国际商务谈判个人总结_国际商务谈判课程总结

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THE SUMMARY OF INTERNATIONAL BUSINESS NEGOTIATION This semester we have learned the International Busine Negotiation.Our teacher let us to negotiate with our clamates according to the cases in the final exams.Here is my summary of learning this course.1.The negotiation proce This morning, we have negotiations with our opponents.We have prepared for the negotiation seriously.We have made the planning book, negotiation scheme, negotiation strategies;we also made the financial statements.We both have not communicated with each other before, so there’s unpredictability of the results during the negotiation.We have three questions, where the three production lines were built, patents, and a controlling stake.We have three kinds of goals, the superior, middle, and the worst.During the negotiation, the other party stick to one problem, even want to overtake us in their own opinions.These three questions on both sides appeared a lot of differences, the results are difference with our previous forecast, and we didn't cooperate on any one question.So in the end, we failed to reach a good agreement.However, in terms of the whole negotiation, I think although the result is not ideal, the whole proce is full of the unknown foresight, to rival psychological speculation, the longing for a goal.2.The negotiation experience I'm the technical director in the negotiation;this is my first time to participate in international busine negotiation, so for me it is very meaningful.Our group did the full preparation for the negotiation, the analysis of the material, the advantages and disadvantages on both sides, and then everyone is ready to find his lines.The whole proce is an everyone cooperation consultation proce.For the negotiations, I have some results as follows: 1.1.I think the people for the whole negotiation is important, negotiators determine the negotiating style, I think in the proce of negotiations, instrument, expreion, action, skill is very important.And the main negotiator coordination is very important.Our group in the negotiations, this aspect was not well done, our own respective division of labor is clear, everyone prepared themselves for the block, and the main negotiator mastery of the whole negotiation did not reach the designated position.So in the proce of negotiation, our group has not shown very good coordination.1.2.In the negotiations we should pay attention to timing, fair competition.We should use more negotiation strategies in the book.Such as good cop/bad cop strategy, lowball/highball strategy, bogey and so on.But when we negotiate with our opponent, we seldom use them, before that we have planned to use the negotiation strategies in the book, but because of intense negotiation proce, negotiation results unknowable, no coordination before, so the degree of improvisation is more.When we want to seize the moment to convince them, we mied opportunities.On the iue of fair competition, I think both sides paid attention to fairne, but a little too much emphasis on their own interests, so that the cooperation failed.1.3.Details determine succe or failure.In the proce of negotiations, both sides of the instrument, the movement is very important.Most of the time, a small action can make each other uncomfortable.During our negotiation, for example, the teacher said in comments that one of the negotiators talk to the other with his finger, it is an action that not respect to the opponent.In the proce of formal negotiations, because of a little not respect on each other's actions, an eye makes the negotiation result unsatisfactory.There’s also another problem like the speed in negotiations, for example, if the speed is too fast, someone will not understand that very well, when you talk about the crucial question you should firmly.It is important to learn to tolerance, understanding, and negotiations.Then we will ultimately achieve a win-win goal.3.The perspective on this course and the improvement about me The course of International busine negotiation is a kind of new education mode for me;it is different from other courses.Now there is still a considerable part of the course that the teacher said in the above, students in the following, the proce is so boring, students don’t have interests.This course emphasizes the students' ability of self-expreion, the teacher aigned a busine negotiation instance for us to perform every week, this is not only behaving our requirements, but also has certain promotion to the students' thinking ability, and by acting we try to overcome stage fright, strengthen our ability to expreion.Not only that, but I really like this evaluation mode, the teacher asked us to test method of simulated busine negotiation, avoided our rote aault before, of course, also can make us have our own way for understanding during the international busine negotiations.From the learning of this course this semester, I think I have many shortages to overcome.First is stage fright;I think my spoken English is not bad, but I can not say anything loudly before the people.Such as in our cla at ordinary times, when I stand on the platform I just forgot all lines, I think this is where I really need to improve.Second is I think I should improve my strain capacity.In the final negotiation, I may be rendered speechle because of the teacher’s questions or the other’s long construe positively draft speechle, I think it is very bad when I participate in a formal negotiation.Third is that I think I need to improve on English language ability, it is not only on spoken English, but on English vocabulary, Our major has strongly aociated with English profeional, so learning English well is very important.I will strengthen the English learning in the future.This course is over;I have learned much from that.The teacher's teaching method is very novel, I like our teacher's teaching way, I also establish a deeper friendship with my clamates, and we enhance our cooperation ability.I think I will improve the knowledge on this subject in the later study life.