国际商务谈判（英文版）chapter4 Opening of International Business Negotiation.ppt

L/O/G/O International Business Negotiation * Chapter4 Opening of International Business Negotiation * Teaching Objectives After studying this module, you should be able to know: 1．Impacts of different negotiating atmospheres on negotiations 2．Steps to open an international business negotiation 3．Factors we should pay attention to in the opening statements 4．Common strategies for opening an international business negotiations * Creating a Right Negotiation Atmosphere Opening Steps and strategies 1 Contents 2 * Guide After gathering and sorting outing the information as well as establishing the negotiation plan in the previous period，the international negotiation has formally begun! Just as the old saying goes，“Well begun is half done”． Negotiation opening refers to the behavior of greeting，introducing，stating one’s positions and exploring the counterpart’s intention or position，in order to influence and manipulate the process of negotiation so that they can pave the way to an advantageous position in the negotiation． * 4．1 Creating a Right Negotiation Atmosphere 4.1.1 The function of negotiation atmosphere Different negotiation atmospheres have different impacts on the negotiations. There are Positive and friendly, tense and contradictory, brief and straightforward, dilatory and protracted, cold and perfunctory and sedate and reserved negotiation atmosphere and so on. * 4.1.2 Different kinds of opening patterns and their impact on negotiations (1)Resonant opening (2)Frank opening (3)Evasive opening (4)Nitpicking opening (5)Offensive opening * 4.2 Opening Steps and strategies The opening of international business negotiations often has to undergo the following three steps： (1)create a good atmosphere at the preliminary stage (2)exchanging ideas on the agenda and related questions (3)the chief representative from each party making statements respectively * 4.2.1 Create a good atmosp