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Lesson 1 - Introduction Negotiation

Introduction Negotiation

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Minh Ngọc
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22 views

Lesson 1 - Introduction Negotiation

Introduction Negotiation

Uploaded by

Minh Ngọc
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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1.

1 Definition of negotiation and


negotiation in international business
1.1 Definition of negotiation and
negotiation in international business

Conflicting Interests Situation:


1.2 Basic principles of negotiation

 Set out the negotiation goals


 Harmoniously combine protecting the interests of their side with maintaining
and developing relationships with partners
 The “Win-Win” Principle
 Using the comprehensive assessment
standard for successful negotiations
 Negotiation is both a science and an art
1.2 Basic principles of negotiation

Set Out The Negotiation Goals


To negotiate successfully, it is necessary to define the
negotiation goals clearly, the goals must be:

• Scientific
• Persistent
• Wisdom to protect interests
• Respond flexibly
• Creative for each specific
case
1.2 Basic principles of negotiation

Harmoniously Combine Protecting The Interests Of Their Own Side With


Maintaining And Developing Relationships With Partners
1.2 Basic principles of negotiation

Using The Comprehensive Assessment Standard


For Successful Negotiations

Target
performance
standards

Standards of
relationship between Cost optimization
parties standards
1.2 Basic principles of negotiation

Using The Comprehensive Assessment Standard For


Successful Negotiations
Cost optimization standards

In negotiating foreign trade contracts, there are 3 types of costs:


- Basic costs: the concession to sign a contract is the gap between the expected benefits and
the actual benefits obtained in the negotiation.
- Direct costs for negotiation: costs of human resources, material resources, financial
resources, and time for negotiation.
- Opportunity costs: lost investment opportunities to make profits (signing other contracts), ...
1.3 Notes and mistakes to be avoided in
negotiation in international business

MISTAKES:
1.4 Factors Affecting negotiation in
International Business
Strategic Factor
• Presentation
• Strategy
• Decision making
• Catalyst
Basic Factor
• Purpose
• Environment
• Third-Party Strategic Factor Cultural Factors
• Negotiator

Cultural Factor
• Time
• Individualism/Collectivism
• Communication Style
Negotiation • Personal Relationships
Process
Atmosphere • Pre-Negotiation
• Cooperation/Conflict • Negotiation
• Dominance/ Subordination Có 4 yếu tố ảnh hưởng tới đàm phán:
• Post-Negotiation - Basic Factor
• Expectations
- Atmosphere
- Cultural Factors
1.4 Factors Affecting negotiation in
International Business
- Strategic
Factor

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