,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,单击此处编辑母版标题样式,L/O/G/O,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,International,Business Negotiation,1,Chapter4,Opening of International,Business Negotiation,2,Teaching Objectives,After studying this module,you should be able to know:,1,Impacts of different negotiating atmospheres on negotiations,2,Steps to open an international business negotiation,3,Factors we should pay attention to in the opening statements,4,Common strategies for opening an international business negotiations,3,Creating a Right Negotiation,Atmosphere,Opening Steps and strategies,1,Contents,2,4,Guide,After gathering and sorting outing the information as well as establishing the negotiation plan in the previous period，the international negotiation has formally begun!Just as the old saying goes，“Well begun is half done Negotiation opening refers to the behavior of greeting，introducing，stating ones positions and exploring the counterparts intention or position，in order to influence and manipulate the process of negotiation so that they can pave the way to an advantageous position in the negotiation,5,4,1 Creating a Right Negotiation Atmosphere,4.1.1 The function of negotiation atmosphere,Different negotiation atmospheres have different impacts on the negotiations.There are Positive and friendly,tense and contradictory,brief and straightforward,dilatory and protracted,cold and perfunctory and sedate and reserved negotiation atmosphere and so on.,6,4.1.2 Different kinds of opening patterns and their impact on negotiations,(1)Resonant opening,(2)Frank opening,(3)Evasive opening,(4)Nitpicking opening,(5)Offensive opening,7,4.2 Opening Steps and strategies,The opening of international business negotiations often has to undergo the following three steps,：,(1)create a good atmosphere at the preliminary stage,(2)exchanging ideas on the agenda and related questions,(3)the chief representative from each party making statements respectively,8,4.2.1 Create a good atmosphere at the preliminary stage,Proficient negotiators use this“Preliminary Stage to exchange small talk and get to know each other.They may discuss sports,politics,weather,mutual acquaintances,or other seemingly innocuous topics.,9,4.2.2 Information Exchange,Before the formal,，,essential negotiation,the representatives from both parties may as well exchange ideas on the agenda proposed by one party and reach agreement on the goal,main subject and the timetable for the negotiation.,10,4.2.3 Opening statements,Before we enter into the formal negotiations,，,some neutral topics can be chosen as opening remarks such as the local weather,，,travel hearsay,，,films and theater performance,，,personal hobbies,，,jokes as well as the previous cooperations.These topics,，,on the one hand,，,are cheerful,，,light and easy to arouse the resonance,；,on the other hand,，,they are not related to business,，,and thus helpful to build a harmonious and friendly atmosphere,11,Three points ought to be paid attention to in the opening statements,：,(1)Contents of opening statements,(2)Methods for delivering opening statements,(3)Proper reactions when one party listens to the statements of the other party,12,Thanks!,13,