Chapter6closingthenegotiation談判的終局階段Introduction:Afterthepreparation,biddingandbargainingcomestheclosingperiodofnegotiation.Toreachanagreementthepartieshavetoexperiencethetwophasesofmakingthedealandformallysigningthecontract.Throughthebargainingprocess,bothpartiesaregraduallyagreeingonsomepointsandtheyaretryingtomakethedealfromtheirownperspective.Oncetheagreementissettled,thecontractshavetobewrittenoutandtheeconomiccontractshouldbesignedinaformalway.Thischapterdiscussessomepointsofclosingthenegotiation,introducessometacticstowardsagreement,givessometipsoncontractsigningandnegotiationsummary.Inthischapteryou’lllearn:Whomakesthedecisiontoclose;Whenitistimetoclose;Tacticstowardsagreement;Tipsoncontractsigning;Summaryofthenegotiation.6.1closingthedeal結束談判6.1.1whomakesthedecision誰來作決定Thedifferencebetweenasuccessfulandanunsuccessfulnegotiatoristheabilitytocloseadealwhenithasreacheditsmaximumlevelofdistributing“enough”amongallparticipants.Thedealisbestclosedwhentheagendahasbeenexhausted.Buyersusuallyhavethesayastowhenadealwillbeclosed,buttheycanbeencouragedtodosobysavvysellers.Thisiswhyeverysalesforceintheworldhasits“closingspecialist”whosejobistoconvincethebuyerthat“enough”hasbeenhadandit’stimetotransactthedeal.Internationalnegotiationsdifferonlyinthefactthatthebuyer/investorisusuallymuchbetterinformedthanastandardcustomer.Bothbuyerandsellerhaveanequalchancetoclosethedeal,andthemoreproactivethedecisionmakeris,thegreaterchanceofcontrollingtheprocesshe’llhave.6.1.2whenisittimetoclose什么時候結束Todetermineifit’stimeforclosure,herearesomequestionstoaskeitherdirectlyorindirectly:Haveallpointsoftheagendabeendiscussed?Havethetechnicalaspectsofthedealbeenreviewed?Havethelocalandinternationallawsapplicabletothedealbeenresearched?Areallactivepartiestothedeallogisticallycapableofwillbeobviousdiscussionsabouthowtohandlethenextstage,calculationsonmattersthathavebeendiscussed,reviewsoftheteam’sperformance,orfreshplansfortherestofthenegotiation.Aftertherecess,themeetingisre-openedwithaminiatureversionofthestepsthataretakentoopenanegotiation.Afewmomentsofice-breaking,asweagainattuneourwavelengths.re-statetheprogressmadeonagreedplanConfirmrestofagreedplanorsuggest/agreechangestoit.Re-openingstatements,definingpositionsandinterestsastheyarenowperceivedandpavingthewaytofurthercreativedevelopment.Recessingispotentiallyaveryinfluentialdevice.Disciplinedusecanmakeitadevicethathelpsustowardsprofitableco-operation.6.2.3settingdeadlines規(guī)定最后期限Definingthetimebywhichanegotiationmeetingmusthavefinished(“Iambookedonthe11;40plane”);orthedeadlineforaseriesofnegotiations(“I’minstructedtoofferthistoABCCompanyifwecannotagreebefore14March”).Theseareseenasthreats;theycancauseresentmentandcounter-aggression.However,ifthedeadlineisagreeduponbythetwoparties(notsimplyimposedbyoneofthem)thentheatmospherebecomesmorecollaborative.Contrastthefirstquotationaboveandthefollowing:“Itwouldbeagreathelptomeifwewereabletoconcludethismeetingintimetocatchthe11:40plane.Woulditbeallrightwithyouifweaimtomoveatthatspeed?”Therearepositiveimplicationsforsettingadeadlineforthenegotiations.Thesettingofadeadlinehelpstoconcentratethemind,theenergy,theeffort,andthespeedofachievement.Thereis,however,anegativeinfluenceifeitherpartyfeelsadeadlinehasbeenimposedtooearly.6.2.3fulldisclosure/thestraightforwardstatement攤牌Literally,thismeanscompletereadinesstogivetotheotherpartyallone’sinformation.Inpractice,therewillalwaysnesomeelementspeopleareunwillingtodiscloseandsomeotherelementstheyareunabletodisclose.Wethereforehavetointerpret”fulldisclosure”asmeaningthedisclosureof90percentofwhatweperceive.Therearesomenegotiatorswhosecharacterisstronglyinclinedtowardsopennessandfrankness.Thispatternofbehaviorcanbehighlyproductive,inducingtheotherpartytorespondandtocooperate.“Fulldisclosure”thenbecomesanadvantage,providingthatitisusedinconjunctionwithalltheskillsofnegotiationtowardsagreement.Itis,ofcourse,afataldisadvantagewhen“fulldisclosure”isofferedtootherswhosesoleinterestliesintheirownadvantage.Thestraightforwardstatementthatonecannotofferthefullpriceasked,orcannotaffordtowaitthefulldeliverytime,iftrue,isconstructive.Itisanelementoffulldisclosureanditenablesthepartiestogethertoconcentrateontheproblemandtosearchforsolutions.Thesametactic,“allI’vegotis60percent…”canofcoursebedifferentlyusedbyonepartytogetindependentadvantage.6.2.4Lubrication/TheGolfClub聯(lián)絡感情Lubricationisanart.Itmaybemoreorlesssubtle.Itisnotnecessarilythesameasbribery.Thereareplentyofdifferentwaysofofferinginducementstonegotiators.Informandextent,thepatternvariesfromoneregiontoanotheranditneedslocalexpertisetomanagetheprocess.Insomecultureslubricationisanessentialingredientfromnegotiatingtowardsagreement.Itisaningredienttheskillednegotiatormustprovidefor,evenwhenhehimselfisnottherightpersontohandleit.TheGolfClubisatactictobeusedattimeswhentheteamsarereachingstalemateandprogressisinterrupted.Thetacticisfortheteamleaderstoagreetomeetinformallyinsomeenvironmentthatencouragesmutualtrustandopenness.FormanypeoplethatatmosphereofmutualtrustandrespectisfoundintheGolfClub.ForEnglishmen,itisfoundintheGentlemen’sClub.ForFinns,itisinthesauna.ForJapanese,itisfoundinthebathhouse.Thistactichaspositiveadvantagesinrefreshingthecooperativespiritbetweentheparties,inenablingthemtorecognizeissuesincommon,andinprovidingtimeandopportunityfornewinitiativestodevelop.Onedisadvantageisthattheteamleadersareseentobeoperatingindependentlyoftheirrespectiveteams.Butifusedsparingly,itisaproductivetactic.6.2.5thestudygroup各個擊破Whenthenegotiationsbetweenteamsgetboggeddown,itisthenhelpfultosetupasub-group.Forexample,whenmattersarereachinganimpasseoverdelivery,thentheproductionpeoplefromthesupplierscanformasub-groupwithoneortwomembersofthepurchaserstofindmeansofresolvingthedeliveryproblemtotheirmutualadvantage.Atthesametimethemainpartiesarefreedtoconcentrateonotheraspectsofthenegotiationsortogivetimetotheirotherduties.6.3tipsoncontractsigning簽約過程應注意的問題Whenbothsideshavereachedanagreementonthemainitems,itshouldhaveawrittenformofacontractoranagreement.Acontractisawrittenagreementbetweenthetwotradingsidesinordertoitemizetherightandobligationsofbothparties.Oncesigned,ithaslegalforce.Thereforeweshouldpaycloseattentiontothesigningofcontract,discusseveryitemquiteseriouslyandinaverydetailedway.Thefollowingaresometipsonsigningacontract.6.3.1thedraftofthecontract合同文本的起草Afterthetwosidesreachanagreementonthemainitemsofthetradingcomesthedraftingofthecontractperiod.Thereistheproblemofwhowilltakethetaskofmakingthedraft.Generallyspeaking,thesidethatmakesthedraftwillbeinapositivepositionofthewholedeal,sothefocusshouldbemoreonthesidewhomakesthedraft.Ifonesidecannotcontrolmakingdraft,theyshouldatleastbeinvolvedwiththeothersideforthisprocess.6.3.2examinationofthequalificationofthecontractsigneranditstradingitems,scopeandprocess對簽約人資格及交易條款、范圍和過程的審查Adisqualifiedcontractsignerissurelyaproblemtothenegotiation.Itmeansthecontractbesignedisinvalid.Thereforeathoroughexaminationshouldbedonetothecontractsigner.Findoutwhethertheothersideiseligibletodothisdeal,seehisbusinesslicence,knowhisbusinessoperatingrangeandcheckhiscapabilitiesofundertakingbusinessactivities.Thetradingitems,scopeanditsprocessshouldalsoanswerforthelaw.Toensurethevalidityofthecontractitmustgothroughlegitimateformatandperfectprocedures.Allthecontractsthatneedspecificproceduresortheapprovalofagoverningbodymustbereportedforapprovalandthecorrespondingproceduresneedtobecarriedoutforthecontracttogetsigned.6.3.3Contractarticlesmustberigidandthrough合同的條款必須嚴密、詳細Forthesakeofeffectiveimplementationofthecontract,itisamusttogivethoroughstipulationofthemainarticlesconcerningthetradingprocessordamagesareverylikelytooccur.Themainarticlesareitemsabouttheproductquality,quantity,timeandplaceofdelivery,methodofdelivery,timelimitofdeliveryandtheliabilitiesagainstthecontractoragre