奇书网

●Negotiation Stages and Skills（第1页）

●ionStagesandSkills

Intoday’sglobalandcross-culturalmarketplafluengskillsaiiesplayacriticalroleinsegsuccessfulbusinessdeals，ensuringinformeddeakingandmanagirelationships。Althoughpeoplehetimeinagloballyieisstillaniuandingthepsydstrategyofeffeegotiating。

&ionPhase

Thepre-iosfromthefirsttathetwosideswhoseiindoiheachotherisshown。Fromthisstageon，bothsidesbegiaher’sneeds，declarevaluesahebestheprocessofthision。Thisstageisusuallymoreimportantthanthefotiatioioionship。Sodiioweeors，trustandeachreathelp。Bothsidesalsostarttofyforface-to-faegotiatirytoforeseeaionsagainstpossibleevents。Tobefullypreparedbefotiatioorswillhavetotakeintosiderationthefolloeegotiatioheringofinformatioionbrief。

◆

&eamassmallaspossible。Thereareseveralreasonstokeepyotiationsmall。Primarily，uniisasourcethwithinanyanizatioiobeabletoseektheinputoftheteamquidlargegroupsaredifficulttohaheiobeabletoreaptlyasterpartsbringhetable。Keepiionteamsmallmakesitpossibleaomaketimelyadjustmeionplanandtodissemiinformationquickly。

¬everyoouttobeaorwheeammembers。orsmustpossessawidevarietyofsocial，teiuniskillsahics。

&io。Itrequiresspecializedskills，uniability，teamspiritandgamesmanshipfoundinanyprofessieven。berswhoforeseetheareascoveredbytheionsaeicalexpertisetodealwiththeproblemsifyouwaheiive。Butitisuaeammemberwillembodyallofthetaleoachievetheanizatiy。Theanizationmustchooseacross-seofteicalskillsatributesthatadeffitteam。Oeammember’sweakbeoffsetbyarengths。Teowledgemustbeapaheabilitytounidapplythatkiherissimilartoassemblingajigsawpuzzle:thereisnosulessallofthepiecesfit。

◆GatherInformation

&heionteamhasbeehefirstaimportantstepinpreparingforaspeegotiationisgatheringinformation。Itisontolearnasmuchaspossibleaboutapoteorpartionbegin。Variouskindsofinformatioeiarket，eventhebadofaparticularexecutive。Theoahevariousdatasoastoseizeuptheprobablegoalandpreferencesofyourterpart。

ObtainingInformation。Itshouldbederstoodthatifyouandyourassociatesstepofftheplahnopersonalorprofessioivesonyourterpart，youaretoexpectlittlesueetingbegins。Inadditiontoformalsouration，informalsourcesshouldbesulted。anizationsthathavedealtwithyourterpartmightbevaluablesouration。

&aheringofinformatioofmarket，sdteology，polidregulatioorsrelatedtntry，suchasitsinfrastructure，dgeography，eidphysicalresources，willalsoaffectthewayinwhichtheerformedandtheprogramofimplementation。Andtheywillalsoaffectthedthesuccessorfailureoftheion。

AnalyzingInformation。Withsomuationathand，itisadvisabletodoafeasibilitystudybefotiatioystudyprovideteiiercialbasesfordeaking。Itshoulddefineaitswithalternativeapproaches。Asatisfactoryfeasibilitystudymustahebasiposandimplis。Anyshortfallwilllimittheutilityofthestudy。Afeasibilitystudyisself，butameanstoarriveatadewhethertogoforthebusi。

&ingBrief

&iosoftheinstrusgiveeamleaderbythemavariesfromashortinformalmemorandumtoalengthyformalpaper。Butasimpleandshortonemeansasmallerriskofmisuandingaercetofollowtheinstrus。

Thebriefshould:

&heiiveihemajorissuestobediscussed。

◇Statethemiablelevelforeaajoritems。

◇Statethetimeperiodwithinwhiegotiationshouldbecluded。

&heteamleaderandothermembersoftheingteam，suchasthenamesandjobtitlesoftheteammembers。

&helinesofunidtherepsystem。

&heisoftheinstrusgiveeamleaderbymaheioheingplan。Theplanshoulddefiialstrategy，statethemeasuresortacticsthatmaypossiblybeadopted，dethelofotiatiohatappropriateadministrativearrasaremade。Theplanprovidesdisdanizationthatbecriti’ssuccess。

&ionTeiques