Prof.XiaoshuZHU(PhD)Dr.ZhongqiDongChapterSeven:

Commonbusinessnegotiationresolutionprocessesand

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LearningobjectivesAfterlearningthischapter,studentsshouldbeabletohaveageneralunderstandingofthedifferentkindsofdocumentsincurredfrombusinessnegotiations;differentiateacontractfromanagreement,letterofintentandmemorandumofunderstanding;knowwhentousemediationand/orarbitration,etc.understandhowtocommitthenegotiatedresultstotheproperkindoflegalwriting.

Puttingtheoryintopractice谈判战术服务于整体商业战略，提高自身的商务思维能力和意识是制定商务谈判计划重要前提。Negotiationtacticsservetheoverallbusinessstrategies,andimprovingone’sbusinessthinkingabilityandawarenessisanimportantprerequisiteforformulatingabusinessnegotiationplan.把用合适的战略战术取得的谈判成果以法律文件的形式确定下来是商务思维的一个重要组成部分。Finalizingyournegotiationoutcomesachievedwithappropriatenegotiationstrategiesandtacticsintheformoflegaldocumentsisanimportantpartofbusinessthinking.

WhyandwhatoflegitimacyissuesInpriorchapters,wehaveintroducedvariousnegotiationstrategies,tactics,skills,etc.,necessarytoconductsuccessfulnegotiations.Attheconclusionofanegotiation,thepartiesneedtocommittheirfinalnegotiatedsettlementtowriting.Inthischapterwewilldiscusssomewrittenformsofnegotiatedagreementsthatdocumentwhathasbeenagreed,includingcontracts,agreements,memorandumsofunderstanding,andletterofintent.Wewillalsobrieflydiscussarbitrationandmediationastoolstoassistinreachinganagreement.Weusetheumbrellatermoflegitimacyissuesforthecontentsofthischapter.

7.1Contractsandagreements(1)InChapterFourofthisbook,wehadadetaileddiscussionontheissueoftrust.Whenitcomestoclosingabusinessnegotiation,thepartiesneedtodocumenttheiragreementinwritingnomatterhowmuchtrusttheyhaveineachother.Alegal,signedagreementdocumentsandformalizesany