Notes for Business Proposal Meeting

U3 business proposal meeting

2017年11月4日

17:24

1. Nature of business proposal meeting

2. Strategies for …

3. Participating in …

4. The art of persuation

5. After …

1. Strategies for a business proposal meeting

(1) Negotiating Styles

When you are negotiating with people from other cultures, it is important to think about what they consider as “normal” behavior. Think about these areas:

a. Body language – the way you hold your body, the gestures you make, etc.

b. Conversational rules – the acceptability of silence, interrupting others, etc.

c. Hierarchy – awareness of and respect for the relative importance of people on both sides

d. Physical contact – the degree to which it is acceptable to, for example, touch someone’s shoulder

e. Relationship building – how important it is for participants to get to know the other side

f. Attitude to time – do you get down to business immediately, or do you spend some time on “small talk”?

[pic 1]

Bear the following points in mind when negotiating with others:

• Show respect for and consideration of others’ perspectives and goals

• Support your views and assertions with information and evidence

• Anticipate others’ objections to your views

• Be objective; do not make any personal attack

• Be willing to make small concessions for bigger gains

• Neither highlight nor deny weaknesses of your position

• Use appropriate body language to show your engagement in the negotiation

Some useful languages

Summarising

• So, what you’re saying is…
• Can I summarise that? You mean…
• So, the main point is…

Moving the discussion on

• Can we go on to think about…
• Let’s move on to the next point.

1.

In business proposal meetings, you may need to:

• Answer questions / Clarify details
• Highlight / Emphasis uniqueness of ideas
• Resolve outstanding concerns
• Discuss implementation schedule / Budget
• Defend your ideas / Negotiate with others
• Persuade others

2.

never ask sb. to repeat things he has mentioned in presentation