务

4.AnalyzingInformation

FeasibilityStudy（可行性研究）

5.FinalizingtheStrategiesandTechniques

2.Selectingteammembers

Commercial（商务方面）：

responsibleforthenegotiationonprice,deliveryterms，andcommercialpolicy（商业政策）ofrisktaking.

Technical（技术方面）：

responsibleforspecifications,programs,andmethodsofwork.

Financial（财务方面）：

responsiblefortermsofpayment,creditinsurance（信用保险）,andfinancialguarantees.

Legal（法律方面）：

responsibleforcontractdocuments,termsandconditionsofcontract,insurance,andlegalinterpretation.

Interpreter（翻译人员）:

familiarwiththeforeignlanguageneededaswellaswithrelatedknowledgeandgoodatcooperatingwithotherpersonnel.

HowtoBeaChiefNegotiator?

1.Responsibilities:

Panelset-ups（selection,assignments,etc.）

Coordinatingthestrategy,tactics,style

Finalizingthenegotiationplan

2.Personalrequirements:

Self-controlandself-confidence

3.Leadership

Loyaltyisessential（ethics道德规范）.（ethnics伦理学,人种学）

Planning,Organizing,leading,controlling.

QualificationsforInterpreters

Knowwhoyouare（positioninthepanel）

Familiarwithallinfo.andpanelmembers