第一:
商务谈判安排顺序
1. PPT演讲(5分钟)
2. 商务谈判(15分钟)
(备注:请注意商务礼仪,穿正装出席)
第二:
PPT制作内容:
1.封面(公司名称、组员简介)
2.公司简介、产品简介
3.商务调研情况简介
(问卷、实地调研情况、微观环境、宏观环境分析等)
4.公司或产品的优势及市场地位
5.总结
第三:
商务谈判的报告内容:
1.封面(公司名称、组员简介)
2.公司简介、产品简介
3.商务调研情况简介
(问卷、实地调研情况、微观环境、宏观环境分析等)
4.谈判方法及理由
5.公司或产品的优势及市场地位
6.谈判目标(具体阐述)
7.谈判人员的安排确立及具体职责
8.谈判的事前评估
(BATANA的确定、对谈判对手的评估、风险评估等)
9.总结
(备注:模拟谈判前请将ppt及报告的打印稿上交)
第四:
商务谈判时间安排:6.4/6.11第6-11节课
第四五:
商务谈判评分标准:
1.ppt展示(ppt制作、ppt内容、ppt演讲) 20%
2.谈判礼仪 15%
3.谈判事前准备报告25%
4.谈判过程的表现(逻辑思路、成功与否等)20%
5.团队合作、分工20%
备注:谈判过程中,谈判双方都需到场,如若缺席实践分为0.
第二篇:商务谈判的心得
On Commercial Negotiation Techniques
商英5班
Negotiation also is a human activity. It is a basic means of getting what you want from others, it is a process we undertake in everyday activities to manage our relationship, and a process through which parties move from their initially divergent position to a point where agreement may be reached. But a modern definition of negotiation is a process by which two parties attempt to reach an accord that specifies how they will act toward the other.
Nowadays, with the development of economy, commercial English negotiations have been carried out far more frequently in China . ,In an increasingly competitive and dynamic business environment, negotiation is critically important to the success and, ultimately to the survival of companies.
Business negotiation's process is that the negotiators using language to communicate and consult the problems and achieves agreement. How to use correct language to show your opinions reflects the ability of the negotiators. If the skills are not suitable, it will cause misunderstanding or disputes between two parties and even lead to the failure of the negotiation, then it will cause the economy loss. Under such circumstances, the business traders need to master and constantly improve their negotiating techniques to achieve a better result through negotiation.
Commercial negotiation can be considered as a battle fought against negotiators. Negotiators must obey the trade rules, negotiate process and meanwhile maintain their own benefits. Whether the language is used properly or not it will decides the success or failure of the negotiation. Therefore, knowing about this skill is the key to reach a successful business. In order to win the most benefits of their own party, it is necessary to adopt their negotiate skills and language skills .Among them, compliments and persuasion are the most commonly used skills that contribute to a successful commercial negotiation.
Negotiation is basically the verbal communication, and sometimes it is a play of language. “Without communication there is no negotiation, negotiation is a process of
communicating back and for the purpose of reaching a joint decision.” Negotiation is basically the verbal communication, and sometimes it is a play of language.
In commercial English negotiations, both sides must communicate with each other on the equal base in order to get the business settled for the benefits and interests of both sides. Primarily, communication is a source of strength within any organization and never more so than within the negotiation team and the best precondition for high quality integrative negotiation is clear and accurate communication.
There are serval normal rules of negotiation, The following rules of attentive listening may help you become a successful negotiator.
1. Be motivated to listen.
2. If you must speak, ask questions.
3. Be alert to nonverbal cues.
4. Let the other party tell her story first
5. Do not interrupt when the other party is speaking.
6. Fight off distractions.
7. Write everything down.
8. Listen with a goal in mind.
9. Give the other party your undivided attention.
10. React to the message, not the person.
11. Don’t get angry.
12. Remember, it is impossible to listen and speak at the same time.
Negotiators need to know better about the language skills, such as compliments, persuasive skills, and how to express indirectly to avoid conflicts, so as to make the negotiation succeed. We know the essence of negotiation is that it is not about winning or losing, it is about striking a deal which is satisfactory to both sides.
Since the purpose of negotiation is to resolve the difficulties that stand in the way of an agreement. It is a back-and -forth communication designed to reach an agreement when you and the other side have some interests that are shared and other interests that are opposed. It is no doubt that Your efforts should be directed towards
ensuring that it is more satisfactory to your side than to the other. In order to achieve the goal we have decided before, we need to pay more necessary attention to the related process.
There are seven normal skills of negotiation, we should take it into account since it is also very important in English negotiation.
1. Set out to reach a win-win situation. Both sides should leave the negotiation feeling they’ve come away with something and that they’re satisfied.
2. Start positively and appreciatively. Always begin by saying something positive and appreciative to the person you’re negotiating with. For instance, “I’ve noticed how hard you’ve been working,”or “you really did a good job on that report.” It will increase the good will on both sides.
3. Don’t get drawn into a fight. If the other person is angry or hostile, then refuse to get drawn into it or to fight. Keep smiling and being pleasant and sooner or later they’ll calm down.
4. Get clear about your bottom line. Decide, in advance, what really matters to you and what doesn’t... In other words, where you’ll compromise and where you won’t. Then stick to it.
5. Give yourself room to maneuver. Make sure you have something to offer the other person, as well as something you want.
6. Listen, and keep listening. It’s vital to really understand what the other person is saying and their point of view. To listen shows respect and good intentions, and will make the other person feel valued.
7. Keep your options open. If you don’t get what you want then resist the impulse to insult the other person or storm out. End the negotiation politely, and with a smile. That way you can always try again later.
Therefore, the proper use of skills may help to lay the successful foundation in business negotiation. We will therefore be more successful if we can run a negotiation with outstanding negotiation techniques.