《英语案例分析》ppt课件

AmetallurgicalcompanyinChinatothedlitedbuyanadvancedcombinationoventosenda.8niorengineerAmericannegotiations,thehighworkfDllyp厚p黜edtow膳'|2greatdealofinformationaboutsmeltingfurngcecombinationyspentalotofenergyfurnacentheinternationalmarketofthestockmarketandtheUS.combinedcompanyshistoryandcurentstatus,operation,etc.tounderstandcleary.Negotiationsbegan,theAmericananopeningaskingprice$1.5milion.Chineseengineerslistedpricesforallcountries,sothatAmerican'stunned;andfinalyagreedto$800.000.Whenauto-negoaontopurchaseshieitingequWiiothroughbargsindownto31milianteChiine:agree,insistbid$1milion.Americanexpressedre_uCtancetotalkaboutitandtofingbeforethecontracttotheChineseengineer,said:“Wehavemadesuchabigconcession,theCompanyStilcannotcooperate,itseemsyouisnotsincere,evenifthedealtomorrow&Ahishandmadeagracefulaction,pleasg#Americans6弘Wgone,薯metallurgycompanysotherpeoplealleanxios,andelericomplaintopulltheengineershouldnotbesotightEngineersaid:“Rest2ssuredtheywilcomeback.Thesameequipment,soldtoFranicelastyeartheysoldony950.000yuantheinternationalmarketthepficepf$1.000,000ofequipmentisnormal“Rightoncue,aweekafteftheUnitedStatesisbacktocontinuenegotiations.AsAmericanengineersytounderstandtheirpointofsalepriceswiththeFrenchAmerican.f'ShockedanddidnotthinksoshrewdfrontofheChinesebusinessmenfsodidnotcargtoreportiominalice,onysayiowihestakesrisingpricesnolmors人anastyeariineer,said“Euaryyearinflationindexdoesnotexceed6%.yearstime,youcalculatethenumberup?“Americanwasaskedaspeechless,to$1.01miliontoreachtheendofthistransactions:wereturntothe“Chineseengineershe骗誓e"丨|翼重嘲雕chsdforth1Q:TheanalysisofChinassuccessinthenegotiationsoftheplateauandtheUnitedStatesatadisadvantageduetotheplateau'or蚌|。CaseStudy2,FromtheChinesepointofviewFromtheU.S.pointofview.Summary才FromtheChinesep。_n丨OfFview_用Themostimportantpointisthevictoryofcollectingtheopponentsinformationandputpressureontheopponentwithalargenumberofobjectivedata.Thecontentscanbeseenfromthecollection,notonlyknowtheL:S.andothercountriesneaotiatedpricesandalsoanvisadeswhattheopponentWillsayandinsistonusingofrelevantdatatoproveandmeetwithobjectivecriteria.TurningoutaChineseoldsaying“Knowthemselves,knowyourself.“才E铁theChinesesidesvictorylissintheuseofavarietyofnegotiationtechniques:-一-1(t)thepre-negotiation,assessthedependenceofboth逢id履菖】ontheothersideofthereceptionareaandtheinitialpositionwere|forecastedmoreaccurateiy,resultinginthenegotiationscannotgivewaytotheothersideofthehamoutofpretending。2)negotiations,relyingondatatograsptheinitiativepositionjn芸-谚thenegotiations,changingtheinitialirrationalpositiont氏C3)itecounte:oflarClina吊counter_cfferalsoucslhebetterbyestimatingfromtheresultedpriceisaboutslightyhalflowerthantheaskingpriceFromtheU.S.pointofAiewy|菁1.Collect,collateinformationontheotherside-didnotdoanaccurate,detailedandcomprehensive.2.Negotiatingthedesignoftheprogram,failedtoo目sodiverseandmultiple.3.Inthenegotiatingprocessinthehopethatthenegotiationshampretendingtomakeconcessionsinordertoforceeachother.才E铁1.Collectcollateinformation-ontheothersidedidnotdoanaccurate,detailedand怡omprehensive.Fromthetextview,itisimportantreason:notrecognizethenegotiatingposition.Americanbyvirtueofi1technologicalsuperiorityandextensiveexperienceofrepeatedsimilartransactions,underestimateopponents,thenegotiationsdidnotdobeforethecollectionofinformation,sostepbystepinthe余negotiationsinfrontoflargeamountsofinformationintheothercaughtin2passive,beginninglosttheinitiativeinthenegotiations.2.Negotiatingthedesignoftheprogramfailedtodosodiverseandmultiple.Repeatedineachothersz5ack;thehastyresponse.Negotiationsforitsdesignofasingleiestimatedbytheiplateauwiththefollowing:(1)tooearlytodetermifietheproblemicanrbeinferredfromthetexttheUnitedStatestheoutsetthatthistripWillnotbedifficulttheoutcomeofnegotiationsshouldbeononesownmorefavorableinterest;(2)onlycareabouttheirgwninterests,theUnitedStateswithitscombinationofadvanced一furnacetechnologyformaximumadvantage,itwouldcertainlysellahighprice,butdidnottakeintoaccounttheurgentneedsofChinasneqoinformation3.Inthenegotiatingprocessinthehgpethatife“一negotiationshampretendingtomakeconeessions黯1rder畸toforceeachotherbutunfortunatelybasedonthe|informationineachothertoidentifythepretendsituation,thestrategyfailed.summary:businessnegotiationsinavarietyoftechniques,foravarietyofbuainesswarfortheirownqainfavorableposftionltoachiave1hemaximizsiionofiheirOwninterestshasanextremelyimportantrole,butweaisonotethatskillsandtricks,tricksarenotthesame,theformerrequirementisappropriateandnecessarytowin,butalsoconvincedtheothersidetowinandwinwelfounded.Onlyinthisway,theuseoftechniquesforthenegotiations,istherealease.