2.3Opening of International Business Negotiations（课件）-《国际商务英语》同步教学（北京理工大学出版社）

Chapter Two Process of International Business Negotiations Section 1 A Framework of International Business Negotiations Section 2 Preparation for International Business Negotiations Section 3 Opening of International Business Negotiations Section 4 Formal Information Exchange of International Business Negotiations 下一页 返回 1 Chapter Two Process of International Business Negotiations Section 5 Concession and Agreement of International Business Negotiations Section 6 Agreement Execution of International Business Negotiations Section 7 Simulation of International Business Negotiations Section 8 Case Study: A Successful International Business Negotiation 上一页 返回 2 Section 3 Opening of International Business Negotiations It is rare for negotiators to begin the talk on the business topic once both parties meet each other at the negotiation table.At the beginning of the negotiation, negotiators tend to talk about non-business issues, such as the weather, family, sports, business conditions in general and the overall arrangement for the negotiation, to show the sincerity of each other and create a good negotiation atmosphere and establish an amicable relationship.In some cultures, the setup of a harmonious relationship is a highly required step in conducting business, especially in the Eastern cultures where relationships matter a lot.Sometimes, small gifts are also desirable to be presented to enhance the relationship. 下一页 返回 Section 3 Opening of International Business Negotiations By talking about the non-business issues, negotiators are supposed to learn how to communicate with each other by learning about backgrounds and interests.Thus, the talk on non-business issues shall be adopted carefully and wisely in international business negotiations.More information on non-business communication is explored in Chapter Eleven. Besides greetings and small talks at the negotiation table, negotiators often go through the following three steps: First, offering the negotiation a