1、I. T/F 10% UNIT 1-7T 1. Preparation for negotiations can never be too complete.T 2. Information can be treated as a kind of invisible asset with which negotiators can create more value.F 3. Interest refers to what one wants, while position means why one wants to have it.F 4. It is right for a seller
2、 to give an extremely high offer so that he can make more profits.T 5. The purpose of prioritizing ones goals is to know the order of trade-offs when it is time to compromise.F 6. The zone among ones ideal target, realistic target and minimum target is called zone of possible agreement.F 7. Win-Win
3、concept simply means that each party gets an equal share out of the negotiation.F 8. To discuss a hard issue, it is better to put it at the top of the agenda.T 9. It is advantageous to hold a negotiation on ones own turf.F 10. After making a negotiation plan, the next step is to carry it out no matt
4、er under what condition.T 11. The size of the group depends on the type of negotiation.T 12. The team should focus on identifying experts.F 13. The leader should have the senior position in the country.T 14. The leader should choose the team member.F 15. The leader shares responsibility for the nego
5、tiation with all team member.F 16. Team members should be exclusively male or female.T 17. Team members must share a unified goal.F 18. The good cop makes the opposition uncomfortable.F 19. Hardiness should always disagree with the opposition.F 20. The sweeper should sit next to the leader.F 21. Mas
6、low s need theory can be achieved from higher to lower order.T 22 It s Gerard I. Nierenberg who, based on Maslow s need theory, pointed out the needs and satisfaction-F 23. Sometimes individuals interests can be out of line with that of a company, and that of the state.T 24. Principled negotiation i
7、s regarded as a higher level of strategies and tactics which can be applied to any kind of negotiation.T 25. Although positional bargaining is widely used, agreement reached through this manner is inefficient, a waste of time, and unwise.F 26. If any party wants to realize its substantive interest,
8、it has to trade off its relationahip interests.F 27. During a negotiation, if one party says much attention to the price of the goods, the payment terms, its interests falls into process category.F 28. Whenever any disputes arise, the person responsible for it first should be signed out, and then cr
9、iticized by the two sides.T 29. Different interests can also help to reach an agreement to mutual benefits.T 30. To produce more alternatives, it ias better to seprate the process of inventing new choices from assessing them.F 31. Time is always a strength on the side of the seller.T 32. Never act a
10、s though you have to have something while bargaining.T 33. It is not okay to pretend to be an expert.F 34. Sellers tend to give better deals in shorter negotiations.F 35. Product endorsements usually lead to decreased sales.T 36. What if tactics are non-threatening because they are hypothetical.T 37
11、. Asking for help may make you look weak and gullible.T 38. Negative hesitancy should only be used when the two parties are close to agreement.F 39. Laughing simply lightens the mood in a bargainning session.T 40. Flinching makes the other party feel uncomfortable.F 41. Closing negotiations are the
12、last chance to reopen previously settled clauses.F 42. Closing negotiations are the chance to introduce new offers.T 43. Closing negotiations permit accepting open offers.F 44. There are no risks in speeding up closing negotiation.F 45. There are no risks in delaying closing negotiation.F 46. Closin
13、g negotiations are the signal that the seller can start production.F 47. If there is a miscalculation during closing negotiations, it does not matter because the other side will be ready to continue negotiations.F 48. No concessions should be made during closing negotiations.F 49. Never ask whether
14、closing the contract is possible now.T 50. Intuition is an essential quality needed during closing negotiations.F 51. Price negotiations will be successful if they always satisfy short-term profit objectives of both parties.F. 52. Price negotiations will always take place under conditions where both
15、 parties are of equal negotiating strength.T 53. Price negotiations can hide other objectives.F 54. Price negotiation strategies are only about pricing.T 55.Price negotiation team leaders must be prepared to allow the other side to make mistakes which are obviously not in their self-interest.F 56. P
16、rice negotiations should never consider gut feel.T 57. Price negotiation teams do not need strategic direction from senior management.F 58. Price negotiation teams pursuing the achievement of long-term objectives are in a stronger position than team pursuing short-term objectives.F 59. Price negotia
17、tions are an end to themselves and not a means to an end.T 60. Price negotiations should always be precise about the prices of goods, services or any other undertaking to be exchanged.T 61. Negotiations on joint ventures should always lead to a formal agreement.T 62. Negotiations on joint ventures c
18、an take many forms.T 63. Negotiations on joint ventures are all about partnerships.T 64. Negotiations on joint ventures should cover forms of capital contribution.T 65. Negotiations on joint ventures are always about dividing profits from operations.F 66. Negotiations on joint ventures require a tou
19、gh uncompromising approach.T 67. Negotiations on joint ventures need to consider personnelpolicies.F 68. Negotiations on joint ventures are about going concern operations and need no exit strategy agreements.F 69. Negotiations on joint ventures are all about transfer of foreign investment capital in
20、 the form of foreign cash.T 70. Negotiations on joint ventures need to be specific on details.n.Choices 10% 5题 上课常提到的1. Negotiations are about two people, each of whom possesses something that the other wants, meeting to discuss an exchange so that both get what they want.2. A strategy is an overall
21、 policy designed to achieve a number of specific objectives,while tactics refer to detailed methods used to carry out a strategy.3. Size of the negotiation team : Smaller is better, suggested membership: about 5 ,Two Heads are better than One . small team : good cop/ bad cop large team : Leader, goo
22、d guy, badguy, hardliner, sweeper 4.Need Theory : five needsA need theory was put forward by Maslow in the 1950s.Based on it, Gerard L Nierenberg then pointed out needs andsatisfaction of the opponent s needs serve as the basis of anegotiation,types of need theory： Distributive Negotiation (win-lose
23、negotiation)Integrated Negotiation (win-win negotiation)Self-actualization needs (self-realization)Esteem needs (neeQs for respect)Social needs (trust, fri atmosphere)Safety needs (physical safety and the safety of their property)Physical needs (health, food )，5 . Levels of Interests : Personal, Org
24、anizational, NationalThe interests of the individual, the organization and the state are in convergence.利益趋于一致6 .出价方式：target point: the point at which a negotiator would like toconclude negotiationsresistance point: the point beyond which a negotiator will not go and would rather break off negotiati
25、ons.asking price:未超过 resistance price: the initial price by thenegotiator7. For a seller, resistance point is the smallest amount he/she will settle for. P63For a buyer, resistance point is the most he/she will payThe resistance point should be kept secret to the other party. The range of possible p
26、ricesThe buyers view of the house negotiationLarrysMegans 卖方 Larrystarg etaskingre s istance$130000 $135000$140000$145000$1500008. Types of interests(1) Substantive interests: related to the interest with money(2) Process interests: related to the way a dispute is settled.(3) Relationship interests:
27、 One or both parties value their relationship with each other and do not want to take actions that will damage it. 9. The higher levels of negotiation strategies andtactics-Principled Negotiations P71These ideas lay emphasis on four components: Focus on interestNot positionsSeparate the people from
28、the problemMutual gains and using objective criteria 10. Strategies : Offensive Tactics (Be used to take the initiative)Defensive Tactics (To observe and wait) Concession (Slight change in position)UNIT411. Three Critical Elements in Negotiation:Information (The one with the most information about t
29、he wants, needs, and desires of the other will have the advantage)Time (Never reveal a deadline)Power (A person always has power and willingness to use them will affect the outcome of the deal)12. Power of Demand : Never show something must be had;Never negotiate without options/alternatives;Be able
30、 to walk away ( For buyer)Power of Authority: Authority in the statement of experts;Authority in written documentsPower of Investment: Ratio between the size of an investment an the willingness to compromise(Time is a good investment, butno deal, it s a waste)9/27Power of Reward/Punishment : Reward
31、/Punishment from a deal allow the other party great power ( both are efficient)Power of Association: More identity, stronger bargaining position ( important people)13. Two styles of negotiation tactics :UNIT4Offensive - take the initiative in trying to redirect the discussion in one s favorDefensive
32、 - take to defense in an adversary situationOffensive Tactics: what-if scenarios / the throw-in/help me / I don t know / use leading questions/ issue a veiled threat / divide and conquer / ultimateDefensive Tactics : become emotional (the best way is to remain calm)/remain silentfthe best way is to
33、go get a drink of water) /laugh (the best way is to keep calm, it makes further concessions more difficult to achieve) /walk out (if the seller will not accept the final price, walk out in the free market)/learn to flinchfbody language, a visible reaction)Concessions: make tiny concession/ always ge
34、t something inreturn/ look for elegant ones/agonize where appropriate/ use your settlement range as maneuvering room/make the concession and move on14. Factors which affect negotiations to close a contract.unit5Factors to recognize when the negotiations have reached the closing stages.Some tactics b
35、y which closing can take place15. Verbal indications that closing is possible can take the form of:We seem to have reached an agreement-./ That seems to be that, thenWe are satisfied, how about you? / Is there anything else that needs to be discussed?Sometimes non-verbal indications will mislead the
36、 other party.16. Tactics used in closing the deal for seller:Deadline strategy / Favorable terms attraction / Actionstrategy / Asldng for detail strategy17. The key to closing is to ask, ask again and ask again.The last decision in any deal rests with a person and that personis as susceptible to pre
37、ssures as any other. If no closing seemsto be on hand, then it is advisable to keep on asking until adecision is made one way or the other.18. Closing negotiations is the last chance to make agreement and make changes.Once closed, the contract is in fore。and obligations accrue.unit519. Factors to be
38、 considered when negotiation( Factors whichaffect negotiations) unit6The political state/ The legal system/ Business convention/Social customs/ Financial state/Infrastructure and logistics system/ Climate factor/ Religious belief20. Which is the most important factor? Price consideration price 是谈判中最
39、重要的，position 比 interest more important Pricing: Is the factor which establishes most of the company srevenueMaybe establish product imageDetermines whether or not agreement is reaches on a saleDetermines possible future relationship & future sales with the buyerThe price of the sellerJ s willing to
40、sell would normally not be below the costs of manufacturing the goods.Price range cane be narrowed or broadened depending on whether or not ancillary costs are included. ( such as delivery of the goods) 21. Sequence for Opening Negotiations: unit6 Pl 17Two kinds of approaches:General enquiry (catalo
41、gues, price lists, quotations, and availability of goods)Specific enquiry (unit price ,payment terms, shipment time ,and insurance terms)22. Tender call (the large project)招标 have a deadline, all bids must be delivered at a precise place and time.Tender bid 投标 is an extensive description of what the
42、 supplier will sell(How the supplier will execute the contract, what qualification the supplier has to complete, the contract and a price) 23.Higher degree of trust is required in joint venture. 考 trustworthy24 .joint venture business including:Technology transfer、Technology licensing、Distribution a
43、nd value added sales25 .formsofjoint venture (Forms of Investment Cooperation) 合资 企业4个形式:1）Representative Office（办事处）:优点 provide a permanent base,缺 点 most employees from China2）Equity Joint Ventures:（股份式合资企业）:Capital Contributions 资 本投入（优点是 many forms of investment,如 cash, technology）Management and
44、operations （优点管理者由双方同意聘请，酒 店管理方式属于此类）3）Cooperative Joint Ventures （协作式合营企业，no legal person,缺点 it s difficult to make the last decision）4）Alternative investment structures （另类投资，如工作多年，公司 给你股权，优点tax free）26 . Sequence for opening negotiations:DConsideration for decision2）Examination for feasibility :
45、In-house research （内部研究 5 个）Possible locationsGovernment regulationsGovernment incentives & tax regulationsLaborconditionsAvailability of partners and foreign capitalvisiting foreign location3)Senior managers decision (在谈判中有主导权)27.strategies for attracting foreign investment:investment incentives UN
46、IT728. What to Be Negotiated / major issues of foreign investmentproposal/ remove possible obstacle:1)Share capital;26 / 272)Management of the company;3)Personnel strategies (Nationalities of employment.Personnel policies: salaries, benefits, promotion,training an employee rights.(Personnel costs sh
47、ould be identified and included inthe negotiations.);4) Exit strategies.29.Production is the key to survival, technology is the key toproduction.DI. Discussion 50% 5unitl-61. Indicate how you would prepare before a negotiation if you want to import some machines for your company from the United Stat
48、es. UNIT 1 P35(1) Information on Related Environmental Factors. For example, exchange rate.(2) Knowing the opponent. Such as features of its product, price levels and preferred payment terms.(3 ) Knowing competitors. For example, sales force.(4) Knowing oneself. Such as quality, production capacity and sales states. 2 . List five kinds of negotiation strategies and st
