经贸英语文章选读Unit 14 Negotiation_95
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Analysis of Case One: Initially, the need for a cigarette urged the prisoner to negotiate, but the guard has no need from the prisoner, so he refused to negotiate. In order to achieve his purpose, the prisoner created a need for the guard to negotiate with him.
Case One
一个被单独囚禁的囚犯整日无所事事。一天，他忽然闻到一种 万宝路的香烟味道。他很喜欢这种牌子的烟。原来门廊的卫兵正 在吸烟，钩起了他的烟瘾。他用手指轻轻的敲了敲门。卫兵走过 来傲慢的说：“你要干什么？”囚犯答道：“请给我一只烟，就 是你抽得那种万宝路。”卫兵感到很惊异，囚犯还要抽烟，真是 异想天开。他嘲弄的哼了一声，就转身走开了。
• The result is based on free will of the parties: • the art of persuasion
Motive of Negotiation
• Needs and wants are the motive for negotiation. – Needs from the other is the motive of negotiation. – The more your opponent wants from you, the more likely you will succeed.
Text A
How to Be a Good Negotiator
Introduction to Negotiation
• Definitions of Negotiation • Features of Negotiation • Negotiation Styles • Negotiation Elements
Fundamental Reason
• Fundamental reason: scarce resources Why did Israel negotiate with Egypt? Why does foreign company negotiate over investment or cooperation contract with local Chinese companies? Why do people trade? Why do employees negotiate over salary with the boss?
Is this a negotiation? Is this a successful negotiation?
Case One-Further Story
囚犯又用手敲了敲门，这次他态度威严。那个士兵吐出一 口烟雾，恼怒的扭过头问：“你又想干什么？”囚犯回答： “对不起，请你在30秒之内给我一只烟；否则我就用头撞着 混凝土墙，直到撞得自己血肉模糊，失去知觉为止。当我醒 来时，我就说是你干的。也可能当局不相信我。但是，你必 须出席每一次听证会，不断证明你是无辜的，你必须填写各 种报告——所有这些都是因为你拒绝我一只劣质的万宝路！ 就一只烟，我保证不再给您添麻烦了。” 结果卫兵从小窗里 给他递了一只烟，并替他点上。
• Conflict occurs when two or more people compete over limited resources. – What is conflict? – What are the features of conflict?
Is this a successful negotiation for the prisoner?
How did the prisoner achieve his purpose through negotiation?
Features of Negotiation
• Negotiation is – for some purpose： • motive of negotiation – between two or more parties： • 1. there is something you want from others • 2. a process of information transfer • 3. unpredictability of the result
Unit 14
Negot源自文库ation
Contents
1. Teaching Aims 2. Text A 3. Text B 4. Supplementary Reading
Teaching Aims
After studying this unit, you are required to 1. Have a general idea of the process of
• Negotiation is the process we use to satisfy our needs when someone else controls what we want.
• Whenever people exchange ideas with the intention of changing relationships, whenever they confer for agreement, then they are negotiating.
negotiation in the business activities. 2. Understand the ways to become a successful
negotiator. 3. Understand the power of silence in a
negotiation 4. Master the difficult words and expressions.
Case One
一个被单独囚禁的囚犯整日无所事事。一天，他忽然闻到一种 万宝路的香烟味道。他很喜欢这种牌子的烟。原来门廊的卫兵正 在吸烟，钩起了他的烟瘾。他用手指轻轻的敲了敲门。卫兵走过 来傲慢的说：“你要干什么？”囚犯答道：“请给我一只烟，就 是你抽得那种万宝路。”卫兵感到很惊异，囚犯还要抽烟，真是 异想天开。他嘲弄的哼了一声，就转身走开了。
• The result is based on free will of the parties: • the art of persuasion
Motive of Negotiation
• Needs and wants are the motive for negotiation. – Needs from the other is the motive of negotiation. – The more your opponent wants from you, the more likely you will succeed.
Text A
How to Be a Good Negotiator
Introduction to Negotiation
• Definitions of Negotiation • Features of Negotiation • Negotiation Styles • Negotiation Elements
Fundamental Reason
• Fundamental reason: scarce resources Why did Israel negotiate with Egypt? Why does foreign company negotiate over investment or cooperation contract with local Chinese companies? Why do people trade? Why do employees negotiate over salary with the boss?
Is this a negotiation? Is this a successful negotiation?
Case One-Further Story
囚犯又用手敲了敲门，这次他态度威严。那个士兵吐出一 口烟雾，恼怒的扭过头问：“你又想干什么？”囚犯回答： “对不起，请你在30秒之内给我一只烟；否则我就用头撞着 混凝土墙，直到撞得自己血肉模糊，失去知觉为止。当我醒 来时，我就说是你干的。也可能当局不相信我。但是，你必 须出席每一次听证会，不断证明你是无辜的，你必须填写各 种报告——所有这些都是因为你拒绝我一只劣质的万宝路！ 就一只烟，我保证不再给您添麻烦了。” 结果卫兵从小窗里 给他递了一只烟，并替他点上。
• Conflict occurs when two or more people compete over limited resources. – What is conflict? – What are the features of conflict?
Is this a successful negotiation for the prisoner?
How did the prisoner achieve his purpose through negotiation?
Features of Negotiation
• Negotiation is – for some purpose： • motive of negotiation – between two or more parties： • 1. there is something you want from others • 2. a process of information transfer • 3. unpredictability of the result
Unit 14
Negot源自文库ation
Contents
1. Teaching Aims 2. Text A 3. Text B 4. Supplementary Reading
Teaching Aims
After studying this unit, you are required to 1. Have a general idea of the process of
• Negotiation is the process we use to satisfy our needs when someone else controls what we want.
• Whenever people exchange ideas with the intention of changing relationships, whenever they confer for agreement, then they are negotiating.
negotiation in the business activities. 2. Understand the ways to become a successful
negotiator. 3. Understand the power of silence in a
negotiation 4. Master the difficult words and expressions.