Section 2 Preparation for international business negotiations

Pre-negotiation starts with a first contact of the parties whose interest in doing business with each other is shown. In order to make a success in the following negotiations and their transaction, negotiators have to make good preparation and preparation plays a key role in international business negotiations.

In the phase of preparation, negotiators usually collect information, set up the negotiating team, and work out their plans to get ready for face-to-face negotiations.

  2.1 Collecting information

  2.2 Setting up negotiating team

  2.3 Working out negotiation plans

  Negotiation plans here refer to the negotiation targets, the negotiation strategies and the negotiation agenda.

Negotiation targets, on the basis of information collection, shall include three levels, namely, the optimal target, the acceptable target, and the minimum target.

Negotiation strategies include thorough(详尽) negotiation, sketchy(概要) negotiation and tacit-agreement(默示协议) negotiation strategies.

Negotiation agenda means the arrangement of the timing and choice of the negotiation places, and the issues to be discussed.