國際商務(wù)談判個(gè)人總結(jié)

1、THE SUMMARY OF INTERNATIONAL BUSINESSNEGOTIATIONThis semester we have lear ned the Intern ati onal Busin ess Negotiation. Our teacher let us to negotiate with our classmates according to the cases in the final exams. Here is my summary of learning this course.1. The negotiation processThis morning,

2、we have n egotiati ons with our opp onen ts. We have prepared for the negotiation seriously. We have made the planning book, negotiation scheme, negotiation strategies; we also made the financial stateme nts. We both have not com mun icated with each other before, so there's unpredictability of

3、the results during the negotiation. We have three questions, where the three production lines were built, patents, and a con troll ing 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 t

4、heir own opinions. These three questions on both sides appeared a lot of differe nces, the results are differe nee with our previous forecast, and we did n't cooperate on any one questi on. So in the end, we failed to reach a good agreeme nt. However, i n terms of the whole n egotiati on, I thin

5、k although the result is not ideal, the whole process is full of the unknown foresight, to rival psychological speculation, the longing for a goal.2. The n egotiati on experie neeI'm the technieal director in the negotiation; this is my first time to participate in intern ati onal bus in ess n e

6、gotiati on, so for me it is very meaningful. Our group did the full preparation for the negotiation, the an alysis of the material, the adva ntages and disadva ntages on both sides, and the n every one is ready to find his lin es. The whole process is an every one cooperati on con sultati on process

7、. For the n egotiati on s, I have some results as follows: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 whe n we n egotiate with o

8、ur opp onent, we seldom use them, before that we have pla nned to use the n egotiati on strategies in the book, but becauseof intense negotiation process, negotiation results unknowable, no coordination before, so the degree of improvisation is more. When we want to seize the moment to convince them

9、, we missed opportunities. On the issue of fair competition, I think both sides paid attention to fairness, but a little too much emphasis on their own interests, so that the cooperation failed.1.3. Details determine success or failure. In the process of negotiations, both sides of the instrument, t

10、he 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 process of form

11、al negotiations, because of a little not respect on each other's actions, an eye makes the negotiation result unsatisfactory. There 'salso 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 th

12、e 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 meThe course of International business negotiation is a kind of new education mode

13、for me; it is different from other courses. Now there is still a con siderable part of the course that the teacher said in the above, students in the following, the process is so boring, students don' have in terests. This course emphasizes the stude nts' ability of self-expressi on, the tea

14、cher assig ned a bus in ess n egotiatio n in sta nee 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, stre ngthe n our ability to expressi on. Not only that,

15、but I really like this evaluation mode, the teacher asked us to test method of simulated bus in ess n egotiati on, avoided our rote assault before, of course, also can make us have our own way for un dersta nding duri ng the intern ati onal bus in ess n egotiati ons.From the learning of this course

16、this semester, I think I have many shortages to overcome. First is stage fright; I thi nk my spoke n En glish is not bad, but I can not say any thi ng loudly before the people. Such as in our class at ordinary times, when I stand on the platform I just forgot all lin es, I th ink this is where I rea

17、lly n eed to improve. Second is I thi nk I should improve my strain capacity. In the final negotiation, I may be rendered speechless because oifi e teachers questions or theother s long construe positively draft speechless, I think it is very bad when I participate in a formal negotiation. Third is

18、that I think I need to improve on English Ianguage ability, it is not only on spoken English, but on English vocabulary, Our major has strongly associated with English professi on al, so lear ning En glish well is very importa nt. I will stre ngthe n the English learning in the future.This course is over; I have lea