国际商务谈判International-Negotiation

《International Negotiation》实验目的及任务一、实验目的通过国际商务谈判场景设计与演练，掌握国际商务谈判的基本流程及相关专业知识，能够熟练运用各种洽谈技巧，有策略地完成国际商务谈判的开局、中期洽谈、僵局处理、及成功结束会谈，成为具备国际商务谈判专业素质及专业技巧的合格商务人才。

二、实验任务1.国际商务谈判的基本流程2.掌握国际商务谈判的基本礼仪、程序、及相关专业知识3.熟练运用各种国际商务谈判策略与技巧4.训练并提升国际商务谈判中的个人专业素质与专业技巧国际商务谈判的程序与策略谈判项目：为卖家购买手机。

II。

谈判团队：三组。

三、双方核心利益、优势与劣势分析。

关于一个公司：一个公司拥有第一个手机品牌，但其价格高于其他手机公司。

关于B公司：B公司有其他供货，但公司需要分批购买。

四、谈判目标：愉快合作，实现双赢。

五、谈判程序和策略1。

准备：对其他公司有很好的了解。

2。

发展战略：一个接一个地前进。

三.开场阶段：直奔要点。

4。

建筑理解：相互理解。

5。

讨价还价过程：双方退一步。

6。

收尾阶段：签订合同。

Procedure and Strategies of International Business NegotiationI. Negotiation Item：Buying mobile phones for sellers.II. Negotiation Team：The three group.III、 Analysis of core interests, strengths and weaknesses for both parties.About A company: A company has the first mobile phone brand, but its price is higher than other phone companies.About B company: B company has other Supply of goods, but A company needs to buy in batches.IV. Negotiation Objectives：To make a good cooperation happily and achieve the win - win.V. Negotiation Procedures and Strategies1. Preparation: Having a good understanding on the other company.2. Developing strategies: Go forward one by one.3. Opening stage: Come straight to the point.4. Building understanding: Mutual understanding.5. Bargaining process: Both sides take a step back.6. Closing stage: Sign a contract.谈判议题:买方向卖方求购手机甲:卖方代表A公司乙:买方代表B公司角色介绍甲方:甲首(甲方首席代表)、甲副首(甲方副首席代表)、甲项(甲方项目经理)、甲财(甲方财务总监)、甲法(甲方法律顾问)乙方:乙首(乙方首席代表)、乙副首(乙方副首席代表)、乙项(乙方项目经理)、乙财(乙方财务总监)、乙法(乙方法律顾问)经过人员介绍谈判开始甲首: Good morning , Mr. Wang, glad to meet you!乙首: Good morning , Mr. Sun, we hope we can cooperate happy.甲首: Today we can gather here , which shows that we are eager to cooperate with each other , so I hope we can make a good cooperation happily and can achieve the win - win . We believe that your company has fully understood our company - - - - - - - a group is the first mobile phone brand.甲副首: Since 2002, the company has been the top of China ' s most valuable brands for eight years . We believe that you can see the achievements, otherwise will not select us as your supplier.乙首:Yes , we also we are very sincere to seek cooperation as a result of the achievements of your company . Meanwhile, wealso believe that your company knows about our company’s sales so I hope we can achieve long - term cooperation.甲法: Since we both have a same goal , now let ' s have a full discussion about the price of a , one of our cooperation projects . Let our project manager introduce the detailed information甲项: Hello , now let me introduce our cooperation projects , a phone sales . Here are the details : you are required to stock goods every season However , the numbers of the goods are different as the season changes The number of the goods sold in summer is the largest in all , so we made such A project cooperation plan according to your sales .乙项：We also see your company ' s delivery conditions from which we know that your company try to reduce inventory . We are grateful for the considerable discount that you have made. But, will you supply10 percent more?甲财: We are glad to hear you want to have more do you have any more requirement in other aspect ?乙项: We just want to get a discount in the packaging甲财: No problem , this is what we should do .乙法:(接过责任书,相互传阅) According to the law , it can be implemented甲副首: I ' m glad you accept our proposal , then we will talk about the purchase price , we also saw your list of purchases , 5 , 0 0 0 units are wanted We will also offer a reasonable price according to the list . This is our quotation.乙首: After seen your quotation , I think this one will still have considerable space . Can you give us more discounts on the price, especially on the price of the mobile phones? This is our largest purchase quantity; how about giving us more reasonable prices on these two?甲副首: Firstly , thank you for give our company such a big quantity , but you can see our sincerity , it ' s hard to make greater concessions on this aspect乙副首: You also know that we the suppliers we will negotiate with are not only you . We find that your price is higher than other suppliers which we cannot accept. And if we succeeded in negotiations, we will become our long - term partners. 甲副首: You know , in recent years , as the production costs are rising , our prices is almost unchanged . Frankly speaking, our products are designed and packaged according to export standard, so our price is really low.乙财: I' m afraid I can ' t agree with you on this aspect of quotation , I want to say is that you offer than othersuppliers.甲首: So shall we have a discuss before replying ?(讨论几分钟)甲项: Just now we have discussed with the financial , we are willing to make a concession on mobile phones . How about 1899 each? Do you believe our sincerity so we also hope you can show us your sincerity?乙项: Really glad you can give us this price , we are willing to accept this price . In order to show our sincerity, we are willing to accept your suggestion, and believe that you can see our sincerity甲法: I am really glad that we can have a so good atmosphere of negotiations , but I don’t know when your payments will come to us ?乙法:I ' m afraid we cannot pay all , because all that makes a great number . Let our financial introduce the financial condition乙财: I carefully economical just now , as we purchase quantity and your company provides preferential . This bill will added up to millions of money. Such a big amount, we cannot pay you at once. So we suggest how about pay on the installment plan? 甲财: We also have economical , this is indeed a numerousamount . But don’t know how you will pay on the installment plan.乙财: We put forward the installment in your company is the first one week after the arrival of the goods , after our inspection s we will make pay me in these days , as for the rest of the tail section at the end of the year we will pay you at the end of the year , what is your opinion ?甲首: Good for our further cooperation , we are willing to accept your suggestion . Next let us secretary to draft the relevant contract, and I really hope that our cooperation to be happy, next time we meet will be the time when sign the contract. Thank you for your coming乙首:I am pleased that our cooperation could be so happy . Thank you for our hospitality(The negotiations are over)。

国际商务谈判International Negotiation1. 谈判是人们为了协调彼此之间的关系，满足各自的需要,通过协商而争取到意见一致的行为和过程。

2. 参与谈判的各方都是有所求的，但同时也不能无视他方的需要（win —winconcept ）AB3. 谈判是一门科学也是一门艺术。

Negotiation is science and art4. 商务谈判的基本原则Principles ：1) Sincere, true, honest 真诚2)Equality and mutual benefit 平等互利3) Seek common ground while leaving differences 求同存异4) Fairness 公平5. 用图表表示谈判的良性循环6. 用图表解释解决谈判中矛盾的方法（psychology adjustment ） （International law ）solved problemconflictN=C=N Negotiation=Consult=Negotiation7．美国商人谈判风格1)History◆《The Declaration of Independence》独立宣言◆Immigrant from Europe to America◆Open up America◆The spirit of developing America◆Creation2)Americans attach importance on◆Practice 实际◆Keep one’s promise and respect contractsLawyers play a very important role in the negotiation。

Not until they confirm everything in the contract will they sign it. After the agreement，Americans keep it seriously。

第1章国际商务谈判概述第一节国际商务谈判的概念及特点一、国际商务谈判的定义（一）谈判（negotiation）：所谓谈判是指参与各方基于某种需要，彼此进行信息交流，磋商协议，旨在协调其相互关系，赢得或维护各自利益的行为过程。

美国谈判协会会长、著名律师杰德勒•I•尼尔龙伯格在《谈判的艺术》一书中对谈判进行了明确的阐述。

（二）商务谈判（business negotiation）：商务谈判主要集中在经济领域，指参与各方为了协调、改善彼此的经济关系，满足贸易的需求，围绕标的物的交易条件，彼此通过信息交流、磋商协议达到交易目的的行为过程。

（三）国际商务谈判（international business negotiation）国际商务谈判是指在国际商务活动中，处于不同国家或不同地区的商务活动当事人为了达成某笔交易，彼此通过信息交流，就交易的各项要件进行协商的行为过程。

谈判过程充满了复杂的利害冲突和矛盾。

正是这种（冲突），才使谈判成为必要。

二、国际商务谈判的特点（一）国际商务谈判具有一般贸易谈判的共性1、以经济利益为谈判的目的；2、以经济利益作为谈判的主要评价指标；3、以价格作为谈判的核心；（二）国际商务谈判的特殊性1、国际商务谈判既是一笔交易的商洽，也是一项涉外活动，具有较强的政策性；2、应按国际惯例办事；3、国际商务谈判内容广泛；4、影响谈判的因素复杂多样；第二节国际商务谈判的种类一、按参加谈判的人数规模进行划分1、个体谈判：谈判双方各只有一人参加的一对一的谈判在人员的选择上，如果是一对一的（个体谈判），那么所选择的谈判人员必须是（全能型）的。

2、集体谈判：各方都有多人参加的谈判一般来说，关系重大而又比较复杂的的谈判大多是（集体谈判）二、按参加谈判的利益主体的数量进行划分1、双方谈判：有两个利益主体参加的谈判；2、多方谈判：有两个以上的利益主体参加的谈判；三、按谈判双方接触的方式进行划分1、口头谈判：是双方的谈判人员在一起，直接的进行口头交谈协商。

《国际商务谈判》课程教学大纲一、课程基本信息课程编码：0303044B中文名称：国际商务谈判英文名称：International Business Negotiation课程类别：专业方向课程（选修）总学时：32总学分：2适用专业：商务英语专业先修课程：外贸英文函电、国际贸易实务二、课程性质、目标与任务《国际商务谈判》是为商务英语专业三年级学生开设的一门职业教育选修课程，它所涉及谈判理论、实务、技巧是许多专业尤其是国际经济与贸易专业学生必须学习的。

商务谈判论述了商务谈判的基本原理、实务运作及商务谈判的艺术技巧。

通过商务谈判课程地学习，能掌握基本原理，实践操作与谈判艺术，在实际生活工作中灵活运用，游刃有余。

国际商务谈判是一门精深的综合性学科，融多学科、多方面的知识为一体，具有很强的实践性。

国际商务谈判作为一门科学，能产生极大的经济价值，并对国际商务的谈判活动具有重要的作用。

本课程的是使学生了解国际商务谈判的基本原则、具体类型；熟悉国际商务谈判过程的整个程序，国际商务合同鉴定的要点以及如何避免国际商务谈判所涉及的各种风险；使学生掌握国际商务谈判整个过程的程序，具备进行合同条款的谈判，对价格因素进行分析等能力。

三、课程教学基本要求《国际商务谈判》是在掌握相关商务英语专业课程的基础上开设的一门课程，本课程涉及商务谈判的基本理论知识，谈判策略的解读，掌握商务谈判的技巧，理解文化差异对商务谈判的影响，学会分析典型的商务谈判案例。

课程教学活动中使用多媒体教学，教学中要理论联系实际，采用多种教学方法，重视案例教学，提高学生解决综合问题的能力为了使学生直观的了解文化差异对学生的影响，通过影音资料，让学生直接看到国际商务谈判的场景；通过采用多媒体教学，调节课堂气氛；通过课堂讨论，提高学生的语言表达能力；通过模拟谈判，提高学生的谈判技能。

教学中，通过课堂讨论、案例分析提高学生语言表达能力的培养，采取灵活多边的教学方法和模式，增加讨论分析课时。