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1、INTERNATIONAL BUSINESS NEGOTIATION,INTERNATIONAL,What are the focuses?,Basic negotiation theories: negotiation motivation, negotiation structure，win-win concepts, CPN, law of interest distribution, negotiating power, law of trust, Game theory in negotiation, personality vs negotiation modes, cultura
2、l pattern vs negotiation patternCase study: famous cases facilitating understanding of the theoriesNegotiation practices: simulations, team work, group discussion, Q&A, negotiation competition,What are the focuses?Basic neg,国际商务谈判：理论、案例分析与实践(第五版)英文版课件chapter-1,Introduction Case,Characters: Mr Zhang:
3、 a teacher of a middle school His wife: a teacher of a primary schoolHis son: a university graduate, applying for the entrance into a foreign university for post graduate study,Event: 120,000 yuan of depositMr Zhang: a car for travellingHis wife: a new flatHis son: financial support for studying abr
4、oad Question for consideration: how to distribute the limited deposit,Introduction CaseCharacters:Ev,Unlimited Demand of Humanbeing,Limited Natural Resources,Unlimited Demand of Humanbeing,Economical,Political,Religious,Cultural,Conflicts,Fighting,Negotiating,Economical PoliticalReligious,NEGOTIATIO
5、N,A process of communication;to manage conflicts; to come to an agreement, solve a problem or make arrangements,FirstThe outcome of negotiation is a result of mutual giving and taking. One sided concession or compromise can not be called a negotiation in the real sense.,Second, negotiations happen d
6、ue to the existence of conflicts; however, no negotiations can proceed smoothly and come to a satisfactory solution without collaboration between the participants.,Third, in spite of inequality in negotiators strength and power, all negotiators, no matter strong or weak, have the right to say “no” t
7、o the conditions put forward by the other party, which is a show of equal right of the negotiators.,NEGOTIATIONA process of commun,国际商务谈判：理论、案例分析与实践(第五版)英文版课件chapter-1,CONFLICTS,A dispute, disagreement, argument between interdependent parties who have different Conflicts block peoples ability to sat
8、isfy their interests,First, parties in conflict are interdependent, which means there remains a kind of relationship developed by interrelated interests and concerns.,Second, both different and common interests coexist,Third, two parties in conflict will naturally fight for each others own interests
9、 and make every effort to gain more from the other side, as a result it will reduce gain of interest expected initially.,CONFLICTSA dispute, disagreeme,国际商务谈判：理论、案例分析与实践(第五版)英文版课件chapter-1,STAKE,Value of interests gained or lost, costs incurred or avoided;Stakes compared to status quo, options, alte
10、rnatives;or short or long term interests, underlying desires and issues,First, negotiating parties may either gain interests or loose interests during negotiations. Only when a party has stakes connected with the issues to be talked, can it becomes actively engaged in the negotiation.,Second, free l
11、unch is not provided. To get what is desired, both parties have to pay for the gaining at either high cost or low cost depending on how well negotiators manage the situation.,Third, how much of stakes can be gained and whether a particular gain is the one that a party desires for is also gauged in v
12、iew of the current situation.,STAKEValue of interests gained,国际商务谈判：理论、案例分析与实践(第五版)英文版课件chapter-1,NEGOTIATION,A process of communication;to manage conflicts; to come to an agreement, solve a problem or make arrangements,CONFLICTS,A dispute, disagreement, argument between interdependent parties who h
13、ave different Conflicts block peoples ability to satisfy their interests,STAKE,Value of interests gained or lost, costs incurred or avoided;Stakes compared to status quo, options, alternatives;or short or long term interests, underlying desires and issues,NEGOTIATIONA process of commun,Case Study,Wh
14、at are the major reasons that Chrysler misses its opportunity entering China automobile market? What is the opportunity cost of Chrysler?,Chrysler Missed the Best Opportunity Entering China Automobile Market,Case Study What are the major,Case Study,Chrysler Missed the Best Opportunity Entering China
15、 Automobile Market,(1) What do you think are the most important interests of US in this negotiation framework? (2) What are the Americans long term interests behind the trade dispute?(3) In market economy, who has the final say about the reduction of trade deficit?(4) In the Section Two, US demands
16、China to withdraw its request for WTO consultations and not take any retaliatory action against US actions against China. What do you consider these requests?(5) In the Negotiation Framework, the US not only sets the quantity and date requests for China to follow, but also demands China to do policy and legal related improvements. What do you think of these requests?(6) From this Negotiation Framework, what do you learn about the American negotiation style, the American government and its president Trump?,Case Study Chrysler Missed the,
