.
The lesson of international business negotiation course and feelings
As international economic and trade professional students, after graduation work must involve with business negotiations, so to master the principle and techniques of business negotiation is important. This course through the international business negotiations, we study the business negotiations from start to offer to negotiate the final to clinch a deal the phases of the strategies and techniques, and case study in class, and simulation in the negotiations to find some feeling of business negotiations. \international business negotiation is both a science and an art\Should in dealing with the perspective of scientific, rigorous doing scholarly research, master the basic theories of international business negotiation, and combined with subjects such as psychology, behavioral science and management for comprehensive understanding of business negotiation; Another aspect of negotiation is the interpersonal communication, in the communication reflects the wisdom and negotiator's personal charm and team spirit, a variety of theoretical knowledge into, in the negotiations of lips gun heated dispute, did not reveal a book knowledge of stiff, so that negotiation is an art, the art of language game. In the process of business negotiations, negotiators have the effect of is a core. In my understanding, a good negotiator, first of all, have a calm state of mind, to face with the attitude of a kind of yourself. In personal charm to increase the pressure to
.
.
the other party and is the foundation of successful negotiations, so to speak. Second, again good if negotiators from strong material support, it is hard to play the best level. In the negotiations, the light with the mouth is not enough to persuade others, have their literal can convince the other party. Finally, as a member of the team, the negotiators must believe in the power of the collective. Individualism can only let the other side negotiation advantage, to win the collection team in all the wisdom of the people.
What the next is the international business negotiations themselves specific feelings and summarized.
The first is the preparation before negotiations. This stage is the most important is ready to collect good negotiation information targeted negotiations. Get to know each other country's politics, economy, culture, religion, law, business practices, social customs can provide favorable conditions for the smooth of our negotiations. And to the other side of the operating and financial conditions, such as credit conditions need to be clear. To collect this information is based on the amount of we want to buy the goods after the price to prepare for a negotiation scheme. This request for any what might happen to predict and prepare for the plan. In simulation for the first time negotiations, the buyer and the seller didn't negotiate good prerequisites, so that the negotiation process very embarrassed.
The second is in different stages of the business negotiation strategy. In the start stage of the strategy is to seek negotiators start position and
.
.
achieve control of the negotiations start action and ways and means, a typical start stage of the strategy mainly has the same type, reserved type, open type, and attack type. Using these strategies is, of course, we should give full consideration to the relationship between the two sides and both sides of the power. Quotation marks entered the stage of substantive negotiations, also marks the both sides of the material requirements at the negotiating table. We should follow the sell offer high buy low, certainly, and reasonable principle, not on wild speculations. The consultation stage is the negotiations both sides face to face discussion, reasoning and controversy, even for a contentious development stage, is substantial coordination or battle phase. At this stage the negotiators to deal with the basic ways of bargaining particularly familiar with, so you can help to get their own advantageous position. Concession is the focus of the talks, must be careful to treat in the negotiation. Remember in seven or eight set of negotiations, the buyer is stick to their principles, step not to let on the problem of breach of contract, I think it is likely to make the stalled negotiations both sides cannot continue. So in the actual negotiations should let let step is also possible. In the eight analog negotiations is the most important thing I think bargaining stage both sides should give their grounds for a price or price, it is easier to persuade the other party. In five or six groups of negotiations, the buyer give preference to the other commodity marketing rights to ask for the price cut is an excellent way to
.
.
temptation.
The third is to be particular about manners. The role of international business negotiation etiquette is self-critical, 2 it is to respect people, 3 it is to reflect a country's civilization degree. As a negotiator in the negotiations should pay attention to dress neatly, pay attention to personal hygiene, stable manners to natural and graceful, elegant, natural looking honest and kind.
The fourth is to different countries and regions, business negotiation style. Although we is not involved in the process of simulation of this stuff, but in the process of actual if familiar with the negotiations style can be made on the basis of some good to make negotiation go smoothly.
Through this semester of study, learned a lot about the knowledge of the negotiations, benefit, which laid a foundation for later work. I think this semester simulation negotiation is very useful. I think after simulated negotiations should pay attention to the following questions:
1. Before the talks the two sides should communicate well, including both the background information, the management of financial situation, and agreed to purchase the commodity name, article number, etc. Both sides to clear his position and in the process of negotiation of the said shouldn't say.
2. All staff to do their job in the course of the negotiation, from the aspects of their position, reduces the price or price request. As purchasing
.
.
supervisor can say more recent purchase of material to depreciate or delay the payment, and so on. Each member to participate, in the course of the negotiation, of course, the talk is to speak the most weight is also the most. Negotiations for the first time we set each member has to speak, but apparently the main talk about the status of no apparent, so the second time we speak some members did not cause some of the negotiating process.
3. The negotiation language doesn’t be too aggressive, although a simulated negotiation language or a exquisite one is better. In the actual do not always say in the process of buying and selling in righteousness, even if the business done but as long as to get to know each other, later will have a chance to cooperate.
4. Try to include all aspects of negotiation process. Price, quantity, terms of payment, trade way, insurance, commodity inspection, etc are involved. All aspects of professional knowledge to have a deep understanding, as liquidated damages, the proportion of the insured amount, etc.
5. The negotiating process also needs to show another person. I think is mainly composed of the main party of doubt personnel to control negotiation situation and process, such as to put forward the problems of stop or break.
These are my rough summary above I am in others writing saw more detailed summary. I'll write out my summary.
1, determine the negotiations attitude
.
国际商务谈判启示与体会
