商务谈判英语:Planning the Process and Structuring the Context (1)

Planning the Process and Structuring the Context by Which Information Is Presented (1)

A negotiator should consider a number of elements of protocol or process:

What agenda should we follow?

Pendergast suggests five major concerns to be considered in developing a negotiation agenda:

l. Scope: What issue should be considered?

2. Sequence: In what order should those issues be addressed?

3. Framing: How should the issues be presented?

4. Packaging: Should the issues be taken one at a time, or in various groupings packages?

5. Formula: Should we strive to first get an agreement on general principles, or should we immediately begin to discuss each of the issues?

Where should we negotiate?

Negotiators are more comfortable on their home turf – their own office, building, or city. They know the space, they feel comfortable and relaxed, they have direct access to all the amenities – secretaries, research information, expert advice, computers, and so on. In cross-cultural negotiations language and cultural differences may come into play, and the parties may have to travel across many time zones, stay in unfamiliar locations, eat unfamiliar food, and deal with unique cultural styles and nuances. If negotiators want to minimize the advantage that comes with home turf, then they need to select neutral territory in which neither party will have an advantage. In addition, negotiators can choose the degree of formality of the environment. Formal deliberations are often held in board or conference rooms or hotel meeting rooms; informal deliberations can be held in restaurants, cocktail lounges, or private airline clubs.