Business Negotiation 商英一班

李峰东

Well begun is half

done

李峰东商英一班

The overview of Business NegotiationThe general procedures of Business Negotiation

The main contents of Business NegotiationThe basic qualities of Business Negotiation

The etiqutte and tabbo of Business NegotiationThe strategies of Business Negotiation

The basic principle of business

• principle of collabrative

• principle of interest distribution

• principle of trust in negotiation

• principle of intergritive negotiation

•合作 式谈判原则

•利益分配原则

•信任原则

•双赢原则

Randy 白兰地

Whisky 威士忌

Rum 朗姆酒

Vodka 伏特加

At a meetingA company meeting ia

a gathering of a group of peoplefor a controlled discussion with a specific purpose.

Business people spend a lot of time in meeting. many of them complain too much time. How do you ensure that your meeting are productive?

The basic Qualitiea of Business Negotiation

•Being a good listener

•Being realistic•Adaptability•Resourcefulness•Sense of humor•Patience•The ability to articul

ate

LISTENING MORESEEKINK WIN-WIN OPPORTUNITY

KEEPYOUR EMOTIONSURPRISE

FORBEARANCEPERMITTING CONCESSIONS

WORTHLESS ISSUESEXPOSING TRICKS

MAKING COUNTPART APPEARS UNREASONABLE

THE STRATEGIES OF BUSINESS NEGOTIATION

Business Dinner•Doing business ov

er dinner ia a good way to built relation ships and sign the deal. however, it is no easy thing. Get it right and its duck group. Get it wrong, and you are dead in the water.

NEGOTIATION PRICE报价还价

让步与坚持其他费用

成交

Trouble Shooting• Don"t avoid a problem, deal with it

• Don't see all problem as other people"s problem focus on yourself

• Look at a problem as an opportunity - TO learn something or to achive something

• When something is important,deal with it.dot't wait until it become urgent

• Black foreat cake 黑森林蛋糕

• English fruit cake 英式水果蛋糕

• Apple pie 苹果派

• Green tea pudding 绿茶布丁

THE STRATEGIES OF BUSINESS NEGOTIATION

还价 Can you offer any more of a discount?

报价 I can come down to $196 if you can order 600 units.

让步与坚持That is the best I can do.

其他费用Do you mean payment upon receipt of our invoice,

or within seven days.

谈判价格

To be

a good negotiator

谢谢观赏