Chapter2 Negotiation procedure and structure谈判程序与结构 I. Negotiation procedure谈判程序 II. General structure of negotiations一般结构 III Structure of business negotiations 商务谈判结构 NEGOTIATION PROCEDURE 谈判程序 Negotiations, no matter formal or informal, follow a certain format, which is Introduction of team members Discussion of agend Formal negotiation Wrapping up 1 Introduction of team members Before formal introduction of team members, all people will be seated first . ccording to international practice, team is usually seated facing the gate while the party sits with the backs toward the door. The chief negotiator is placed in the with the interpreter sitting to his or her The introduction starts from the key/chief negotiator of the side and other members and finishes with the team Such information may be included in the introduction titles, specialties and major responsibility in the team Introduction is an indispensable part of negotiation, because frequently, negotiations between experts of particular fields from both team members who have expertise ano ews especially complex negotiations require direct exchange of information, and views in certain issues. They often hold separate discussions on those particular In such situations, they know whom to for sufficient information and necessary consultation 2.D The agenda of a negotiation is often the subject discussed, espec ially when it is n important and complicated negotiation. following negotiating days. In angement of activities that parties will participate in the An agenda is not simply an arra real ity, how to arrange issues to be talked reflects1 Chapter 2 Negotiation procedure and structure 谈判程序与结构 I. Negotiation procedure 谈判程序 II. General structure of negotiations 一般结构 III. Structure of business negotiations 商务谈判结构 ———————————————————————————————————— NEGOTIATION PROCEDURE 谈判程序 Negotiations, no matter formal or informal, follow a certain format, which is Introduction of team members ↓ Discussion of agenda ↓ Formal negotiation ↓ Wrapping up 1. Introduction of team members Before formal introduction of team members, all people will be seated first. According to international practice, ____team is usually seated facing the gate while the ____party sits with the backs toward the door. The chief negotiator is placed in the ____ with the interpreter sitting to his or her ____. The introduction starts from the key/chief negotiator of the ____side and other members and finishes with the ____team. Such information may be included in the introduction as ____, _________ and __________titles, specialties and major responsibility in the team. Introduction is an indispensable part of negotiation, because frequently, negotiations especially complex negotiations require direct exchange of information, and views between experts of particular fields from both team members who have expertise and ___ in certain issues. They often hold separate discussions on those particular _____. In such situations, they know whom to ____ for sufficient information and necessary consultation. 2. Discussion of agenda The agenda of a negotiation is often the ______subject discussed, especially when it is an important and complicated negotiation. An agenda is not simply an arrangement of activities that parties will participate in the following negotiating days. In reality, how to arrange issues to be talked reflects