InternationalBusiness

NegotiationEnglish

EditionCourseware?

Introduction?

International

BusinessNegotiation

Theory?

International

BusinessNegotiation

Skills目錄?

Cultural

factors

in

internationalbusiness

negotiations?

Analysis

of

Practical

Cases

inInternational

BusinessNegotiation?

Ethical

and

Legal

Issues

inInternational

BusinessNegotiations目錄Introduction01Course

IntroductionCourse

objectivesThiscourseaimstoprovidestudentswiththeknowledgeandskillsnecessaryforeffectiveinternationalbusinessnegotiationsCourse

structureThecourseisdividedintosixmodules,eachfocusingonadifferentaspectofnegotiation,includingnegotiationtheory,negotiationstrategies,andcrossculturalcommunicationCourse

materialsThecoursematerialsincludeatextbook,casestudies,andonlineresourcestosupportthelearningprocessThe

definition

and

importance

of

negotiationDefinitionNegotiationisaprocessinwhichpartiesattacktoreachanagreementthatisbeneficialtoallpartiesinvolvedImportanceNegotiationisimportantininternationalbusinessasithelpstoresolvedifferences,establishrelationships,andachievebusinessobjectivesThe

characteristics

and

challenges

of

internationalbusiness

negotiationsCharacteristicsInternationalbusinessnegotiationsarecharacterizedbyculturaldifferences,languagebarriers,andthecomplexityoflegalandregulatoryframeworksChallengesSomeofthechallengesfacedininternationalbusinessnegotiationsincludeunderstandingtheotherparty'sperspective,managingculturaldifferences,anddealingwithlegalandregulatoryissuesInternationalBusinessNegotiationTheory02Win

win

Negotiation

Theory?

Thistheoryemphasizesthatbothpartiesinnegotiationscangainbenefitsandachievewin-winthroughcooperationandmutualbenefit.?Winwinnegotiationtheoryisbasedonthebeliefthatitispossibleforbothpartiestoachievebeneficialoutcomesinanegotiation,throughcooperationandmultiplegainsItemphasizestheimportanceofunderstandingtheneedsandinterestsoftheotherparty,andseekingsolutionsthatarebeneficialtobothpartiesThistheorypromotespositiverelationshipsandtrustbuilding,leadingtomoresustainableandlongtermagreementsPrinciple

Negotiation

Theory?

This

theory

advocates

negotiations

based

on

theprinciples

of

fairnessand

impartiality,

emphasizingproblem-solvingrather

thanstandoff.Soft

Hard

Negotiation

Theory?

This

theory

suggests

that

negotiators

canchoose

soft

or

hardnegotiationstrategies

based

on

thenegotiation

situationand

theopponent.The

Stages

and

Process

of

Negotiation?

Negotiation

usuallyincludes

stages

suchas

preparation,

opening,exploration,

debate,

reachingan

agreement,

and

fulfilling

theagreement.InternationalBusiness03Negotiation

SkillsEstablishing

trust

and

good

relationshipsTrust

is

essential

i…BuildingtrustwiththeotherpartyiscrucialtoachievingsuccessfuloutcomesEstablishing

common

groundIdentifyingsharedinterestsandcommongoalscanhelpcreateafoundationfortrustShowing

respect

and

cultural

sensitivityExaminingtheotherparty'scultureanddemonstratingempathiescanfosterpositiverelationshipsBuilding

personal

connectionsDevelopingpersonalrelationshipswiththeotherpartycanhelpcreateamorerelaxedandtrustingatmosphereEffective

communication

skillsClear

and

decidecommunicationListening

activelyUsingsimplelanguageandavoidingjargoncanhelpensurethatmessagesareunderstoodGivingtheotherpartyachancetospeakandactivelylisteningtotheirpointscanpromotebetterunderstandingNon

verbal

communicationConfirming

understandingPayingattentiontobodylanguage,legalexpressions,andtoneofvoicecanprovideadditionalinformationRepeatingorsummarizingwhattheotherpartyhassaidcanensurethatyouhaveunderstandingtheirpointscorrectlyQuestioning

and

answering

skills要點(diǎn)一要點(diǎn)二Open

vs.

closed

questionsProbing

questionsUsingopenquestions(e.g.,"Howdoyoufeelaboutthat?")canencodetheotherpartytosharemoreinformation,whileclosedquestions(e.g.,"Doyouagree?")canbeusedtogatherspecificfeedbackAskingprobingquestions("Whydoyouthinkthat?"or"Whatwouldhappenif...?")canhelpyougainadeeperunderstandingoftheotherparty'sperspectiveQuestioning

and

answering

skillsAnswering

questionsWhenansweringquestions,behonest,reason,andavoidgivingawaytoomuchinformationRedirecting

questionsIfaquestionistoosensitiveorinappropriate,redirectittoamoreneutraltopicoraskaquestionofyourownStrategies

for

coping

with

pressure

and

deadlock?

Dealingwithpressure:

Recognizing

when

you

arefeelingstressedandusingstress

management

techniques

canhelpmaintain

calmnessduringnegotiationsCultural

factors

ininternationalbusiness04negotiationsThe

influence

of

culture

on

negotiationsLanguage

barriersLanguagedifferencescancreatemisunderstandingsandcommunicationdifferences,affectingtheprogressofnegotiationsValues

and

beliefsDifferentculturalbackgroundsmayleadtodifferentvaluesandbeliefs,whichcaninfluencenegotiationstrategiesandoutcomesSocial

termsSocial

terms

and

conditionsin

different

cultures

canaffect

theway

people

have

and

interact

duringnegotiationsThe

importance

of

non-verbal

communicationBody

languageEye

contactPhysicaldistanceNon

verbal

cues

such

asfactual

expressions,

posts,

andstyles

can

convey

messagesthat

are

just

as

important

aswhatissaidverballyEye

contact

is

a

key

indicatorof

trust

and

respect

in

manycultures,

and

lake

of

it

can

beinterpreted

as

disinterest

orrespectThe

distance

people

keepduring

a

negotiation

canreflect

their

comfort

level

andattitude,

which

can

influencethenegotiationprocessCultural

Differences

in

Time,

Space,

and

EtiquetteTime

orientationSomeculturesaremorefocusedontime,whileothersaremoreflexible,whichcanaffecthownegotiationsareapprovedandscheduledSpace

usageDifferentcultureshavedifferentideasaboutpersonalspaceandterritory,whichcaninfluenceseatingarrangementsandthenegotiationenvironmentEtiquette

rulesUnderstandingandfollowingtheetiquetterulesofotherculturesareessentialformaintainingrespectandbuildingtrustduringnegotiationsMethods

for

resolving

cross

cultural

conflicts01

0203Empathy

andOpenMediationunderstandingcommunicationTryingtounderstandtheotherparty'sperspectiveandculturecanhelpresolveconflictsbyreducingmisunderstandingsCommunicationshouldbeopen,honest,andattentive,evenwhendealingwithsensitiveorcomplexissuesIfnecessary,aneutralthirdpartycanhelpresolveconflictsbyfacilitatingcommunicationandbridgingculturaldivisionsAnalysis

of05Practical

Cases

inInternationalBusinessNegotiationTrade

negotiation

casesCase

1NegotiationofacontractforthesaleofgoodsbetweenaChineseandaUScompanyCase

2NegotiationofacontractforthepurchaseofrawmaterialsbetweenaGermanandanIndiancompanyCase

3NegotiationofacontractforthesupplyofservicesbetweenaBritishandaBraziliancompanyCase

4NegotiationofacontractforthepurchaseofintellectualpropertyrightsbetweenaJapaneseandaCanadiancompanyInvestment

negotiation

casesCase

4Case

2DNegotiationofaninvestmentprotectionagreementbetweenaJapaneseandaMexicancompanyNegotiationofanacquisitionagreementbetweenaGermanandanAustraliancompanyCBCase

3Case

1ANegotiationofastrategicpartnershipagreementbetweenaBritishandaSouthAfricancompanyNegotiationofajointventureagreementbetweenaChineseandaUScompanyTechnology

transfer

and

cooperation

negotiationcasesCase

1Case

2NegotiationofatechnologytransferagreementbetweenaChineseandaGermancompanyNegotiationofaresearchanddevelopmentcooperationagreementbetweenaUSandaBritishcompanyCase

4Case

3Negotiationofastr