Negotiations国际商务谈判考试重点.doc

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1、Negotiations国际商务谈判考试重点Negotiations:aprocessofconununicationbetweenpartiestoNegotiations:aprocessofcommunicationbetweenpartiestoNegotiations:aprocessofcommunicationbetweenpartiestonumageconf1ictsinorderforthemtocometoanmanageconflictsinorderforthemtocometoanmanageconflictsinorderforthemtocometoa

2、nagreement,solveaproblemormakearrangements.agreement,solveaproblemormakearrangements.agreement,solveaproblemormakearrangements.Conflicts:adispute,disagreementorargumentbetweentwoorConflicts:adispute,disagreementorargumentbetweentwoorConflicts:adispute,disagreementorargumentbotweentwoormoreinter

3、dependentpartieswhomoreinterdependentpartieswhomoreinterclependentpartieswhodifferentandcommoninterestes.differentandcommoninterestes.differentandcommoninterestes.Stakes:thevalueofbenefitsthatmaybegainedorlost,andtheStakes:thevalueofbenefitsthatmaybegainedorlost,andtheStakes:thevalueofbenefitst

4、hatmaybegainedorlost,andthecoststhatmaybeincurredoravoided,coststhatmaybeincurredoravoided,coststhatmaybeincurredoravoided.Negotiationprocedure:1.introductionofteammembersNegotiationprocedure:1.introductionofteammembersNegotiationprocedure:1.introductionofteammembers2.negotiationagenckianditsar

5、rangement3.forma1negotiation2・negotiationagendaanditsarrangement3.formalnegotiation2.negotiationagendaanditsarrangement3.forma1negotiation4・wrappingup.4・wrappingup.4.wrappingup.Generalstructureofnegotiation:1.cletermineinterestsandGeneralstructureofnegotiation:1.determineinterestsandGeneralstru

6、ctureofnegotiation:1・determineinterestsandissues2.designandofferopti（）ns3.introducecriteriatoevaluateissues2.designandofferoptions3.introducecriteriatoevaluateissues2.designandofferoptions3.introducecriteriatoevaluateoptions4.estimatereservationpoints5.explorealternativestooptions4.estimaterese

7、rvationpoints5.explorealternativestooptions4.estimatereservationpoints5・explorealternativestoagreement6.reachonagreementagreement6.reachanagreementagreement6.reachanagreementThereservationpointsmeansthetargetthatnegotiatorshaveThe