2.5Concession and Agreement 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 5 Concession and Agreement of International Business Negotiations 5.1 The principles of making concessions In order to make concessions flexibly and effectively, negotiators need to have a good command of the following principles: (1) A concession made by one party must be matched to the concession of the other party; (2) It’s better for the pace of concession to be as little as possible; (3) It is a must for negotiators to make the frequency of concession to be slow; (4) The pace of concession must be similar for the two parties; 下一页 返回 Section 5 Concession and Agreement of International Business Negotiations (5) A party should trade their concessions to their own advantage, doing their best to give the other party plenty of satisfaction even if concessions are small; (6) A party must help the other party to see each of their concessions as being significant; (7) The negotiators of one party need to move at a measured pace towards the projected settlement point; (8) Last but not least, negotiators shall be thoughtful and reserve concessions until they are needed 上一页 下一页 返回 Section 5 Concession and Agreement of International Business Negotiations 5.2 The ways of making concessions As for the specific ways of making concessions, there are nine common patterns of making concessions in international bu