第3章 建立业务关系(11)

development like a technician, engineer; ② Business personnel

They are familiar with the international market, trade practices, professional terms and prices like a factory director or manager; ③ Law personnel

They are familiar with the economic legal knowledge of both countries like a lawyer or law consultant; ④ Accountant

He is familiar with costs, international payment and finance. ⑤ Interpreter

He is familiar with the foreign language needed and the related cultural background. He should also be good at communicating with other team members and the counterpart. ⑥ Leading personnel

He is usually appointed by the company or selected from the above-mentioned members; ⑦ Personnel to take minutes

He is either appointed by the company or selected from the above-mentioned members by the chief negotiator 3.3 Location of the Negotiation

The location of the negotiation could affect the success of the negotiation from practical and psychological aspects. The party who has the “home court” has more advantage than the other party. Because the home team could get almost all the information and resources needed in the negotiation easily. However, the visiting team just brings the minimum necessary information and resources abroad. Obviously, it is disadvantageous to the visiting team to gain the initiative in the negotiation.

Moreover, the home team also enjoys psychological advantage. Firstly, the visiting team must be very interested in your products, or they won’t come to you from far away. Secondly, as the host, you could control most of the negotiation resources and you are familiar with negotiation environment.

In the event that neither party wants to get to the other party’s company, it is better for both parties to hold the negotiation in a neutral location which is equal to both of them.

Generally speaking, the requirements for the location include the following points:

① Transportation convenient ② Communication facilitated ③ The conference room should be comfortable and elegant ④ Quiet environment and external disturbance ⑤ Necessary office facilities, e.g. computer, typewriter, photocopier, projector,

microphone, video equipment, etc. 3.4 Principles of Seat Arrangement