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Chapter-1-Business-Negotiation商务谈判.pptx

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PRACTICALBUSINESENGLISHNewEdition目录Chapter11.SomeBasicConceotsofNegotiation 2.TheFormsofBusinessNegotiation 3.TheOverallFrameworkofInternationalBusinessNegotiation 4.FeaturesofInternationalBusinessNegotiation 5.BasicRulesofInternationalBusinessNegotiation 6.TheGeneralProducerofInternationalNegotiation 7.CommunicationSkillsforNegotiations 8.TypesofNegotiationStyles 9.TheBusinessContractChapter1BusinessNegotiation5.BasicRulesofInternationalBusinessNegotiation (1)Interdependence “onepalmcannotclap.”Asellercannotexistunlesshehasabuyer,whichdeterminesthisrelationshipbetweenthem. (2)ConcealmentandOpenness Toachievemoresatisfactoryresults,bothpartieswillhavetodecidehowopenandhonesttheyshouldbeaboutpersonalpreferenceandneeds,andtowhatextenttheyshouldtrusttheotherside. (3)DifferentNegotiationSituations Bothpartiesmustchangeasrequiredofthembysituations.(4)BargainningMixandCreativity Basedontheenvironmentwherenegotiationsfeelcooperativeanddedicatedtoseekingthebestsolutionpossibleinsteadofmeetingbutoneside’sneed. (5)ProposalExchange Tobesuccessful,anegotiatorneedstounderstandtheeventsthataretakingplaceduringtheexchangeofoffers,andtoknowhowtousethemtoadvantage,tokeeptheothersidefromsidefromusingthemtonegotiator’sdisadvantage. (6)WinnerorLoser Cardinalrulesforasuccessfulnegotiatortoremenber:1)His/herreputation,andefforttomaintainthatreputationbymeansoftheirnegotiatingbehavioe.2)Mostnegotiationoccursinrelationshipsthatwillbemaintainedoveralongperiodtime.3)Thesettlementsthataresatisfactorydurablearetheonesthatmeettheneedsofbothside.8.TypesofNegotiationStyles (1)JapaneseNegotiationStyle (2)AmericanNegotiationStyle (3)BritishNegotiationStyle (4)FrenchNegotiationStyleNotes 1.negotiation,意为贸易或生意 2.“Onepalmcannotclap.”一个巴掌拍不响。 3.non-tasksounding开局前试探 4.agenda议事日程 5.chamberofcommerce商会 6.Visualaids,printedmaterials,samples,andreferencetofactsandfigures视觉教具、书面材料、样品及有关的论据和数字谢谢观赏！