MindMap Gallery International Business Negotiation Chapter 3
Chapter 3 Preparation before international business negotiations is the key to ensuring successful negotiations. By carefully organizing and managing negotiators, clarifying negotiation goals and formulating negotiation plans, and conducting simulated negotiations, a solid foundation can be laid for the success of negotiations.
Edited at 2024-10-10 10:41:20Dive into the world of the Chinese animated film Nezha 2: The Devil's Birth! This knowledge map, created with EdrawMind, provides a detailed analysis of main characters, symbolic elements, and their cultural significance, offering deep insights into the film's storytelling and design.
This is a mindmap about Nezha 2, exploring its political metaphors and cultural references. The diagram highlights the symbolism behind the Dragon Clan’s suppression, drawing parallels to modern geopolitical conflicts and propaganda manipulation. It also details Chinese historical and cultural elements embedded in the film, such as the Jade Void Palace, Ao Bing’s armor, Taiyi Zhenren’s magic weapon, and Nezha’s hairstyle.
This is a mindmap about the main characters of Nezha 2, detailing their backgrounds, conflicts, and symbolic meanings. It explores the personal struggles and transformations of Nezha, Ao Bing, Shen Gongbao, and Li Jing as they navigate themes of rebellion, duty, ambition, and sacrifice.
Dive into the world of the Chinese animated film Nezha 2: The Devil's Birth! This knowledge map, created with EdrawMind, provides a detailed analysis of main characters, symbolic elements, and their cultural significance, offering deep insights into the film's storytelling and design.
This is a mindmap about Nezha 2, exploring its political metaphors and cultural references. The diagram highlights the symbolism behind the Dragon Clan’s suppression, drawing parallels to modern geopolitical conflicts and propaganda manipulation. It also details Chinese historical and cultural elements embedded in the film, such as the Jade Void Palace, Ao Bing’s armor, Taiyi Zhenren’s magic weapon, and Nezha’s hairstyle.
This is a mindmap about the main characters of Nezha 2, detailing their backgrounds, conflicts, and symbolic meanings. It explores the personal struggles and transformations of Nezha, Ao Bing, Shen Gongbao, and Li Jing as they navigate themes of rebellion, duty, ambition, and sacrifice.
Three preparations
definition
Market information: various information (text, data) reflecting the characteristics and changes and development of market economic activities
The highest goal (optimal expected goal): the maximum that the opponent can tolerate
Actual demand goals: scientific demonstration, budget, accounting, negotiation goals included in the negotiation plan
Acceptable goals: range of advance and retreat, meeting some needs, and realizing some economic benefits
individual qualities
basic concepts
Committed to duty (primary)
Equality and reciprocity (belittle oneself, be too arrogant)
team spirit
Basic knowledge
All-round expert, T-shaped knowledge
Horizontal: law, market, price, technology, custom, foreign law, custom, exchange
Vertical: knowledge, potential, experience, foreign language, type, heart, wind
Ability and mental quality
Quick and clear thinking, strong self-control
Ability to convey information (level of negotiation ability)
Perseverance, perseverance, confidence and determination that will not give up until the goal is achieved
Keen insight, high foresight and adaptability
Age structure: 30-55
group composition
principles of composition
Determine the size of the organization according to the negotiation objects (3-4, <=8)
Grant legal person or legal representative status
Clear hierarchy and clear division of labor
save
organizational structure
Technical staff: knowledge of engineering technology
Business personnel: price, delivery, payment terms, risk division, etc.
Legal personnel: contractual rights and obligations
financial staff
Translator (Core): Knowledge of language translation
leadership staff
Record Keeper
Division of labor
level
Leader or chief representative: supervise, control, listen, coordinate, decide, represent, report
Experts, professionals: clarify, understand, find out, negotiate, modify, propose, demonstrate
Necessary staff: record content, problems, conditions, agreements, expressions and language habits
Division of labor
Division of technical terms
Contract legal terms division of labor
Division of business terms
people management
Personnel management
Pick
training
social training
Basic qualities: basic culture, economic theory, negotiation theory
Basic abilities: interpersonal communication, decision-making, perseverance, healthy mentality
Corporate training: lay a solid foundation, demonstrate in person, take on small tasks first, and then take on bigger ones
Self-cultivation: Expo, diligence, practice, summary
Mobilize enthusiasm
entrusted with important tasks
Give full recognition to his work achievements
Hold training courses
Give greater autonomy
Give peers time and opportunities to communicate
Organizational management
Improve the negotiation team
Adjust the relationship between leaders and members
Adjust relationships between personnel
Clarify shared responsibilities and authorities
Clarify the division of labor among negotiators
Develop negotiation plans together and brainstorm
clarify mutual interests
Jointly review negotiation progress and support each other
Respect members’ opinions and work together
Information preparation
Information classification
content
natural environment, social environment
Market segmentation, competitors
Purchasing power and investment direction, product information
Consumer demand and psychological information
Carrier: language, text, audio and video, physical objects
Scope of activities: economy, politics, society, science and technology
Collect main content
Main contents of market information: domestic and foreign market distribution, consumer demand, product sales, competition, distribution channels
Opponent information (credit review: prerequisite)
Specific content of scientific and technological information
Specific content of relevant policies and regulations
Financial Information Requests
Preparation of manifests and samples
Process negotiation information
Analysis and organization purpose
Identification information is authentic and reliable
Develop specific solutions through analysis
Data sorting and classification
Evaluation (Step 1)
Screening: Duplication check (easiest), timing, analogy, evaluation
Classification (important): project classification, large to small classification
save
Exchange and delivery of information and materials
Express, imply, understand
In person or to third parties, privately or publicly
Negotiation goals
Specific form of negotiation topic: three principles of negotiation objectives
Practicality
rationality
legality
Determine goals
The highest target (optimal target): E (optimal expected target) = Y (actual demand for funds) ΔY (multiple quotes)
actual demand target
Keep internal secrets secret
The last line of defense
It is up to the opponent to make it clear that one's side will "take it as soon as it is good" and "get down if it is given a step"
Relevant to the main or all economic interests of one party to the negotiation
Sorting: highest goal>actual demand goal>=acceptable goal>=lowest goal
Considerations
Nature and its domain
Object and its environment
Business indicator requirements involved in the project
Possible changes in various conditions, their direction of change and their impact on negotiations
Matters and issues closely related to negotiations
Negotiation plan
Develop requirements
concise and to the point
specific
flexible
Main content
Determine goals
stipulated period
Develop agenda: time, topics, order, details
Arrange personnel
Select location
On-site layout arrangement (square, circular, no negotiation table)
compass
simulated negotiation
necessity
Gain practical experience and improve your negotiation skills
Correct errors at any time, proceed smoothly, and improve the experience
Format: salon, drama
hypothesis
Assumptions about external objective things: environment, time, space
own hypothesis
own psychological quality
Negotiation ability self-test
economic strength
Negotiation strength
Negotiation strategy
Negotiation preparation
The other party assumes
benefit
gain experience
Correction at any time
minimum acceptance of conditions
Price level determination: cost, demand, competition, product, environment
Payment method selection
Determine delivery and penalty conditions
Comprehensive consideration of the length of the guarantee period
Negotiation strength
Importance of transaction content
Satisfaction with trading conditions
form of competition
Understanding of business conditions
own credibility
reaction to time factors
Arts and Techniques
Strength determination
transaction importance
Transaction content and condition satisfaction
form of competition
Understanding of business conditions
Reputation
time factor response
Arts and Techniques
Opponent information
Determination of objects: divided into three styles according to the degree of concession
Types of trading customers: reputation, well-known, information, leather baggage, borrowing trees to enjoy the shade, illegal, liar
Credit status: legal qualifications, nature of funds, operating financial status, reputation
Strength determination
deadline for negotiation
The other party’s level of trust in oneself
Opponent style
Powerful type (use force to be strong, use softness to overcome hardness)
Start taking a tough stance
Negotiators have limited power
Easily agitated, exerts excessive pressure
Ignore deadlines and be patient and patient
weak type
Be cautious
Make constant concessions or make one-time major concessions under pressure
Under a tough attitude, in order to avoid the breakdown of negotiations, he must compromise and broker a deal.
cooperative
At the beginning, both parties should be cautious and realistic, and seek suitable negotiation methods.
We must first reach an agreement on matters of principle, and disputes over details will not be ruled out.
Both parties view the negotiation process as a process of reconciliation or agreement between the two parties
The two parties have established a certain relationship of trust, which provides conditions for further cooperation in the future.
Both sides win
Everyone is happy