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The author:(作者)delvpublished in(发表于) 2014/1/20 9:14:23 Four famous domestic joint negotiation expert
Post reporter Han Xiaorong
Yesterday and the day before, Antai College of Economics and management, full, a landmark new course opened--the theme of "cultural soft power and international negotiations" course by Peking University and Tsinghua University, National Chiao Tung University, administered by the Dean of Fudan four universities jointly agreed to hold to promote institutional reform and innovation in education, first to fill the gaps in business education.
Courses of led people, and original Ministry Deputy Minister, and China international economic Exchange Center Executive governing, and Shanghai traffic University Aetna economic and Management College Honorary Dean, and doctoral mentor Zhang Xiang Professor force invited "China first news officer", and people University news spread College Dean Zhao qizheng; Commerce Minister Assistant, and party members Zhang xiangchen; China General technical advice investment company Chairman, and cntic international bid company President, and General Fund management company chairman Liu Debing composed "gold teacher combination", For EMBA, MBA lectures of the Antai Management Institute.
Four top experts in the field of international negotiations to share their experience and wisdom of international negotiations over the years, and never the same latitude, perspectives for "cultural soft power and international negotiations" understanding, hope to cultivate a large number of professional accomplishment for China "negotiator".
Quality resource sharing
Professor Zhang Xiang itself has a wealth of international experience, across 100 countries, with 100 cases tell the story of "public diplomacy pioneer in international economic cooperation," he majored in engineering physics, but success on the international stage of the negotiations, has been talked about for its legendary experience, he hopes to transform the experience into a community asset. Professor Zhang Xiang said that the lectures organized by Peking University, Tsinghua University, Shanghai Jiaotong University, Fudan University, four colleges and universities in the beginning of joint resource sharing. This marks the next four colleges in resources sharing, synergy, synergy, interaction, high quality courses jointly with Chinese characteristics, to contribute to a force for education reform in China.
Antai College Assistant Dean, EMBA courses administered by Professor Ren Jianbiao pointed out that "the launch of this course, will push forward the education system more in line with China's actual demand for direction, and filled the blank in domestic related courses in the school of education. The move is to accommodate our ' Twelve-Five ' during the planning requirements on quality curriculum of institutions of higher learning, more in line with the business school entrepreneurial alumni in international business negotiation of the actual operational needs. ”
Guest speakers were of the view that this day and age, culture is increasingly becoming an important source of national cohesion and creativity, and an important factor of growing significance in the competition, the economic and social development of important support. A country's "hard power", such as military forces, natural resources, physical power position in the competition between States is declining, culture, political systems, ideologies and other elements of "soft power" status has gone up significantly. With the core of cultural, ideological "soft power" as countries pursued goals rely solely on rapid economic development, and enough to display national strength.
Revised for Chinese teaching materials
Professor Zhang Xiang said that negotiation as balancing the activities of interest, has penetrated into all aspects of social life, "today's era is an era of negotiations, ranging from negotiations between the countries, talks between between companies, individuals and small, involved in the negotiations, contents, methods are also more diverse. Quantity and quality of the negotiators would need to make a breakthrough. ”
In the survey, Professor Zhang Xiang found that Chinese business school is also currently does not provide suitable courses, teachers or not enough practical experience or theoretically incomplete, on the international community, there is a general need for expression, communication, coordination, implementation, and strong leadership abilities of people and require an extremely broad range of knowledge, a considerable understanding of cultural differences. China needs to cultivate negotiation experts, China's reform and opening up more than 30 years, has a certain degree of accumulation, "teachers and teaching materials are blank in this regard, in the context of the reform and opening up, we have the ability to revise teaching materials suited to China's national conditions, and China wants to go their own way. "Professor Zhang Xiang said.
Line 1 subway financing negotiation examples
Professor Zhang Xiang, is the first of its kind in Shanghai-Shanghai Subway Line 1 subway negotiating experience. His way through history in the making, Shanghai Metro Finance offers the audience a great negotiating the complex history and vivid detail. May 13, 1989, to Zhang Xiang Professor for full negotiations representative of China National Ministry and de, and law, and beauty three Government of Representative signed has "century sexual contract", in concept behind, and institutional rigid and international negotiations experience insufficient of adverse conditions Xia, through negotiations strategy of deployment a step step towards success, this is Chinese to mature mental knock ring international capital markets door, abandoned traditional practice towards international practice of began.
After returning to China in 1986, Zhang Xiang, the first task is responsible for Shanghai Metro Line 1 external negotiations work, Shanghai Metro Line 1 was the first in the country to borrow to build subways. Zhang Xiang said, the hardest part is the idea behind. At that time, many people find that, to borrow is the shortest one. In the international capital markets, the buyer is God. "At that time I first help us establish this concept correct loan relationships. The second issue is institutional rigidity. In the international markets to borrow money, must be by the Ministry of foreign trade and economic outreach, programs must start with government loans, talk about business cooperation. This means that the countries from which loans, cooperation on which country they should go with the manufacturer. They give you a loan, interest rates could offer, but equipment, advisory and management fees are sold at a higher price to you. I was offered to separate government loans and business negotiations. ”
Shanghai Metro negotiations took two years, successful signing, just to breathe, the German side had put a management software starts up to 30 million marks, beyond the planned 19 million marks, even issued a "do not accept conditions to suspend payment" ultimatum. Professor Zhang Xiang at this time "hardliner" image of the show, in the end, project management software to cost just 15 million mark, according to the current exchange rate is equivalent to RMB 50 million Yuan.
After long years, Zhang Xiang said: Chinese people in international social life is not lost on psychological grounds, sitting position again, to say "no", will be big enough to say "no"!
(Original title: four ' joint Chinese negotiator)
早报记者 韩晓蓉
昨天和前天，上海交通大学安泰经济与管理学院高朋满座，一个具有划时代意义的全新课程在此开设——这个主题为“文化软实力与国际谈判”的课程由北大、清华、交大、复旦四所高校的经管学院院长共同商定举办，以推动教育体制改革和创新，率先填补商学教育的空白。
课程的牵头人、原外经贸部副部长、中国国际经济交流中心常务理事、上海交通大学安泰经济与管理学院名誉院长、博士生导师张祥教授力邀“中国第一新闻官”、中国人民大学新闻传播学院院长赵启正；商务部部长助理、党组成员张向晨；中国通用技术咨询投资公司董事长、中技国际投标公司总裁、通用基金管理公司董事长刘德冰组成“黄金名师组合”，为上海交大安泰经管学院的EMBA、MBA授课。
四位国际谈判领域的顶级专家分享自己多年来的工作经验和国际谈判的智慧，并从不同纬度、视角呈现对于“文化软实力与国际谈判”的理解，希望为中国培养出一大批具备专业素养的“谈判专家”。
优质资源共享
张祥教授自身有着丰富的涉外经历，这个走过一百个国家，用一百个事例讲故事的“国际经济合作中的公共外交先驱人物”，他的专业是工程物理，然而却成功走上国际谈判的舞台，其传奇的经历一直为人们所津津乐道，他希望将这种经历转化成社会共同的财富。张祥教授表示，这次讲课成为由北京大学、清华大学、上海交大、复旦大学四所高校联合资源共享的开端。这标志着今后这四所高校将资源共享、优势互补、协同合作、相互交流，共同推出适合中国特色的高质量课程，为中国的教育改革贡献一份力量。
上海交大安泰经管学院院长助理、EMBA课程教授任建标指出，“此课程的推出，将有力地推动教育体制向更符合中国实际需求的方向前进，并填补国内商学院教育中相关课程的空白。这一举措既顺应我国‘十二五’规划期间对高等学校高质量课程设置的要求，更符合商学院企业家校友在国际商务谈判中的实际运作需求。”
主讲嘉宾们认为，当今时代，文化越来越成为民族凝聚力和创造力的重要源泉、综合国力竞争的重要因素、经济社会发展的重要支撑。一个国家的“硬实力”，如军事力量、自然资源等有形力量在国家间竞争中的地位正在下降，而以文化、政治体制、意识形态等要素组成的“软实力”的地位在明显上升。以文化、意识形态为核心的“软实力”成为各国竞相追逐的目标，仅仅依靠经济的高速发展，并不足以显示国家实力。
修订适合中国国情教材
张祥教授表示，谈判作为平衡各方利益关系的活动，已经渗透到社会生活的方方面面，“我们今天所处的时代是一个谈判的时代，大至国家之间的谈判，小至公司之间、个人之间的谈判，参与谈判的层次、内容、方式也更加多样化。这样对谈判人员的数量和质量都需有重大突破。”
在调研中，张祥教授发现，中国的商学院目前还没有提供合适的课程，教师们或者实践经验不够或者理论水平不全面，在国际社会上，人们普遍需要表达、沟通、协调、执行、领导能力强的人，同时需要极其宽广的知识面，对文化的差异有相当的了解。中国需要培养谈判高手，中国改革开放三十多年，已有一定的积累，“这方面的师资和教材都是空白，在改革开放的背景下，我们完全有能力修订出适合中国国情的教材，中国要走自己的路。” 张祥教授如是说。
地铁1号线融资谈判实例
张祥教授是上海首条地铁——上海地铁1号线谈判的亲历者。他通过历史重现的方式，为现场听众展现了上海地铁融资谈判的复杂历程和鲜活细节。1989年5月13日，以张祥教授为全权谈判代表的中国国家经贸部与德、法、美三国政府的代表签署了“世纪性合同”，在观念落后、体制僵化与国际谈判经验不足的不利条件下，通过谈判战略的部署一步步走向成功，这是中国人以成熟心智叩响国际资本市场大门，抛弃传统惯例走向国际惯例的开始。
1986年回国后，张祥的第一件任务就是负责上海地铁1号线的对外谈判工作，上海地铁1号线是当时全国第一条举债建设的地铁。张祥回忆说，最难的就是观念落后。当时很多人觉得，向人借钱就是矮一截。其实在国际资本市场中，买主才是上帝。“那时候，我首先就是帮助大家树立这个观念，把借贷关系纠正过来。第二个问题就是体制僵化。当时在国际市场借钱，必须由对外经济贸易部对外联系，在程序上必须先谈政府贷款，再谈商务合作。这就意味着从哪个国家贷款，就一定要跟哪个国家的厂商进行合作。他们贷款给你了，利率可能优惠了，但设备、咨询、管理费都以更高的价格卖给你。当时我提出要把政府贷款和商务合作谈判分开来。”
上海地铁项目谈判历时两年，成功签约，刚要松一口气，德方却提出了管理软件高达3000万马克的开价，超出原计划1900万马克，甚至发出了“不接受条件即中止付款”的最后通牒。张祥教授此时以“强硬派”的形象示人，最终，项目管理软件的费用仅为1500万马克，按当时的汇率算相当于人民币5000万元。
事隔多年，张祥仍然认为：中国人在国际交往中心理上没有输分的理由，把位置坐正了再谈，该说“不”时，就要大大方方说“不”！
(原标题：四名校联合培养中国谈判专家)
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