Target Country Culture background and economic situations Political climate of the country Current import and export statistics Government policy on international trade Information on trade barriers and restrictions ----MOFTEC/ foreign trade corporations/ banks/ newspapers/ journal articles Chinese embassy/ local banks/ the agent/ local newspaper/ journal articles
Target Country ◼ Culture background and economic situations ◼ Political climate of the country ◼ Current import and export statistics ◼ Government policy on international trade ◼ Information on trade barriers and restrictions ◼ ----MOFTEC/ foreign trade corporations/ banks/ newspapers/ journal articles ◼ ----Chinese Embassy/ local banks/ the agent/ local newspaper/ journal articles
Business partner Negotiator has an overall picture of the opponent Credit reference Background information ■ Business range Annual sales volume Major customers Business culture by writing to the references provided by the counterpart by employing a consulting firm
Business Partner ◼ Credit reference ◼ Background information ◼ Business range ◼ Annual sales volume ◼ Major customers ◼ Business culture ◼ ----by writing to the references provided by the counterpart ◼ ----by employing a consulting firm Negotiator has an overall picture of the opponent
Qualified Negotiators familiar international trading process/ experienced in dealing with foreign customers/ quick in making decisions/ well informed of the transaction they are going to deal with Commercial: price, delivery terms Technical: specification, progra am and methods of work Financial: terms of payment, credit insurance, bonds and financial guarantees Legal; contract documents terms of contract insurance, legal interpretation How many members does a team need?
Qualified Negotiators ---familiar international trading process/ experienced in dealing with foreign customers/ quick in making decisions/ well informed of the transaction they are going to deal with ◼ Commercial: price, delivery terms ◼ Technical: specification, program and methods of work ◼ Financial: terms of payment, credit insurance, bonds and financial guarantees ◼ Legal: contract documents, terms of contract, insurance, legal interpretation ◼ ? How many members does a team need?
Proper plan good information and assessment Define the specific negotiating objective State the minimum acceptable level for each of the major items Identify the team leader and other members of the negotiating team Set forth time schedules for implementation Establish the time period within which the negotiations should be concluded
Proper Plan ----good information and assessment ◼ Define the specific negotiating objective ◼ State the minimum acceptable level for each of the major items ◼ Identify the team leader and other members of the negotiating team ◼ Set forth time schedules for implementation ◼ Establish the time period within which the negotiations should be concluded
商务谈判的一般步骤有哪些? 1 Invitation to offer 2. The offer a3 The Counter-offer ■4. Acceptance
商务谈判的一般步骤有哪些？ ◼ 1. Invitation to Offer ◼ 2. The Offer ◼ 3. The Counter-offer ◼ 4. Acceptance