Business negotiation商务谈判

商务谈判是买卖双方为了促成交易而进行的活动，或是为了解决买卖双方的争端，并取得各自的经济利益的一种方法和手段。商务谈判是在商品经济条件下产生和发展起来的，它已经成为现代社会经济生活必不可少的组成部分。可以说，没有商务谈判，经济活动便无法进行。本思维导图根据国际商务谈判课本脉络进行梳理，适用于预习复习，赶快收藏学起来吧！

Business negotiation

• introduction
  • definition
  • not a competitive sport
• principles
  • negotiation principles
    • 5 basic principles
    • Mutual Gains Approaches
    • ADM ADR
    • be a clever decision-maker
    • small players's principles
  • 5 smarter negotiators
    • get others commit first
    • act dumb,be smart
    • think in real money,but talk in funny money
    • concentrate on issues
    • always congratulate the other side
• Goals
  • dual concerns models
    • inaction
    • problem-solving
    • yielding
    • contending
  • accountability
  • multiple goals
    • instrumental relational identity
    • local regional global
  • comparison China vs USA
• team
  • composing team
    • requirement structure efficiency
  • qualities
    • moral quality
    • temperament
    • professional knowledge
    • language skill
• preparation
  • zero-sum／disributive negotiation integrative／win-win negotiation
  • general ideas
    • factual Information
    • teamwork
    • strategy and biref
  • practicing tactics
• strategies
  • 8 steps win-win 7 features win-lose
  • categories
    • when
    • how
    • where
  • effective strategy
    • BATNA
    • best of options
    • commitments clear and operational
    • outcome legitimate（No one feel be taken）
    • process is efficient／ communication is effective
    • process is to help and improve working relationship
• producers
  • pre-negotiation
    • assessment
    • 6 preparation
      • team
      • Information base
      • credibility study
      • negotiation plan
      • strategy applied
      • face-to-face meeting
  • negotiation
    • opening
      • identify
      • summit
      • respond
    • follow-up
    • identify bargaining
    • conclude
  • post-negotiation
  • inquiry offer counter-offer acceptance
• benficial relationships
  • 6 basic points
  • set right tone
    • inside group
    • at negotiation
    • 11 resolve conflicts
• conflicts
  • 6 principles
    • separate people from the problem
    • distinguish between positions and interests
    • consider BATNA
    • silence is golden
    • persue fairness
    • only one person can get Angry at one time
  • 6 guidelines for winning communications
    • show respect
    • recognize define problem
    • seek a variety of ways
    • collobrate
    • be reliable
    • preserve relationship
• cultural influence
  • proper attitudes (honored respected ~respected tolerated appreciated)
  • differences China vs USA
• styles
  • Japan America North America
  • 5 styles
    • competition
    • accomodation
    • avoidance
    • compromising
    • collabration
• closing
  • steps
    • signals
    • final concession
    • final review
      • identify important points
      • make sure of final concession of each term
      • decide on specific negotiating tactics
      • clarify what has been left unsettled
      • arrange for recording
      • check recording
    • results
    • draft the contract
    • Sign the contract