E_commerce [Thinking,on,the,"Video,Negotiation",Model,under,the,E-commerce,Environment]

　　Abstract.At the present time, it is highly necessary to give serious consideration to the methods of the governments and enterprises to take advantage of the Internet to carry out the "video negotiations" from a different place that is far away from the negotiation objects according to a great number of the new models that emerge in the business operations of all areas of social economy under the e-commerce environment. In this paper, the author puts forward the point of view that it is necessary not only to get a real understanding of the characteristics of the negotiations and transactions under the e-commerce environment and also to attach higher importance to the qualities of the negotiation talents under the e-commerce environment as well as the studies on the training objectives, training models and development contents of the negotiation talents in e-commerce if the success rate of the "video negotiations" is desired to attain an increase.
　　Key words:Video Negotiations; E-commerce Transaction Process; Qualities of E-commerce Negotiation Talents
　　
　　
　　1.Introduction
　　As the e-commerce has attained a very rapid development now, the "online negotiations" of governments and enterprises which are supported by the information and electronic knowledge have changed into the embodiments of the governments and enterprises to adapt to the globalization of economy with each passing day.
　　On July 7, 2006, there was a very special conversation in the reception room of Wuxi Foreign Economic Trade Bureau. That was the business negotiation between the person in charge of the investment department of Wuxi Foreign Economic Trade Bureau and the Peter who was a merchant from Canada. At the same time, the person in charge of the investment department of Wuxi Foreign Economic Trade Bureau negotiated the work online with the business representatives from German, Singapore, and Hong Kong at the presentation meeting. Such a remote negotiation way at a different place made the distance among the different negotiation sides closer.
　　Through the digital communications, the e-commerce makes the buyers, sellers, and manufacturers as well as their different partners gathered in the internet and enterprise intranet and extranet. Such a transaction way does not receive any impact from the geographical positions.
　　However, the e-commerce exerts a serious impact on the traditional models of all fields of the social economy, in the mean time, more importantly, the e-commerce create increasingly more and updated business operation models.
　　
　　2.Characteristics of the Negotiation and Transaction Process under the E-commerce Environment
　　In the traditional sense, business negotiation referred to the face-to-face consultation between the two sides at the negotiating tables.
　　Generally speaking, e-commerce features the trading virtualization. Therefore, under the e-commerce environment, the two sides or more sides of the business negotiation in whatever country and area can all depend on the internet to carry out the online negotiation, online discussion, concluding an agreement, processing payment, complaints and consultation, and questionnaire and so on.
　　Therefore, it can be clearly known that the whole transaction process is under a complete virtualization. As long as the business sides access to the online negotiating rooms, they can conduct the "remote video" consultations about everything. Drawing up a conclusion, the general transaction process of the e-commerce can be divided into the four stages, as shown in the following.
　　A general summary of e-commerce transaction process can be divided into the following four stages.
　　2.1.Preparations before transaction
　　At this stage, it is necessary for the sides that take part in the transaction to do the information preparations before the transaction.
　　First, the buyers take advantage of the internet and the e-commerce networks to carry out the investigation on the product source markets and the analysis on the markets in accordance with the products that they are in need of, and there get a real understanding of the transaction intentions of all sellers. As a result, the buyers can make a change to the product purchase plans and the product stock replenishing plans, get recognition and verification on the product purchase plans, and finally can find out the products and product suppliers that they are satisfied with.
　　Second, the sellers take advantage of the internet and the e-commerce networks to release their product advertisements and promote their products, make all kinds of sales strategies and marketing methods, get a real understanding of the transaction intentions of all buyers, and hence seek the trading partners as well as the trading opportunities, and ultimately can make an expansion to the transaction range as well as the market shares of products.
　　Therefore, the two sides that get involved in the transaction do their business usually in accordance with the e-commerce transaction procedures that are ruled by the e-commerce departments after the make a good preparation for the transaction.
　　2.2.Transaction negotiation and concluding a contract
　　At this stage, it is necessary for the sides that take part in the transaction to take advantage of the electronic communication devices as well as the communication methods to carry out the business negotiations through the "remote videos".
　　In this process, the customers put forward the REQUOTE to the product suppliers, and then the suppliers give QUOTES of the products to the customers and state the quote information of the products specifically; the customers put forward the ORDERS to the product suppliers; the suppliers give ORDESP of the product order sheet to the customers; the customers, in accordance with the replies, put forward whether they want to make a change to the ORDCHG of the orders; the customers put forward the product transport (IFTMIN) to the suppliers; the two sides in the transaction make clear the negotiation results about the terms of the contract including rights and obligations of both sides as well as the types, quantity, prices, delivery places, transaction way, transport way, breaking the contract and demanding compensation in the recognized email address.
　　All terms of the contract are necessary to be ruled through the email written electronic trading contract in an all round way.
　　In the mean time, the two sides of the contract can take advantage of the electronic data interchange (EDI) to conclude the terms of the contract, and then sign the contract through the digital signature, etc.
　　2.3.Handling the procedures before transaction
　　At this stage, it is necessary for the two business sides (buyer and seller) to handle all kinds of the procedures after they conclude a contract with each other.
　　In the transaction process, it is necessary to touch upon the multiple parties such as the intermediaries, the banking and financial institutions, the credit card companies, the customs systems, the commodity inspection systems, the insurance companies, the taxation system, and the transportation companies.
　　In addition, it is necessary for the buyer and seller to take advantage of the electronic data interchange (EDI) to conduct the exchange of the electronic documents and the electronic bills with all related parties until they handle all procedures including the formulation of the terms of the contract by the sellers and delivering the products to the buyers.
　　2.4. Performance and Claim of the Transaction Contract
　　This stage is started from the time that the two business sides (buyer and seller) handle all procedures completely.
　　First, the suppliers make a preparation for the products to be delivered and carry out an organization for the product, and then send the shipping notice to the customers. This is the so-called supply direction issued by the shipping customer notification (BESADN).
　　Next, the seller consigns the products that are purchased by the customers to the transport companies that are responsible for the package, starting shipment and delivering products.
　　Then, the customers will send the notice about taking delivery of the products to the sellers. This is the so-called receiving advice message (RECADV), which is used to get back to the product receiving information.
　　In addition, the buyer and seller can take advantage of the e-commerce servers to implement the track on the products that have been consigned by the seller. In the remittance advice message (REMADV), the buyer can use the function to send a notice about the remittance to the seller, while the seller can get back to the buyers about the payment collection information.
　　The supplier can send the electronic invoice (INVOIC) to the customer. If the buyer receives the products and the seller receives the payment for the products, the seller should issue the electronic invoice to the buyer.
　　In the mean time, the banking and financial institutions should process the payment and settlement for the two sides in accordance with the terms that have been stipulated in the contract, and then issue the related bank documents and so on.
　　As a result, from the above, it can be seen that the entire transaction process is completed.
　　3."Video Negotiation" of Electronic Process Requires Improving the Quality of the Negotiation Talents under the E-commerce Environment
　　The "video negotiations" of Wuxi Foreign Economic Trade Bureau based on an electronic process open up a new window for people to carry out an discussion on the quality of the negotiation talents under the e-commerce environment
　　The application of this completely new business model will never be equal to purchasing a great amount of the computer equipments and software. This is because the formulation of some standards and the establishment of some networks as well as the specific implementation require a huge and systematic workload.
　　In this process, the cultivation on the qualities of the professional e-commerce talents is considerably important.
　　With the purpose of making the e-commerce transactions effective in operations, there are three levels of talents necessary to train at the present time. First, it is necessary to train the personnel in the technical services. Second, it is necessary to train the personnel in management. Third, it is necessary to train the personnel in the senior management, such as the e-commerce negotiation talents.
　　At the present time, through the degree education provided by the higher learning schools and the e-commerce education provided by the higher vocational schools, China is training the professional e-commerce negotiation talents at the different levels.
　　Importantly, the e-commerce negotiation talents should be the modern negotiation talents that have the ability to adapt to the e-commerce environment, and are the high-quality negotiation talents that possess the very good literacy in the information technology.
　　Generally speaking, the development of the e-commerce in the modern times has made a change to the recognition of the negotiation personnel on the business information in Internet. Therefore, it also has made the traditional and single negotiation language form transform to the simultaneous exchange with the multiple languages.
　　In an objective sense, it is highly necessary for the negotiation talents to not only possess the traditional business negotiation techniques and skills, get a real understanding of the characteristics of the negotiation and transaction process under the e-commerce environment, and also know well the means and methods that are used to work in the e-commerce field.
　　At the same time, it is highly necessary for the e-commence negotiation talents to possess the international negotiation knowledge and the e-commerce high technology knowledge of the modern times, and seize the characteristics and rules of the negotiation activities under the supports of the e-commerce, and therefore have the ability to get a control on the "video negotiation" site of the e-commerce in the modern times.
　　In addition, with the purpose of making the success rate of the negotiation and transaction in the future, the most important point is training a great number of the high-quality negotiation talents that not merely are proficient in a great many of the negotiation strategies and skills and also get a real understanding of the knowledge in information and science technology as well as the related knowledge in other fields.
　　
　　4.Ideas and Strategies for Improving the Quality of the E-commerce Negotiation Talents
　　4.1.Improving the success rate of the video negotiations
　　It is highly necessary to make an enhancement to the success rate of the video negotiations, attach higher importance to the studies on the training objectives, training models and development contents of the e-commerce negotiation talents.
　　Besides, it is necessary to implement the training based on the different levels, and ultimately train a professional e-commerce negotiation talents team, which is oriented at the elites and experts.
　　4.2.Relying on negotiation practices and realizing the dynamic training of the e-commerce talents
　　It is highly necessary to make use of the negotiation practices to realize the dynamic training of the e-commerce talents. The training of the e-commerce negotiation talents is impossible to attain a breakthrough in essence under the static education and inculcation.
　　Therefore, only relying on the e-commerce negotiation practices, the training can help the e-commerce negotiation talents take advantage of all kinds of knowledge skillfully in the dynamic learning and practice and make an enhancement to the professional qualities as well as the ability in transformation and application comprehensively.
　　As a result, an actual improvement can be made to the ability of the e-commerce negotiation talents in the integration of business and techniques.
　　In the mean time, it is highly necessary to train the e-commerce negotiation talents to have the innovation awareness and sprits, which are required by the video negotiations of the electronic process.
　　4.3.Implementing the open learning and speeding up the knowledge accumulation and talent reserve
　　It is highly necessary to carry out the open learning and speed up the knowledge accumulation and talent reserve at the present time.
　　Also, it is necessary to make a change to the relatively closed learning and knowledge accumulation approaches of the previous time, and hold the open and inclusive attitudes, and draw attention to the introduction of the negotiation ways, techniques and strategies from the outside world.
　　Certainly, all these need to be implemented specifically in the process of training of the e-commerce negotiation talents.
　　Thus, it is necessary to hold an open learning attitude to make an enhancement to the knowledge accumulation and the transformation and application ability of the e-commerce negotiation talents.
　　As a result, an e-commerce negotiation talents team that has the very powerful learning ability can be trained.
　　
　　5.Conclusion
　　Today, the globalization of economy has been extensive in the world. It has been very easy for the business operators to realize a series of complete trading activities from the acquisition of commercial information, business negotiation, product purchase, sample demonstration, product shipping to the electronic payment.
　　In this process, however, how to take advantage of the e-commerce resource almost has become the key to the success of transaction.
　　
　　6.References
　　[1]Yingjian Feng. Email Marketing. China Machine Press, 6-2003, the First Edition.
　　[2]Yingjian Feng. Fundamentals and Practices of Network Marketing. Tsinghua University Press, 8-1-2003, the First Edition.
　　[3]Turban, E (U.S.). E-commerce: New Perspective of Management. Translated by Liping Wang. Electronics Industry Press, 1-2003, the second Edition.
　　[4]Dave Chaffey. Network Marketing: Strategy, Implementation and Practice (Version 2). Translated by Guanzhi Wu. China Machine Press, 6-2004.
　　[5]Peter Morath. Profit Mode: Success of E-business (German). Translated by Lei Feng. Social Sciences Academic Press, the First Edition.

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