商務英語談判技巧大綱
Phases of Negotiation
According to Robert Maddux, author of Successful Negotiation, negotiation is the process we use to satisfy our needs when someone else controls what we want. In business negotiations, the two parties endeavor to obtain their business goals through bargaining with their counterparts. Business negotiations are conducted in the following four phases: the preparation phase, opening phase, bargaining phase and closing phase.
Preparation phase
1. Choosing your team
The negotiation team should include members in the following areas:
Commercial: responsible for the negotiation on price, delivery terms, and commercial policy of risk taking.
Technical: responsible for specifications, programs, and methods of work.
Financial: terms of payment, credit insurance and financial guarantees.
Legal: contract documents, terms and conditions of contract, insurance and legal interpretation.
Interpreter: familiar with the foreign language needed as well as the negotiation-related knowledge, and having certain communication skills.
The most important role in the team is the chief negotiator (CN), who is supposed to possess the following qualities: sociability, shrewdness, adaptability, patience, endurance. Other than that, extensive knowledge, clear oral expression as well as strong leadership are also important for a CN.
2. Gathering and analyzing information
Valuable information covers the areas in political, legal as well as business system, market research, financial policies, infrastructure and logistics. The knowledge on the counterpart is also necessary. With the information at hand, it is time do a feasibility study to adjust our goals to be achieved.
3. The negotiation plan
The plan defines the negotiating objectives, sets the minimum acceptable level for each term, and states the time control, initial strategy, the tactics and others including the location, personnel and facilities needed. A well-designed plan allows more flexibility in different situations and guides the negotiators through the negotiation process without getting off track.
