国际贸易4.docx
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国际贸易4.docx
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国际贸易4
Unit4
ComposingofNegotiationTeam
Objectives:
●Learningsomeprinciplesofnegotiation-teamcomposing
●Learninghowtocomposethenegotiation-team
●Organizingthenegotiationteamandassigningthework(分配谈判任务)
●Knowingnecessaryqualitiesofnegotiators
I.Brainstorming
Workinpairsoringroupstodiscussthegivenquestions.
1.Whatkindofpeopledoesapowerful,efficientandauthoritativegroupdemand?
2.Howtomaketheteamruninaproperway?
3.Isitnecessaryforthechiefnegotiator首席谈判人/主谈tokeeponspeakingduringthenegotiation?
Why?
4.Whatistheroleoftheout-stagepeople台下人员?
IIText
PassageOne
ComposingofNegotiationTeam
Negotiationcanbecalledeitherscienceorart,whichexistseverywhere,buttheresultsmayvarybecausethemethodsweadoptaredifferent.Asamatteroffact,itgreatlyreliesonthenegotiator’squalities,thestrategiesandthenegotiatingskillstheyadoptduringthecourseofnegotiation.Therefore,itisveryimportanttoselectpropermemberstobuildup(=compose)anefficientnegotiatingteam.
Inacomparativelygrand(重大的),formalandcomplicatednegotiation,ateamthatiscomposedofcompetent(精干的)peoplewillusuallyfinishtaskswell.Therefore,forasuccessfulnegotiation,itbecomesanessentialpreconditiontoconstituteapowerful,efficientandauthoritativegroup.
Thus(既然如此),whatkindofpeopledoesthisgroupdemand?
Howmanypersonsareneeded?
Howtomaketheteamruninaproperway?
Inthemeanwhile,itisalsonecessarytoselectpeoplewhoenjoythedesirablequalitiesfornegotiatingsuchasthequalitiestocooperatewithothers.具备谈判所需要的素质(如…的素质)Therefore,inthefirstplace,wehavetosolvethesetwoproblemsasfollows:
toselecttheteammembersandtodividethework(分配谈判任务).Howtobuildupateamortodividetheworkshouldmeetthefactualrequirementofthenegotiation.Ifthereareredundantpeopleinthisgroup,itwillresultindisharmony,whichmeansinnerdepletion(内耗)andextraexpenseandevendirectlydelaystheprocessofthenegotiation.Onthecontrary,ifthereislackofnegotiators,thedifficultiesarisinginthenegotiatingprocessmaybethelesseningpower(实力)todealwiththeopponents,whichmeansthelossofopportunities.Thereby,weshouldconsiderthecompositionofthegroupaccordingtonature(性质),object(对象),contentandaimofthenegotiation.
1.Composingprinciplesofnegotiatinggroup
Theprincipleofrequirement(需要):
Wehavetosuitthesize规模ofthenegotiationteamto(使A与B相适应)thecontentandthedegreeofcomplexityaswellasthework-load工作量ofthenegotiation.Inageneralnegotiation,onlyoneortwopersonsareneededwhileinaneconomiccooperation,especiallyadevelopmentproject(开发项目)withlargeinvestment,negotiatorsfromeverynecessaryfieldareneededtosolvetheconnectedproblemssuchasproductionorganization(生产的组织问题),technologicalproblemsandinvestmentdistribution.(投资分配问题)
Theprincipleofstructure:
Theteamshouldbesystematic(=organizedcarefully结构合理)andthenegotiatorsshouldcooperatetacitly(默契).Fortheengineeringproject,thenegotiationteamincludesthechiefnegotiator(主谈),professionaltechnologist(专业技术人员),engineeringmembers,commercialmembers,financeexperts(财务人员)andlegalspecialist(法律人员),etc.Allthesememberscanbeadjusted(调整)accordingtothedifferentcases(情况).
Sometimesitisnecessaryfortheprofessionalstoattendthenegotiation,buttheyneedtobetrainedasabusinessman(需要接受商务培训)beforenegotiations.
Theprincipleofefficiency(精干/高效):
Itistheidealsituationtohavefewerpeopleinonegrouptotakeequalorevenmoreworkcomparedwiththe“biggroups”,whichmeansnegotiatorsareexpectedtobeexcellentinmanyfields(精通多个专业领域)soastobeabletoundertakedifferentworksatthesametime.
2.Thecompositionofthenegotiatinggroup谈判团队的构成
Thechiefnegotiator:
主谈/首席谈判人Thechiefnegotiatorisalwaysthefull-fledgedmember全权负责人ofonegroupaswellasthemainspeaker主发言人duringthenegotiation.Itishisfulldelegationtoleadandorganizethenegotiationwhichwillhaveagreateffectonthefinalresult.Fortheabovereasons,itisverydiscreet(=careful,prodent)tochoosethechiefnegotiator.Ingeneral,themainnegotiatorshouldmeet达到thefollowingrequirements:
full-fledgedadj.completelydevelopedortrained全面发展的;经过充分训练的;成熟的
●Heshouldbecapableoforganizingandmanagingaswellascooperativespirit.
●Heshouldbeofgoodpsychologyanddecisionqualitiesaswellasstrongmeetingcontingencyabilities较强的应对突发事件的能力/较强的应变能力andpublicrelations公关能力,moreideasandmoredecisions多谋善断.
●Heshouldbeofwidescopeofknowledge知识渊博/知识面广andcapableofdealingwith打交道/谈判theothernegotiatorsfromabroadaroundthenegotiatingtable.
●Heshouldhaveahighrank有较高的职位inhiscompany.
Technologist:
Whenthenegotiationrunsinto遇到thecomplexproblem,technologistsareneeded.Theirmaintasksareinchargeofthetechnologicalnegotiatingaswellasassistingbusinesspersonnel商务人员toanalyzeandcomparethecapacity性能andpriceofrelevantproductsandservice,inthemeanwhile,theyalsoprovidereliable可靠的informationtosupportthenegotiation.
Financialexperts:
Financeexpertsareexpectedtobefamiliarwiththesituationoftheinternationalmarket,price货物价格,delivery货物交运andrisks交易风险aswellasthetermsofcontract,paymentterms,creditandcapitalguarantee信用和资金担保.(了解……等方面的情况)
Legalspecialist:
Legalspecialistsusuallydealwiththecontract-relateddocuments,checkandlegallyexplainthecontracttermsand,theyareexpectedtoknow熟悉thelawsandcodes法规,thecustomsandpractice惯例和做法forinternationaltrade,therulesforinternationalmarketandthelegislations法律法规inrelevantnations.
Backupones后援人员:
Inalargescaleoracomplexandimportantnegotiation,thebackuponesareneeded.Ifnecessary,theycantakepartinthenegotiationorreplacecertainnegotiatorswhensomeproblemsarise.
3.Toorganizethenegotiationgroupsandtodividethework分配谈判任务
Thenegotiatorsshouldcooperatewell,thatis,inordertostrengthenthepowers增强实力ofthiscollectivity,theyshouldsupportoneanotherinknowledge,harmonizingemotions,charactersandtempers在知识方面做到互补,在感情、性格、气质方面做到协调一致.Moreover,toensuretheoptimaleffect为确保谈判取得最佳效果,theyshouldhavetheirownexplicitresponsibilitiesandtakechargeofit分工明确,各司其责,becausespecificjobs具体/明确的分工canconcentrateforce力量onthefocalissuesanddevelopeveryone’sabilities发挥出每个人的能力.Besides,itisalsoveryimportanttoconnecttheideasofpeopleinvolvedinnegotiatingandthosewhoarepayingattentiontoit.把…结合起来/同时参考…也是很重要的Sincetheonlookerseesmoreclearly,theyusuallyhaveagreatinfluenceondecision-making.后者通常能对谈判人员的决策施加重大影响①
Thecooperationofnegotiators
Notonlydothenegotiatorsneedtosupplementoneanotherinknowledge在知识方面做到互补,butalsotheyshouldharmonizeemotionsaswell.在感情方面做到融洽Otherwise,thefaction派系纠纷amongthemwilldoharmtothenegotiation.Inaddition,thepowersofthecollectivitywillbewellstrengthened大大地增强ifnegotiatorscanownsimilartemperandtemperament.性格和气质
Aclearjob-division明确的工作分工
Itisnecessarytoassignspecificjobstoeachnegotiatorinordertoconcentrateforcetofocusissue.Forexample,itisnotnecessaryforchiefnegotiatortokeeponspeakingallthetime一直说个不停,instead,heshouldconcentrateonthemainissueandsolvethekeyproblems;ifhedeclareshisattitudesallthetime,therewillbenoplaceforturnabout(观点或想法的)彻底改变.Soitisveryimportanttoletothernegotiatorsspeak;incasethereisanymistake,itispossibletorectify.Inotherwords,itisnecessarytomakeathoroughplanontheissueofwhowillanswerwhencertainaspectisreferredto(必须制定一个总体计划,规定当提到某方面的问题时由谁回答…)andwhowilldeclare宣读therelevantevidenceanddocumentary材料.
Thecooperationbetweenon-stagepeopleandtheout-stageones
Thereisalwayssomebodytakingpartinthediscussionofthekeyissuesbutnotappearingduringthenegotiation,whichiscalledout-stageones.Sincethenegotiatorsrepresenttheinterestsofthewholecompanyoreventhewholenation,theyhavetocommunicate沟通/联系theheadquarterstogetsomeinstructionsforthekeyquestions,tocomplywith遵从/依从/服从theout-stagepeople以就一些关键问题获得指示,并按台下人员的指示行事.Moreover,foronlookers台下人员seemoreclearly,itisnecessaryforthishidingforce背后的力量totakepartinthedecision-makingforimportantissues.
Note:
①Thenegotiatorsshouldcooperatewell,thatis,inordertostrengthenthepowersofthiscollectivity,theyshouldsupplementoneanotherinknowledge,harmonizeinemotions,charactersandtempers.Moreover,toensuretheoptimaleffect,theyshouldhavetheirownexplicitresponsibilitiesandtakechargeofit,forspecificjobscanconcentrateforceonthefocalissuesanddevelopeveryone’sabilities.Besides,itisalsoveryimportanttoconnecttheideasofpeopleinvolvedinnegotiatingandthosewhoarepayingattentiontoit.Sincetheonlookerseesmoreclearly,theyusuallyhaveagreatinfluenceondecision-making.
此段译为:
谈判人员的组合以协调合作为主,要求组成谈判班子的人员在知识结构上协调互补,感情上协调融洽,在性格上、气质上协调和互补,以增强谈判的力量。
谈判人员分工明确,各司其职,明确的分工可以有效的集中力量,充分发挥每一个成员的作用,各司其职,分工又配合,确保取得最佳效果。
并且要注意“台前”与“台后”班子的配合,通常“旁观者清,当局者迷”,“台后”人员的意见往往对“台前”人员的决策有重大影响。
PassageTwo
TheQualitiesoftheNegotiatingMembers
Negotiatorsarethemainbodyofaction谈判行为.Althoughsometimestheyarejustrepresentativesanddeputies代理ofthemainbodyofnegotiationrelationship关系anddonotdirectlyseeto负责/注意theresultsofthenegotiation,theyareconveyingthewillanddemandsofthemainbodyofthenegotiationrelationshipfromthebeginningtotheendduringthecourseandevenplayingavitalrole.Thereby,toensurethesuccessofthenegotiation,wehavetocultivate培养andse
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