International Business Negotiation Learning Summary

During the semester's business negotiation course, I basically mastered the international negotiation process, and understood the requirements and points of attention in the various aspects of the negotiation, as well as the style. The following points are my study summary:

First, the basic process of international negotiations: friendly communication between the two parties; clarify the objectives of the negotiations; determine the negotiators; comprehensively collect relevant information, thoroughly analyze the key objectives, thoroughly negotiate the plan, formulate the negotiation strategy; The translator's decision to negotiate at the negotiation site; substantive negotiation, reflecting the style of negotiation, using the negotiation strategy to maximize their own interests; signing the agreement; negotiating the summary, reporting the results.

Second, the key to negotiations is people. The quality of a project, except for its essential attributes, is basically assessed and controlled by the operations of the negotiators. Therefore, the choice of negotiators is crucial. The character of the negotiator determines the style of negotiation. The style of the chief negotiator lays the tone of the negotiating team. During the negotiation process, the tone of speech, expressions, actions, skills and other details can affect the trend of the whole negotiation. Only the negotiation The mastery of the right to speak, the team that has an advantage in the negotiations, can make the negotiation results tend to the expected value and achieve success. You can do the right thing by choosing the right person.

Third, the negotiation strategy is the baton. Enterprise development emphasizes strategy, business negotiation pays attention to strategy. The performance style of this group negotiation is indulgent. The negotiation strategy of our group has obvious stage and latentness. In the trade negotiation with Shanghai Tianhe Automobile Safety System Company, it is reasonable to obey. Establishing a good cooperative relationship and gradually carrying out technical cooperation to obtain the technical core of the other company has been laid down. In the final acquisition negotiations, technology is used as a trump card to acquire the other party's assets at a low price. It can be seen that today's cooperation is no longer a one-time cooperation, but must take into account the long-term development of interests, reasonably foresee and seize opportunities, and the negotiation strategy will ultimately affect the final negotiation results.

Fourth, strive for the role of the tone. In the negotiations, who decides the tone means the return of the right to speak. For example, in China's steel trade, Baosteel, the leader of steel, has no right to speak. In the context of rising international steel prices, there is no qualification to stand up. Willingness, even if it is said, it has no weight, and the result is tremendous pressure on China's steel industry.

Fifth, the details of the negotiations determine the success or failure of the negotiations. What should be said at the negotiating table, what to say, what can be decided, when to compromise, even to wear, the venue layout, the invitation of the translator, etc. are all considered in detail, such as during negotiations. In a tone of speech, he said that he said that the problem could not be loosened. He said that the vagueness indicates that the other party is avoiding the problem. The low tone indicates that the preparation is not sufficient. The tone of voice indicates that they have no room for manoeuvre on the issue. Of course, these are all To be experienced in the atmosphere of negotiation, sometimes expressing a wrong meaning will lead to the failure of this negotiation. Regardless of negotiation, you should pay attention to details when doing things.

Sixth, influence. This is the most touching point I have when I participated in the preparation of the negotiating performance. One point of success is the influence of her. This is why the manager asked you to help him to pour a cup of tea. You will be willing, but instead ,Totally impossible. And how to own it is what I have been exploring now...

I have learned a lot in this course, but there are still many shortcomings. The most important thing is to consider that the problem is not comprehensive. There is no reason for lack of experience, but more people do not understand the situation of the negotiators. The thinking is not divergent, so more needs to be done. The practical experience, digest these practical things into reality; in addition, we must carefully observe life, many things are in life, we did not notice the details, it is important but easy to ignore; finally, it is a deep understanding of today's events Today, after learning , learning is a gradual process, focusing on accumulation, not on cramming.