国际商务谈判的成功要诀

* 地区主管，出口销售人员，项目主管，业务工程师
* 出口业务负责人，市场负责人
* 出口或法律部门员工

这门课程着眼于行动，可以帮助你获取有利的思考方式和经得起验证的谈判方法，使你在难度不断加大的国际谈判中取得成功。

1.国际谈判的特点
* 商务谈判的不同类型
* 法律环境和法定框架

2.认识各类谈判者
* 识别自我风格：自检
* 单独谈判或团体谈判：分享成功做法

3.影响国际谈判中的力量平衡
* 分析权力间的关系与挑战
* 解析采购语言：权力的六个指针

4.跨文化谈判中的“该”与“不该”
* 识别文化对行为的影响
* 沟通（文字、话语……的价值）
* 生意场上（商务用餐、礼品赠送……）

5.为高挑战性的国际谈判做准备
* 确定自我战略
- 劳动力红利
- 谈判余地
- 冻结区域
- 多种可能方案
* 万能目标矩阵

6.精通面对面的谈判
* 识别并根据力量关系行动
* 维护自身立场：说服技巧
* 应对让步要求
* 锁定共识点，缔结协定并跟进

7.棘手情况下的谈判
* 应对“要么接受，要么拉倒”式威胁以及其他陷阱
* 抵住对方施加的压力（与成本、人员……相关）
1. Characteristics of international negotiations
* Different types of business negotiation
* Legal environment and statutory framework

2. Types of negotiators
* Self-diagnosis to identify your own style
* Individual negotiation and team negotiation: best practices

3. Balance of power in international negotiations
* Analyzing relationship and challenges between powers
* Decoding language of purchasing negotiation: 6 indexes of power

4. ’DO’ and ‘DON’T’ in cross-cultural negotiations
* Identifying the impact of culture on behavior
* Communication
- Value of writing, speech...
* Business etiquette
- Business dinner, gift-giving...

5. Preparing for international negotiation at stake
* Defining your own strategy:
- Labor profit
- Room for maneuver
- Non-negotiable aspects
- Possible solutions
* Essential objective matrix

6. Face-to-face negotiations
* Identifying and taking action in terms of power balance
* Preserving your standpoint: persuasive techniques
* Responding to concession requests
* Locking points of agreement, concluding and following up

7. Negotiation in difficult situations
* Handling ‘take it or leave it’ and other pitfalls
* Resisting stress imposed by others (related to costs, people...)