理解差异 驾驭冲突 寻求共识——银行引资谈判策略研究

On Conflict-Controlling and Common-Understanding: Discussion of negotiation strategy for banks' capital introduction

引资谈判涉及当事各方的商务安排与利益调整,主要包括认股价格、投资组合、业务合作、董事席位及公司章程修改等内容。由于中外文化背景不同和法律环境差异,使得引资谈判始终贯穿着观念碰撞与观点冲突。面对诸多难点,成功的谈判必然是中外双方在理解文化和法律差异基础上坦陈分歧、寻求共识的过程。

capital introduction involves the business arrangement and interest adjustment of various parties concerned, mainly including share subscribing price, investment portfolio, business cooperation, directorate seats and revision of the corporate constitutions. The paper aims at analyzing the conflicts arising from cultural, legal and ideological differences which influence the negotiation, and discuss how to avoid conflicts by eliminating differences and seeking common understanding.