Classic case of deadlock in business negotiation 0 1
20 1 1 year, two American customers came to Zhongshan Ou Man technology lighting co., ltd to visit the factory and exhibition hall. Because these two American customers are big customers, the deputy general manager, the manager of the foreign trade department, the supervisor and a salesman, and four people came out to meet them in person. When two American customers first came to the company, it was lunch time, so Deputy General Manager China asked politely. It's time for lunch. Do you want to have lunch? Before that, the two sides had learned about the cultures of different countries. China knew that the United States was more direct, so he asked directly if he wanted to have lunch first. And the American replied:? Not very hungry, whatever. ? In fact, American customers are already very hungry, and they only know the indirect expression of China people, so they say it euphemistically? Whatever. . Finally, American customers visited the factory with hungry stomachs and enthusiastic China staff. Because the previous answer puzzled the American side, I was embarrassed to say it again after eating a meal at last, and I thought it was better to say it directly. One of the American customers visited the factory and saw a poster with wrong English letters. He pointed to the poster and said, Hey, look, the English of that poster is wrong. ? At that time, the deputy general manager was accompanied by several workshop workers. At that time, the general manager felt very dissatisfied and felt that American customers would not give him face and would not step down. At this time, a salesman said:? I wanted to change it, but I was in a hurry and came to receive you first. ? After visiting the exhibition hall, it is time to talk about the price. American customers directly ask how much discount China can give if they place a certain order. The Chinese side seized the direct expression and impatience of the American side, and the manager of the foreign trade department deliberately indirectly mentioned a bunch of factors affecting the price, but did not directly give the final price. The negotiation lasted about half an hour, and finally an American customer was anxious and said, If you don't give us the lowest price, we will go to other manufacturers. ? After consultation, the Chinese side finally decided to go to a restaurant with American customers first, and they were respectful when eating.
Two American customers drank many glasses of wine. Although American customers asked about the lowest price of products during the meal, China didn't answer, but kept raising glasses to have dinner with the US. I didn't go back until both sides were very drunk. The next morning, American customers woke up and received an email from China, assistant to the deputy general manager. China finally promised to give the lowest ex-factory price to the United States. Although the United States is puzzled, it is still very happy to return to China.
From the above-mentioned collision cases of business negotiations between China and the United States, we can clearly see that there are many problems in the negotiation process due to the different ways of thinking between China and the United States. When I first arrived at OML Company, American customers wanted to answer their lunch questions through indirect expressions from China, because both sides knew their own cultures in advance. Originally, they thought that China would invite them to lunch. Later, China thought that the direct expression of the United States showed their meaning, so he didn't invite them to lunch. Seeing that the English letters of the poster were wrongly written, American customers directly pointed out the mistakes of the English letters, ignoring the face of the deputy general manager, and the scene was embarrassing. At the negotiation stage, China negotiators seized the direct expression and impatience of American customers, knowing that American customers would not cooperate with them. In order to lose face, they finally invited American customers to dinner and completed the final negotiation through traditional dinner negotiation. From this example, we can see that in business negotiations, the advantages of direct expression are that the language is direct, right and wrong are clear, people can understand it directly and feel confident. On the one hand, it can save time, on the other hand, it can improve work efficiency. But it also has its disadvantages: direct expression will be aggressive and argumentative, which will hurt others' self-esteem, because the other party will think that Americans will lose face on themselves, which will often lead to difficulties in negotiations and sometimes lead to bankruptcy in negotiations. The benefits indirectly expressed by China people.
Yes: Euphemism and indirect expression will make people feel that the other person is thinking of himself, and it is not easy to hurt the other person's self-esteem, and it will leave room for sensitive topics. Sometimes even when the negotiations are in trouble, both sides will have a step down. However, indirect expression also has its disadvantages: it is easy for foreigners to get used to it, because foreigners often can't really understand the attitude of China people. Sometimes it is because of euphemism that others don't know what the speaker really thinks and wants to express. This is not good for business negotiation, which often makes the negotiation process difficult and even leads to deadlock.
Classic case of deadlock in business negotiation 02
20 1 1 the whole story of the deadlock in the lockout negotiations of the American men's basketball professional league.
Deadlock refers to the confrontation between the two sides due to irreconcilable contradictions in the war during the negotiation process. Deadlock does not mean that the negotiations will break down, but it will affect the negotiation process, and if it is not solved well, it will even lead to the breakdown of the negotiations.
The abbreviation of American men's basketball professional league is NBA. ? NBA lockout? It is a unique term in NBA, which refers to the situation that sports leagues are suspended for various reasons. On July 1 day, Beijing time, the old labor agreement of NBA has officially expired. After nearly three hours of final negotiations, the representatives of the players' union and management still have not reached an agreement on the negotiation of the new labor agreement. So the president of NBA announced the start of the lockout.
Causes of Deadlock-Beginning of Locking
Where are the employers and employees in the NBA? Hard salary cap? System? Distribution of benefits? There are great differences on major issues, such as. Players are willing to agree to the proposal of reducing the total salary by 500 million dollars in five years, but refuse to accept the hard salary cap of 62 million dollars proposed by the management. The management hopes to reach a 10 agreement at the same time to ensure that the annual salary expenditure does not exceed $2 billion. 10 The length of the collective bargaining agreement is unacceptable to the players. On the last day when the old labor agreement was still valid, the employers and employees held the last negotiation. This time, the two sides still have huge differences and failed to reach any agreement.
Classic case of deadlock in business negotiation 03
Company A in Panjin City, Liaoning Province is engaged in additive business. When the financial tsunami in 2008 caused the prices of many industrial raw materials to plummet, it decided to buy the product in large quantities from abroad at low prices.
Company A has done a lot of market research. Firstly, it searches the information of the main producers of additives through the Internet, and then through the comparison of the cost performance of products in various countries, it determines the British company B as the negotiation object. Company A of our company also communicates with Company B by email, and transmits our basic information and required product information to the other party to further obtain the other party's information.
During the negotiation, the first dispute between the two sides is the determination of the negotiation place. Company B asked us to send personnel to Britain for negotiation, and we asked the other party to come to China for negotiation. Both sides know the advantages of negotiating in their respective countries? Help control the negotiations. In the case of the global economic depression caused by the financial crisis, we took advantage of the buyer's market to let Company B take the initiative to come to the door to negotiate.
The first interview between the two sides was fruitful, and the variety, quantity and import time of the products to be imported were determined, and a basic understanding was reached in other aspects. However, the following price negotiations were deadlocked, and the challenges came from many aspects. First of all, the initial cooperation between the two parties lacked trust, the transaction amount was large, and the contract was delivered in batches for two years. Secondly, the pricing of the contract involves the fluctuation and trend of the world market price of the product in the next two years, the influence of exchange rate fluctuation and so on. Both sides want to adopt preferential price terms to avoid risks. After repeated interviews, we finally reached a compromise but more favorable price agreement.