THE SUMMARY OF INTERNATIONAL BUSINESS NEGOTIATION
This semester we have learned the International Business Negotiation. Our teacher let us to negotiate with our classmates according to the cases in the final exams.Here is my summary of learning this course.
1. The negotiation process
This morning, we have negotiations with our opponents. We have prepared for the negotiation seriously. We have made the planning book, negotiation scheme, negotiation strategies; we also made the financial statements. We both have not communicated with each other before, so there’s unpredictability of the results during the negotiation. We have three questions, where the three production lines were built, patents, and a controlling stake. We have three kinds of goals, the superior, middle, and the worst. During the negotiation, the other party stick to one problem, even want to overtake us in their own opinions. These three questions on both sides appeared a lot of differences, the results are difference with our previous forecast, and we didn't cooperate on any one question. So in the end, we failed to reach a good agreement. However, in terms of the whole negotiation, I think although the result is not ideal, the whole process is full of the unknown foresight, to rival psychological speculation, the longing for a goal.
2. The negotiation experience
I'm the technical director in the negotiation; this is my first time to participate in international business negotiation, so for me it is very meaningful. Our group did the full preparation for the negotiation, the analysis of the material, the advantages and disadvantages on both sides, and then everyone is ready to find his lines. The whole process is an everyone cooperation consultation process. For the negotiations, I have some results as follows:
1.1. I think the people for the whole negotiation is important, negotiators determine the negotiating style, I think in the process of negotiations, instrument, expression, action, skill is very important. And the main negotiator coordination is very important. Our group in the negotiations, this aspect was not well done, our own respective division of labor is clear, everyone prepared themselves for the block, and the main negotiator mastery of the whole negotiation did not reach the designated position. So in the process of negotiation, our group has not shown very good coordination.
1.2.In the negotiations we should pay attention to timing, fair competition. We should use more negotiation strategies in the book. Such as good cop/bad cop strategy, lowball/highball strategy, bogey and so on. But when we negotiate with our opponent, we seldom use them, before that we have planned to use the negotiation strategies in the book, but
