文档介绍：Chapter Three Opening of IBN
Business negotiation are conducted in the following four phases:
the preparation phase
the opening phase
the bargaining phase
and the closing phase
In the four phases, the negotiators in both parties are trying to achieve a win-win result through maximizing their own interests by resolving their conflicts.
Opening of IBN
The opening phase
Initiating negotiation
Face-to-face negotiation (negotiation opening)
Initiating negotiation
Project summary: setting the stage
pany must be careful about how much it reveals at the early stages. Preparing a project summary will allow pany to effectively and consistently initiate, or response to, potential proposals.
A project summary should include:
History: a brief background of pany
Project description: goal and methodology
Deal description: relationship (trade, joint-venture, or strategic alliance)
Financial data: balance sheets, cash flow, etc.
Initiating negotiation
Letter of Introduction (LOI)
LOI is an statement, often by a third party, in letter form, that briefly profiles pany with an eye toward doing business together. When written by a third party, it will take on the form of mendation. Some societies will not consider doing business with foreign firms without the submittal of an LOI.
Sample: P23
Request for Proposal (RFP) : Inquiry (Enquiry)
RFP is a document issued by a purchaser seeking purveyors for very specific goods or services. The RFP will give basic technical requirements and possibly price restrictions. Purveyors will respond with either a request for more data or a bid for providing the goods or services.
Inquiry is a request for information (specifications, quality, quantity of supply, prices, etc.) on the supply of certain goods.
In foreign trade, an inquiry is usually made by the prospective buyer.
Sample for an inquiry
Dear Sirs, Messrs. Brown & Clark in this city inform us that you are an exporter of all kinds of cotton-bed sheets and pillowcases. We woul