How to Succeed in Business Negotiation The Preparation is the Key to Successful Business Negotiations如何取得商务谈判的成功论商务谈判的准备是成功的关键.doc
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1、How to Succeed In Business Negotiation-The Preparation Is the Key to Successful Business Negotiations n Abstract: This paper firstly introduces the background with global economic development , foreign trade is continuously expanding, causing the commercial negotiation of inevitability. It then comb
2、ines in business negotiations, with no ready work failure negotiations case proof business negotiation has prepared in business negotiations the importance of success. It elaborates the five preparatory work of business negotiation, namely around negotiations were investigated, organization talks te
3、am, Clear negotiations target, draft negotiations plan and for negotiations etiquette and language skills preview , Finally the simulation of negotiations are ready to drill, that is to explain negotiations preparation is the key to obtain the successful business negotiations.n Key words: business n
4、egotiation; preparation; drill如何取得商务谈判的成功:论商务谈判的准备是成功的关键 n 摘要:本文首先通过背景介绍随着全球经济的发展,对外贸易不断扩张,导致商务谈判的必然性;然后结合在商务谈判中,由于没有做好准备工作的失败谈判案例证明商务谈判准备在取得商务谈判成功的重要性。阐述商务谈判准备的五个准备工作,即围绕谈判进行调查研究、组织谈判队伍、明确谈判目标、拟订谈判计划以及对谈判的礼仪语言的技巧预习;最后通过模拟谈判的准备来进行演练,说明谈判的准备是取得商务谈判成功的关键。关键词:商务谈判;准备;演练Contents1. Introduction52. Busine
5、ss negotiations preparation overview53. Business negotiation background investigation63.1 Background investigation and analysis63.2 For negotiation opponent investigation63.3 To negotiate their own understanding73.4 The analysis of information74. Successful business negotiations organization prepara
6、tion84.1 Organizations constitute84.2 Organizations management95. Business negotiation scheme formulation95.1 Business negotiation plan requirements95.2 Negotiations goal setting95.3 Negotiation strategy deployment105.4 Negotiation topics and timing of the selected105.5 Negotiation site selection105
7、.6 Business negotiation scene decorate106. For successful business negotiations etiquette and language skills preview116.1 Negotiations etiquette116.2 Negotiation language116.3 Cultural differences and business negotiation116.4 Negotiations of language and non-language culture126.5 Negotiation langu
8、age communication and psychology126.6 Foreign-related negotiation of etiquette and taboo127. Mock negotiation and necessity of preparation and drill128. Conclusion13Works Cited14 How to Succeed In Business Negotiation-The Preparation Is The Key to Successful Business Negotiationn n 1. IntroductionSi
9、nce Chinas reform and opening-up, Guangdong foreign trade exports remain a certain speed development. Todays world economy is open economy, economic activity is a worldwide develop. Any country can only rely on their resources, production ability, scientific technology to meet domestic demand. With
10、the continuously development of socialized production, whether science and technology of advanced countries, and poor countries, should pay attention to study using the strongpoint of other countries, from others of scientific and technological achievements. Since China entered the WTO, along with t
11、he further expansion of foreign trade in China, the urgent need to introduce advanced foreign technology, equipment and management experience, the development of commodity economy. Guangdongs economic in continual development, to expand foreign export, develop foreign trade, must learn foreign trade
12、 negotiations. And business negotiations preparation for the result of the negotiation plays a key role.There have such an example: China to negotiate a team to the Middle East country on a project contract with the negotiations. In the prattle, China is responsible for the commerce clause members i
13、nadvertently commented on the Middle East prevalence of Islam, causing the other members displeasure. When it comes to substantive issue, each other more radical business negotiations personnel slightest concession and repeatedly reveal withdraw negotiations intentions. Cases appeared in the main ob
14、stacle to communicate responsible members of the Chinese business terms inadvertently commented on the Middle East prevalence of Islam. Chinese negotiators in negotiations should know each other before the customs and be fond of, avoid similar with this happening again, so-called mutant can ever vic
15、torious. The mutant, a hundred battles with no danger”. In an official business negotiation, before negotiators need to have negotiation opponent through all understanding, which requires the negotiators to do a great deal of preparation work. Negotiation is the preparation doing perfect for negotia
16、tions success has key role, business negotiations preparation in business negotiations are very important.n 2. Business negotiations preparation overview In a business negotiation, the preparatory work is critical. Most major negotiations in the preparation stage work are finished. The preparations
17、of the business negotiation generally includes negotiating background research, negotiation organization preparation, negotiation plan business establishment task.n 3. Business negotiation background investigation In business negotiations should be prepared to themselves and each other before backgr
18、ound investigation data of, arrange for a perfect material. n 3.1 Background investigation and analysisThe negotiation is certain legal system and a particular political, economic, cultural under the influence of the social environment. They will directly, indirectly affect the negotiations. Negotia
19、tions, especially foreign business negotiation of environmental factors including negotiation to countries all the objective factors. Such as its political, legal and social culture. The economic construction, natural resources, infrastructure and climatic conditions with geographical position, etc.
20、 Analysis in negotiation opponent local economic status, and understand the local business practices, help formulate appropriate negotiations strategies. For instance the enterprise decision-making processes where, how, how to enterprises management level, etc. Next, economic situation also not allo
21、w to ignore. Changes in the economy might to enterprises decision and product sales bring tremendous influence. For example, this place to have adopted new trade control measures, etc. Notice also that the target market. Of the target market survey can from three aspects. First , demand. Including t
22、arget market on the product market demand, demand structure, the demand of satisfaction, potential requirements, etc. Through investigation, to find out the target market on consumers consumption psychology and consumption demand, basically master consumers for this product expense intention, object
23、ive estimation this products competitiveness, favors and negotiation opponent bargaining and obtain better economic benefits. Second , sales information. Including such products in the past few years of sales, sales amount and price changes, this kind of products are in the local production and inpu
24、t of the trend of development. Through the investigation of sales, can make the negotiator generally grasp market capacity, determine product sales quantity or purchase quantity. Third, the situation of competition. Inclusion target market competition the number, production gage touch, product perfo
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