商务英语谈判书摘

　　Because the parties to an intended joint-venture agreement must identify all the capabilities, strengths, weaknesses and intentions of the companies involved, and the attitudes and preferences of the individuals comprising the teams, the

nnegotiation atmosphere is of prime importance. Atmosphere affects and is affected

nby the kinds of experiences the parties have had with each other, the relationships established and the climate of trustworthiness created. Equally it

naffects and is affected by the market environment where the market is such that a

nswitch of allegiance to another organization is difficult and costly, considerable

nresources can be put into the relationship.

n由于预期的合资合作合同的双方除了必须弄清对方公司的实力、优缺点及意图外，还必须弄清谈判队伍成员的态度和偏好。因此，谈判气氛就显得至关重要了。谈判气氛和谈判双方的交往经历、已建立的关系及产生的信赖程度相互影响。同样，它与市场环境也密切相关，如果在市场上寻找别的合作伙伴很困难，且需耗费大量资金，则现有的谈判双方就会投入大量资源以建立良好的合作关系。

nIf the parties are presenting the initial proposal at the end of the opening phase,the negotiators should know which parts of his offer that the Opponent is likely/unlikely to accept. They can deduce the strength of the Opponent's opposition on any issue and predict the general form of the optimum bargain on each issue the Opponent is likely to accept.

n如果双方在开始阶段结束时提出了最初建议，谈判人员应知道对手可能／不可能接受其哪些条件，由此推断出对手在各个问题上的反对程度，并预测出对方在每个问题上可接受的大致条件。

nBefore proceeding further with the negotiations, the Party should review the results achieved from the opening phase. And then decide whether the negotiations can be placed on a bargain acceptable to both sides which can be identified immediately, or a bargain acceptable to both sides is foreseeable which will need further negotiations to achieve, or no bargain is foreseen acceptable to both sides.