4.4Simulation 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 Four Basic Qualities of International Business Negotiators Section 1 Requirements for Qualified International Business Negotiators Section 2 Responsibilities of International Business Negotiators Section 3 Teamwork for the Negotiating Team 下一页 返回 1 Chapter Four Basic Qualities of International Business Negotiators Section 4 Simulation of International Business Negotiations Section 5 Case Study: Chinese Negotiation Training on Sales Price 上一页 返回 2 Section 4 Simulation of International Business Negotiations Suppose you have worked in a large trading company in Guangzhou City for one year, and you have made several negotiations with the customers from Europe. One day, your boss tells you to receive four customers from the U.S.and your boss has other important issues to deal with and you are assigned to be the chief negotiator.You want to make the first deal with these Americans, so you try to make good preparations for the following negotiations, and you want to perform well in the process of negotiations and post-negotiations. 下一页 返回 Section 4 Simulation of International Business Negotiations As the chief negotiator assigned by your boss, you are supposed to give a brief and clear introduction of an arrangement for the negotiations, especially in the aspects of Negotiators’qualities and teamwork on the spot. After discussion with your classmates and the exploration of the related knowledge,you need to turn in a brief negotiating plan. 上一页 返回 Section 5 Case Study: Chinese Negotiation Training on Sales Price 5.1 Sales negotiation overview K.G.Marwin Inc.developed particular technology in the 1980s, called the Trilliamp Process, which the Chinese government sought to buy and integrate into an ethylene facility in Lanzhou, the capital of Gansu province.Marwin’s successful sales negotiation resulted in a contract with Chinese Government, which in 1985 invited further sales inquiries from U.S.and Japanese manufacturers for the production of machinery. 下一页 返回 S