Project One Fundamentals of International Business Negotiation 3
Chapter 1 Basic Concepts of International Business Negotiation 3
Work Objectives 3
Module Ⅰ Lead-in Reading 3
1．Opening Your Eyes 3
2．Case Discussing 4
Module Ⅱ Linking-up 4
Ⅰ A Brief Introduction to Negotiation 4
1．Implication of Negotiation 4
2．Correct Understanding of Negotiation 6
3．Elements of Negotiation 8
Ⅱ Definition and Characteristics of Business Negotiation 9
1．Defmition of Business Negotiation 9
2．Characteristics of Business Negotiation 9
Ⅲ Types and Contents of Business Negotiation 11
1．Common Types of Business Negotiation 11
2．Contents of Business Negotiation 13
Ⅳ Goals of International Business Negotiation 13
1．The Best Target 14
2．The Intermediate Target 14
3．The Acceptable Target 14
Module Ⅲ Notes to the Related Language Points 17
Module Ⅳ Building Up More Skills 18
Task 1 Mini Negotiation Reading 18
Task 2 Simulation Drills 20
Module Ⅴ Learning More 20
Task 1 Learn Negotiation Tipsby Heart 20
Task 2 Extending Writing Project 21
Module Ⅵ Showing Your Talent Fully 22
Chapter 2 Principles of Business Negotiation 25
Work Objectives 25
Module Ⅰ Lead-in Reading 25
1．Opening Your Eyes 25
2．Case Discussing 26
Module Ⅱ Linking-up 26
Ⅰ Basic Principles of Business Negotiation 26
Ⅱ Principles of Business Negotiation 27
1．Principle of Collaboration Negotiation 27
2．Principle of Trust in Negotiation 31
3．Principle of Interest Distribution 32
4．Win-Win Principle 35
Module Ⅲ Notes to the Related Language Points 38
Module Ⅳ Building Up More Skills 40
Task 1 Mini Negotiation Reading 40
Task 2 Simulation Drills 41
Module Ⅴ Learning More 42
Task 1 Learn Negotiation Tips by Heart 42
Task 2 Extending Writing Project 43
Module Ⅵ Showing Your Talent Fully 44
Chapter 3 Psychology in Negotiation 47
Work Objectives 47
Module Ⅰ Lead-in Reading 47
1．Opening Your Eyes 47
2．Case Discussing 48
Module Ⅱ Linking-up 48
Ⅰ The Need Theory and Negotiation 48
1．The Need Theory of Maslow 48
2．The Application of the Need Theory to Negotiation 49
Ⅱ Modern Negotiation Theories 53
Module Ⅲ Notes to the Related Language Points 60
Module Ⅳ Building Up More Skills 63
Task 1 Mini Negotiation Reading 63
Task 2 Simulation Drills 64
Module Ⅴ Learning More 64
Task 1 Learn Negotiation Tips by Heart 64
Task 2 Extending Writing Project 65
Module Ⅵ Showing Your Talent Fully 66
Chapter 4 Procedure of Business Negotiation 69
Work Objectives 69
Module Ⅰ Lead-in Reading 69
1．Opening Your Eyes 69
2．Case Discussing 70
Module Ⅱ Linking-up 71
Ⅰ Pre-negotiation Stage 71
1．Assessing the Situation and the People 71
2．Creditability Study 72
3．Forming Negotiation Team 73
4．Designing Agenda for Negotiation 77
5．Making a Feasible Negotiation Plan 78
Ⅱ Negotiation Stage 79
1．The Opening and Reviewing 79
2．The Bidding and Bargaining 81
3．The Settling and Ratifying 81
Ⅲ Post-negotiation Stage 82
1．Wrapping Up 82
2．Drawing Up a Written Contract 83
3．Contract Signing 84
Module Ⅲ Notes to the Related Language Points 85
Module Ⅳ Building Up More Skills 87
Task 1 Mini Negotiation Reading 87
Task 2 Simulation Drills 89
Module Ⅴ Learning More 89
Task 1 Learn Negotiation Tips by Heart 89
Task 2 Extending Writing Project 90
Module Ⅵ Showing Your Talent Fully 91
Project Two Practical Business Negotiation 97
Chapter 5 Five Links of International Business Negotiation 97
Work Objectives 97
Module Ⅰ Lead-in Reading 97
1．Opening Your Eyes 97
2．Case Discussing 97
Module Ⅱ Linking-up 98
Ⅰ A Brief Introduction to Five Links of International Business Negotiation 98
Ⅱ Five Links of International Business Negotiation 98
1．Enquiry 98
2．Offer 101
3．Counter-offer 102
4．Acceptance 104
5．Conclusion of a Contract 106
Module Ⅲ Notes to the Related Language Points 108
Module Ⅳ Building Up More Skills 109
Task 1 Mini Negotiation Reading 109
Task 2 Simulation Drills 110
Module Ⅴ Learning More 111
Task 1 Learn Negotiation Tips by Heart 111
Task 2 Extending Writing Project 112
Module Ⅵ Showing Your Talent Fully 112
Chapter 6 Strategies of International Business Negotiation 115
Work Objectives 115
Module Ⅰ Lead-inReading 115
1．Opening Your Eyes 115
2．Case Discussing 116
Module Ⅱ Linking-up 116
Ⅰ How to Build Effective Negotiation Strategy 116
1．Consider the BATNA(Best Alternative to a Negotiation Agreement) 116
2．Satisfy Interests 117
3．Separate the People from the Problem 117
4．Resiliency 118
5．Choose Suitable Style and Modes 119
Ⅱ Strategies of International Business Negotiation 121
1．General Principles of Negotiation Strategies 121
2．International Business Negotiation Strategies 123
Module Ⅲ Notes to the Related Language Points 130
Module Ⅳ Building Up More Skills 131
Task 1 Mini Negotiation Reading 131
Task 2 Simulation Drills 132
Module Ⅴ Learning More 133
Task 1 Learn Negotiation Tips by Heart 133
Task 2 Extending Writing Project 134
Module Ⅵ Showing Your Talent Fully 134
Chapter 7 Sales Negotiation 137
Work Objectives 137
Module Ⅰ Lead-in Reading 137
1．Opening Your Eyes 137
2．Case Discussing 138
Module Ⅱ Linking-up 138
Ⅰ Concept of Sales Negotiation 138
Ⅱ Main Contents of Sales Negotiation 140
1．Quality 140
2．Quantity 141
3．Transportation 141
4．Packing 143
5．Payment 143
6．Insurance 144
7．Inspection 146
8．Claiming for Damages and Arbitration 146
Ⅲ Tips for Sales Negotiations 148
1．Reduce the Buyer's Power through Differentiation 148
2．Take a Strategic View—from Both Sides 148
3．Manage Power with a SWOT(strengths,weaknesses,opportunities and threats)Analysis 148
4．Evaluate the Priorities 148
5．Trade:Don't Make Unilateral Concessions 149
Module Ⅲ Notes to the Related Language Points 149
Module Ⅳ Building Up More Skills 150
Task 1 Mini Negotiation Reading 150
Task 2 Simulation Drills 151
Module Ⅴ Learning More 152
Task 1 Learn Negotiation Tips by Heart 152
Task 2 Extending Writing Project 152
Module Ⅵ Showing Your Talent Fully 153
Chapter 8 International Investment Negotiation 157
Work Objectives 157
Module Ⅰ Lead-in Reading 157
1．Opening Your Eyes 157
2．Case Discussing 158
Module Ⅱ Linking-up 158
Ⅰ A Brief Introduction to Joint Venture 158
Ⅱ Types of Joint Venture 159
1．Equity Joint Venture 159
2．Contractual Joint Venture 159
Ⅲ Management and Operation of Joint Venture 160
1．Form of Organization 160
2．Registered Capital 161
3．Form of Investment and the Proportion of Investment 161
4．Board of the Directors and the Management Body 161
5．Distribution of Profits 162
6．Technology Introduction of Joint Venture 162
7．Procurement of Materials and the Sales of Its Products 162
Ⅳ The Equity Joint Venture Negotiation 162
1．Establishment of the Equity Joint Venture 162
2．Capitalization 164
3．External Financing 165
4．Labor Management 165
5．Land Management 165
6．Foreign Exchange Controls 166
7．Taxation 166
8．Accounting and Profit Distribution 166
9．Term and Termination 168
Module Ⅲ Notes to the Related Language Points 169
Module Ⅳ Building Up More Skills 171
Task 1 Mini Negotiation Reading 171
Task 2 Simulation Drills 172
Module Ⅴ Learning More 173
Task 1 Learn Negotiation Tipsby Heart 173
Task 2 Extending Writing Project 174
Module Ⅵ Showing Your Talent Fully 174
Chapter 9 International Technology Trade Negotiation 177
Work Objectives 177
Module Ⅰ Lead-in Reading 177
1．Opening Your Eyes 177
2．Case Discussing 178
Module Ⅱ Linking-up 178
Ⅰ Principal Legal Forms of Technology Trade 179
1．Assignment 179
2．A License Contract 179
3．A Know-how Contract 180
Ⅱ Features of Technology Trade Negotiation 181
1．Monopolists 181
2．Multiple Transactions 181
3．Profit-oriented 181
Ⅲ Content of Technology Trade Negotiation 181
1．Scope of Technology 182
2．Terms of Payment 182
3．Delivery of Documentation 183
4．Training Program 184
5．Technical Assistance 185
Ⅳ Steps of Technology Trade Negotiation 186
1．Exploratory Discussion 186
2．Agreement in Principle 186
3．Negotiation 187
4．Final Agreement 187
Module Ⅲ Notes to the Related Language Points 190
Module Ⅳ Building Up More Skills 191
Task 1 Mini Negotiation Reading 191
Task 2 Simulation Drills 192
Module Ⅴ Learning More 193
Task 1 Learn Negotiation Tips by Heart 193
Task 2 Extending Writing Project 194
Module Ⅵ Showing Your Talent Fully 194
Chapter 10 International Business Contract Negotiation 197
Work Objectives 197
Module Ⅰ Lead-in Reading 197
1．Opening Your Eyes 197
2．Case Discussing 198
Module Ⅱ Linking-up 198
Ⅰ An Introduction to International Business Contract 198
1．Concepts of Business Contract 198
2．Types of Business Contract 199
3．Terms of Business Contract 199
Ⅱ Procedures of Business Contract Negotiation 201
1．Drafting and Signing of Business Contract 201
2．Implementation of Business Contract 202
3．Contract Dispute Settlement 202
Module Ⅲ Notes to the Related Language Points 205
Module Ⅳ Building Up More Skills 205
Task 1 Mini Negotiation Reading 205
Task 2 Simulation Drills 207
Module Ⅴ Learning More 208
Task 1 Learn Negotiation Tips by Heart 208
Task 2 Extending Writing Project 208
Module Ⅵ Showing Your Talent Fully 209
Project Three Cultural Influence on Business Negotiation 215
Chapter 11 Intercultural Awareness in Business Activities 215
Work Objectives 215
Module Ⅰ Lead-in Reading 215
1．Opening Your Eyes 215
2．Case Discussing 216
Module Ⅱ Linking-up 216
Ⅰ Context Orientation and Features of Mainstream Culture 216
1．Context Orientation 216
2．Mainstream Cultures 217
3．Cultural Influences 217
Ⅱ Cultural Factors Involved in Business Negotiation 218
1．Social Values 218
2．Roles and Status 219
3．Cultural Context 220
4．Decisions-making 220
5．Manners and Customs 221
6．Time and Space 221
7．Gender 223
Ⅲ Cultural Conflict Management 224
1．Effective Approaches to Conflict 224
2．Positive Rules to Reduce Conflict 225
Module Ⅲ Notes to the Related Language Points 226
Module Ⅳ Building Up More Skills 227
Task 1 Mini Negotiation Reading 227
Task 2 Simulation Drills 228
Module Ⅴ Learning More 228
Task 1 Learn Negotiation Tip by Heart 228
Task 2 Extending Writing Project 229
Module Ⅵ Showing Your Talent Fully 230
Chapter 12 Business Protocols,Etiquette and Negotiation Styles 233
Work Obiectives 233
Module Ⅰ Lead-in Reading 233
1．Opening Your Eyes 233
2．Case Discussing 234
Module Ⅱ Linking-up 234
Ⅰ Business Protocol and Etiquette 234
1．Exchanging Business Cards 234
2．Dress Codes 235
3．Forms of Address 236
4．Dinner Party Etiquette 237
5．Business Gifts 238
Ⅱ Different Business Negotiating Styles 239
1．American Style 239
2．British Style 239
3．Australian Style 240
4．German Style 240
5．French Style 241
6．Russian Style 241
7．Japanese Style 242
8．Latin American Style 242
9．African Style 242
Module Ⅲ Notes to the Related Language Points 243
Module Ⅳ Building Up More Skills 244
Task 1 Mini Negotiation Reading 244
Task 2 Simulation Drills 246
Module Ⅴ Learning More 246
Task 1 Learn Negotiation Tips by Heart 246
Task 2 Extending Writing Project 247
Module Ⅵ Showing Your Talent Fully 248
Answers 251