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TEAM 10
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Diplomacy is the artof letting someoneelse have your way.
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Negotiation is a discussion intended to
produce an agreement; a treaty with another
representing sale or purchase; a transaction
of business between nations; the mutualinteraction of governments by diplomatic
agents, in making treaties, smoothing
differences, etc.
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Negotiation
It is the action and theprocess of reachingan agreement by
means of exchangingideas with the
intention ofdispelling conflictsand enhancing
relationship to satisfyeach others needs.
Zhuge, Liang Disputes With The Southern
Scholars
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Business negotiation
A process of conferring in which the participantsof business activities communicate, discuss, and
adjust their views, settle differences and finally
reach a mutually acceptable agreement in order
to close a deal or achieve a proposed financialgoal.
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(1) The objective of business negotiation is to obtain
financial interest
(2) The core of business negotiation is price
(3) Its principle is equality and mutual benefit
(4) Items ofcontract should keep strictly accurate and
rigorous
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1. Equality principle
2. Cooperation principle
3. Flexibility principle
4. Positions-subjected-to-interests principle
5. Depersonalizing principle (Separating the people
from the problem)
6. Using objective criterion
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The business negotiation that takes place
between the interest groups from different
countries or regions.
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(1) Language barrier
(2) Cultural differences
(3) International laws and domestic laws are both in force
(4) International political factors must be taken into account
(5) The difficulty and the cost are greater than that of domesticbusiness negotiations
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1.2.1 Classification by chief negotiator1.2.2 Classification by negotiation object
1.2.3 Classification by form
1.2.4 Classification by procedure
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(1) Government- to- governments negotiation
(2) Government- to- Businesss negotiation
(3) Producer- to- Producers negotiation
(4) Producer- to- Traders negotiation
(5) Retailer- to -Producers negotiation
(6) Business- to- Businesss negotiation(7) Business- to- Consumers negotiation
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(1)Product trade negotiation
(2)Technology trade negotiation
(3) Service trade negotiation
(4) International project negotiation
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1. One- to- one negotiation
2. Team negotiation
3. Multilateral negotiation
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(1) Horizontal Negotiation
(1) Vertical Negotiation
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Identify contents of the deal
Create alternatives
Put yourself in their shoes
Gauge the appropriateness of the message
Build up relative power
Understand cultural differences
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Who within the firm should negotiate
Expendable person
Individual versus team
What makes a good negotiator
Patience
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Clarity of the agreement
What is a good outcome?
Can no agreement be a good outcome?
Are contracts used after signing?
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The importance of negotiation in business is to
make sure that your company can and will continue
to thrive, grow and become leaders in your field of
business.
It is the best way to achieve a win all situation!!
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