论述题 What were the important factors which had contributed to the successful conclusion of this business transaction?

论述题 What negotiating tactics did the Chinese business people use in the process of the negotiation?

填空题 Handling Offer and Counteroffer Effectively Generally speaking, the seller is supposed to make the offer to the buyer first. If you are the seller, you may offer the buyer a higher price than you would actually be willing to sell But you need to find out what your counterpart is really looking for and make a reasonable and realistic offer.

填空题 Wang Hua, a young Singaporean businessman from MW Trading Pte Ltd, intended to place a large order for Jinshang Garlic in Shandong Province because there were a lot of Chinese who loved Jinshang Garlic. Since his grandparents were born in Shandong, so he had a good feeling towards Shandong and was eager to conclude the business transaction with one of the local trading companies in Shandong. Zhong Hong, the Sales Manager of YuRong Co, Ltd, a trading company in Shandong Province specializing in the exporting of agricultural products into overseas markets, got this information from the Chamber of Commerce of China in Singapore. He invited Wang Hua to Shandong to visit JinshangGarlic Production Base. Wang Hua was rather impressed by Jinshang Garlic. For the first round of the negotiation, both parties reached an agreement in many important aspects except the price of Jinshang Garlic. Wang Hua didn't accept Zhong Hong's original offer (USD886/Ton FOB Qingdao), and made a counteroffer of USD850/Ton FOB Qingdao. But Zhong Hong insisted on his original offer saying that with USD850/Ton FOB Qingdao, it was almost impossible for him to make money. Both parties insisted on their own positions and none of them wanted to make any concessions. The negotiation got stuck in the price of Jinshang Garlic. Wang Hua remained very tough at the negotiation table because he understood that the situation was favourable to him. Jinshang had a good harvest of garlic that year and the supply of Jinshang garlic exceeded the domestic demand. Moreover, Wang Hua believed that a successful negotiator should be able to maximize profits from the business transactions and he usually drove hard bargains in negotiation. Therefore, he threatened Zhong Hong to shift to other suppliers if Zhong Hong didn't accept his counteroffer. After some careful consideration, Zhong Hong accepted Wang Hua's counteroffer, yet he felt rather frustrated. On the one hand, he was fully aware that he was at a weaker position because of the abundant supply of Jinshang garlic in the market. He would not like to leave this opportunity to other suppliers even though he could earn little profit. On the other hand, he disliked to be threatened and got the feeling that he had been ripped off. Two weeks later, because of the poor weather condition, the cargo vessel for Wang Hua's goods from Qingdao to Singapore had to be postponed. Consequently, they had to change the route. The goods had to be transshipped from Qingdao to Singapore via Shanghai. Because of the unhappy negotiating experience with Wang Hua, Zhong Hong charged Wang Hua some extra money for the service.【缺少答案，请补充】

填空题 Separate the People from the Problem Distinguishing the negotiators from the subjects under negotiation, considering problems from your counterpart's point of view and presenting more objective information can be workable. Be empathetic by putting yourself in your counterpart's shoes and avoid blaming your counterpart for your problem. Do not overreact to emotional outbursts.

论述题 What negotiating tactics did the Australian business people use in the process of the negotiation?

填空题 Try to Establish a Common Ground and Resolve Differences Effectively Maximizing commonalities and minimizing differences in the negotiation can be constructive. Remember that the idea to negotiate is not to win but to come to a mutually satisfying solution to the problem.

填空题 Zhang Hua, the Marketing Manager of Parkson Trading Co., Ltd. got the information from the Australian branch saying that SA Importers Ltd. a local Australian company, intended to import a large amount of aluminum extrusion into the Australian market. Zhang Hua and his executive assistant, Liu Wei, got in touch with SA Importers, Ltd. to find out the model and specifications their counter-party intends to import. Zhang and Liu immediately got in touch with Nanhai Aluminum Co., Ltd. to discuss the production of aluminum extrusion designated by the Australian company. After some research about the market situations of aluminum extrusion, they then made a non-firm offer to AS Importers Co., Ltd. Model Number: A021 USD4/piece FOB Shenzhen MOQ: 1,000 Pieces Payment: L/C at sight Delivery: within 30 days of receipt of the buyer's L/C Very soon, Zhang Hua got the reply from the Australian company that they were interested in the aluminum extrusion produced by Nanhai Aluminum Co., Ltd. and would send Simon Harrison, the Marketing Manager, and Sally Burris, the executive assistant to have the negotiation. Before having the face-to-face negotiation with the counterpart, the Chinese businessmen asked the Australian branch to investigate the major business activities and the financial status and the integrity of SA Importers Ltd. Information about the personality and negotiating styles were also requested. Meanwhile they made an investigation about the current situation of aluminum extrusion in Australia and found out that the demand for aluminum extrusion had been increasing greatly in Australia and there were several buyers who would also want to purchase aluminum extrusion from China. After visiting Nanhai Aluminum Co., Ltd, both parties sat down to negotiate the details of the business transaction. Not surprisingly, the Australian business people were also well-prepared for the negotiation. They understood the current market price of aluminum extrusion quite well. Therefore, at the very beginning of the negotiation, Simon Harrison pointed out that the original price of aluminum extrusion Model Number A021 (USD4/piece FOB Shenzhen) was not in line with the international market price. He tried to push the Chinese side to reduce the price by 5% by telling the Chinese business people that there were quite a lot of Chinese manufacturers who could supply similar products. Instead of sticking to the negotiation of the price of the product, Zhang Hua shifted to introduce the good quality of the product implying that their prices vary according to the different quality. If the Australian side could only accept a lower price, then they could offer aluminum extrusion Model Number B032 at the price of USD3/piece FOB Shenzhen. Zhang Hua reminded the Australian counterpart that the demand for aluminum extrusion had been increasing greatly in Australia and there were several buyers who would also want to purchase aluminum extrusion from China. After careful comparison of the two models, the Australian side decided to purchase A021, but asking for some quantity discount. Liu Wei was very glad to offer the Australian business people 1% discount for an order of 30,000 pieces and 2% for 50,000 pieces. Simon Harrison decided to place an order of 50,000 pieces of aluminum extrusion, but on the condition that the terms of payment would be T/T 30% in advance and 70% against the negotiable B/L copy instead of L/C at sight. Finally both parties reached an agreement.【缺少答案，请补充】