商务谈判实训报告 蒋娟51101023由刀豆文库小编整理，希望给你工作、学习、生活带来方便，猜你可能喜欢“商务谈判实训总结报告”。
淮安信息职业技术学院
实验报告
课程名称___国际商务谈判_____
成绩__________________________ 实验名称__国际商务谈判实训___
班级________511010____________ 姓名__蒋娟__
学号__51101023___ 同组人__冯安琪，唐梦云，赵璐，高静__ 实验台号_______________________
实验日期__4月30号—5月4号____
教师签字
Report on International Busine
Negotiation After our group got the contents of negotiation, we got together to have a discuion.Strategies had to be formulated before the negotiation began in order to achieve it succeful and smoothly.Firstly, both of us agreed that choose Charles as our negotiator, because he is not only our group leader，but also the kind of person who is really sedate and wise as well as a good listener.Next, we decided our bottom line.As the buyer according to the negotiation activity’s requirement, we want to purchase the highest quality goods with the lowest prize.But considering getting a fair deal, we decided to give up some secondary profits such as insurance cost and shipment, in order to get the lowest price.Thirdly, we formulated different response options based on different aumptions, which can make sure the progre of the negotiations and make a deal in the limited time, such as turning to next item if this one cannot reach consistent temporarily.Flexible thoughts in this part played an important role.In order to achieve the negotiation, we had to take both parts’ profits into consideration.The last but not the least, keeping harmony atmosphere is also important.Under the friendly and relax atmosphere, both of the parties can realize each other's sincerity of making a deal, which can make the negotiation’s proce easier.We can say that, we really had a sufficient preparation.But in fact, negotiation is beyond our imagination.We came acro many difficulties during the negotiation, which we hadn’t taken into account at all.We find that: Cultural and sub-cultural differences are important to negotiation.Negotiating in the international environment is a huge challenge for any negotiator.How do we cope with the cultural differences? What approach is more efficient and proper when dealing with Japanese, Americans or Germans? There are some very helpful guidelines we can apply: Learn the other side's culture
It is very important to know the commonest basic components of our counterparty's culture.It's a sign of respect and a way to build trust and credibility as well as advantage that can help us to choose the right strategies and tactics during the negotiation.Of course, it's impoible to learn another culture in detail when we learn at short notice that a foreign delegation is visiting in two weeks' time.The best we can do is to try to identify principal influences that the foreign culture may have on making the deal.Don’t stereotype Making aumptions can create distrust and barriers that expose both your and the other side's needs, positions and goals.The way we view other people tends to be reserved and cautious.We usually expect people to take advantage of a situation, and during the negotiations the other side probably thinks the same way, especially when there is a lack of trust between counterparts.In stead of generalizing, we should make an effort to treat everyone as individuals.Find the other side's values and beliefs independently of values and beliefs characteristic of the culture or group being represented by your counterpart.
