商务英语谈判课件余慕鸿chapter1
商务谈判课件：Chapter 1 negotiation-skills-basics
PEOPLE …..continued
• Emotions
– People get defensive or attack – Emotions effect decision making & judgment – Venting can clear the air – Do not get involved with negative emotional
Basic Principles of Negotiation
Basic Principles of Negotiation
Four Attributes of a Negotiation
Negotiation is based on human needs
what motivates a person? –a need Material needs - want more materialistic things Security Needs - needs for safety and security Psychological needs - mental needs that motivate
• It involves using the art of ‘persuasion’ to get others to understand and agree with your viewpoint. It works best when an individual has a win-win attitude.
Negotiation Skills
商务英语谈判课件余慕鸿chapter1
商务英语谈判课件余慕鸿chapter1Chapter 1: Introduction to Business Negotiation1.1 Definition of Business Negotiation- Business negotiation refers to the process of reaching an agreement or settlement through discussions between two or more parties.- It involves a series of interactions, give-and-take, and compromise to find a mutually acceptable solution.1.2 Importance of Business Negotiation- Business negotiation is crucial for achieving successful outcomes in various business scenarios such as sales, partnerships, contracts, and mergers.- It helps in resolving conflicts, addressing differences, and building long-term relationships with stakeholders.1.3 Key Skills for Effective Business Negotiation1. Active Listening: Paying attention to the other party's needs and concerns and understanding their perspective.2. Communication: Clearly expressing your own needs, interests, and expectations.3. Problem-solving: Identifying common goals and finding creative solutions that satisfy both parties.4. Flexibility: Being open to alternative solutions and willing to compromise.5. Emotional Intelligence: Understanding and managing your own emotions as well as understanding the emotions of the other party.6. Preparation: Conducting thorough research, planning, and strategy development before entering the negotiation.7. Patience: Remaining calm and composed during tense moments, and avoiding impulsive decisions.8. Negotiation Ethics: Upholding ethical standards and values such as honesty, fairness, and transparency in the negotiation process. 1.4 Different Approaches to Business Negotiation1. Competitive Approach: Focusing on one's own interests and trying to maximize benefits at the expense of the other party. This approach can lead to win-lose outcomes.2. Cooperative Approach: Collaborating with the other party to find mutually beneficial solutions. This approach aims for win-win outcomes.3. Integrative Approach: Combining elements of both competitive and cooperative approaches. It involves creating value through trade-offs and expanding the resources available to both parties. 1.5 Common Challenges in Business Negotiation1. Different Interests: Parties may have conflicting interests and priorities.2. Communication Barriers: Language barriers, cultural differences, and misinterpretations can lead to misunderstandings.3. Power Imbalance: One party may have more power or leverage in the negotiation, creating an uneven playing field.4. Emotions and Personality: Emotional reactions, egos, and personal conflicts can hinder the negotiation process.5. Time Pressure: Limited timeframes and deadlines can add pressure and impact decision-making.1.6 Strategies for Successful Business Negotiation1. Preparation: Gather relevant information, understand the otherparty's position, and define your own objectives.2. Building Rapport: Establish a positive relationship with the other party through trust, respect, and active listening.3. Finding Common Ground: Identify shared interests and goals to create a foundation for collaboration.4. Effective Communication: Clearly and concisely communicate your needs, preferences, and proposed solutions.5. Managing Emotions: Stay calm and composed, acknowledge emotions, and find constructive ways to address them.6. Flexibility: Be open to compromises and explore alternative options to reach a mutually satisfactory agreement.7. Closing the Deal: Ensure that the negotiated agreement is documented and all parties understand and accept the terms. References:- Lewicki, R. J., Saunders, D. M., & Barry, B. (2010). Negotiation: Readings, Exercises, and Cases.- Shell, G. R. (2006). Bargaining for advantage: Negotiation strategies for reasonable people. Penguin.- Salacuse, J. W. (2007). The global negotiator: Making, managing and mending deals around the world in the twenty-first century. Macmillan.。
商务谈判unit1
• Win-lose: I win, you lose • Win-win: Opportunities for both parties to gain
9 1-9
Interdependence
– Negotiators must be versatile in their comfort and use of both major strategic approaches
– Negotiator perceptions of situations tend to be biased toward seeing problems as more distributive/competitive than they really are
– Zero-sum or distributive – one winner – Non-zero-sum or integrative – mutual gains situation
11 1-11
Alternatives Shape Interdependence
• Evaluating interdependence depends heavily on the alternatives to working together
could attain on his or her own • To resolve a problem or dispute between
the parties
4 1-4
Approach to the Subject
Most people think bargaining and negotiation mean the same thing; however, we will be distinctive about the way we use these two words:
商务英语谈判Chapter One--2
Identify interests
Put yourself in the other person’s shoes.
Respect your counterparts as human beings and recognize their needs and interests underlying their positions.
Collaborative Negotiation
It involves people with diverse interests working together to achieve mutually satisfying outcomes.
Win/win negotiation Integrative bargaining Features of Collaborative Negotiation
Discuss problems before proposing a solution.
Direct discussion to the present and future, away from the difficulties of the past. Be concrete but flexible.
People tend to take extreme positions that are designed to counter their opponents’ positions. Defining a problem in terms of positions means that at least one party will “lose” the dispute.
Before brainstorming
商务英语谈判chapter One1精品PPT课件
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。
Thus, the ancient Roman business person would “deny leisure” until the deal has been settled.
Definitions of Negotiation (Cont.)
Negotiation is the process we use to satisfy our needs when someone else controls what we want.
Is this a successful negotiation for the prisoner?
How did the prisoner achieve his purpose through negotiation?
Features of Negotiation
Negotiation is
will succeed.
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.
商务谈判教案1-2章PPT课件
Chapter 1 Fundamentals of International Business Negotiation
▪ 1.1 Concepts and Principles of Business Negotiation
▪ 1.2 Correct Understanding of Negotiation ▪ 1.3 Stages of Negotiation ▪ 1.4 Psychology in Negotiation
▪ Element of human behavior ▪ Negotiable issues ▪ Between people with the same interests ▪ Taking but also giving ▪ Trust each other
1.1.1 Legal Definition of Negotiation
Concepts and Principles
▪ What Is Business Negotiation ▪ Characteristics of Business Negotiation ▪ The Basic Principles of Negotiation
Explanation of Definition
▪ It is a process by which the involved parties or group resolve matters of dispute by holding discussions and coming to an agreement which can be mutually agreed by them.
第1章 导论 《商务谈判》PPT课件
认识AB 本质属性
能区别AB 才认识AB
AB有联系 AB才有关系
个别到一般具体到抽象 归纳推理
A F
B 图1-2
想象一下，有两只在拖拉食物的 蚂蚁A和B，
A和B：目的 F： 结果 A和B影响着F F含有A和B的因素
任何谈判的结果都是获得权益与付出的义务两部分组成，
获得的权益又可分为两个部分。
【权益的组成】
获得利益就是满足需要。 需要是人类行为最原始的动力，这是心理学关于人类 行为的一条基本原理，也适用于谈判行为。 谈判的过程就是掌握和改变对方心理和行为的过程。 欲掌握行为必先掌握其需要； 只有掌握了需要才能掌握其行为。
3.双向沟通
谈判一定双方以上的沟通。不可避免地出现行为、 意志、实力、情感等方面的对抗。需要借助礼仪、交 际、程序等手段沟通。
鸟概念的内涵（定义）：
有嘴
有嘴的动物？
有翅膀
鸟
会飞
有翅膀的动物？ 会飞的动物？ 有翅膀且会飞的动物？
有翅膀 且会飞
有羽毛的卵生脊椎动物。
鸟概念的外延鸡、鸭、鹅等。
抽象的两种解释
动词 表示一种动作过程 若干事物中抽出共同、本质属性的思维过程。
形容词表示属性的性质 形象、具体的反义词，形象、具体意味着事物的可以
CHAPTER
01
第1章 谈判 导论
点睛之笔
每个人都生活在一张巨大的谈判桌旁，无论你是否喜欢，
都需要与他人进行谈判。
——赫布·科恩
交换是商品社会的核心，交换的实质就是人与人的合作， 合作需要谈判，所以一个人的谈判能力和水平的高低在一 定程度上决定了他的生活质量。
（1） 谈判的字面解释
坐标语言表示
谈判议题的性质决定了谈判的性质
商务英语谈判chapter 1
Elements of Business Negotiation contain: It is an element of human behavior and depends on communication It takes place only over negotiable issues It takes place only between people who have the same interest It takes place only when negotiators are interested not only in taking but also in giving It takes place only when negotiating parties trust each other to some extent
1. Motivation of Business Negotiation
Why do human beings negotiate? Economics: to study alternative way to use scarce and limited but productive resources to produce goods and services to satisfy man’s unlimited demand. Conflicts
Basic questions in the negotiation
Why they negotiate; Who they negotiate with; What they negotiate about; Where they negotiate; When they negotiate; How they negotiate.
Chapter1BusinessNegotiation商务谈判
Chapter 1 Business Negotiation
1.Some Basic Concepts of Negotiation
(1)The Concept of Negotiation A negotiation is a process of communication between parties
• 2.The Forms of Business Negotiation
Chapter 1 Business Negotiation
3.The Overall Framework of International Business Negotiation
Background Atmosphere Factors
1)the best target; 2)the intermediate target; 3)the acceptable target.
Chapter 1 Business Negotiation
• 5.Basic Rules of International Business Negotiation
• 1.Some Basic Conceots of Negotiation • 2.The Forms of Business Negotiation • 3.The Overall Framework of International Business
Negotiation • 4.Features of International Business Negotiation • 5.Basic Rules of International Business Negotiation • 6.The General Producer of International Negotiation • munication Skills for Negotiations • 8.Types of Negotiation Styles • 9.The Business Contract
《商务英语谈判》课件
掌握有效的提议和反驳技巧，以实现自己的谈判目标。
谈判案例分析
1
成功的谈判案例
分析一些成功的商务谈判案例，探讨其
失败的谈判案例
2
背后的关键因素和策略。
研究一些谈判失败的案例，探寻失败的
原因，以免犯同样的错误。
3
成功和失败的原因
对成功和失败的商务谈判案例进行分析， 研究造成不同结果的原因。
《商务英语谈判》PPT课 件
在本课件中，我们将学习商务英语谈判的重要性和特点，探讨准备阶段的步 骤，研究谈判技巧和案例分析，以及提高谈判效果的方法。
背景介绍
商务谈判在商业领域扮演着重要的角色，本节将介绍商务英语谈判的特点以 及其在商业谈判中的重要性。
准备阶段
初步调研
在谈判开始之前，进行充分的初步调研，了解对方和其业务，为谈判做好准备。
提高谈判效果的方法
有效的沟通技巧
学习如何与对方建立良好的沟 通，以实现更有效的谈判结果。
良好的人际关系建立
了解如何在商务谈判中建立良 好的人际关系，以增加合作的 机会。
软实力的应用
掌握利用软实力的方法，如影 响力和说服力，以在谈判中取 得更好的结果。
谈判目标的设定
明确自己的谈判目标，并制定清晰的目标和策略，以实现自己的利益。
谈判策略的制定
根据对方的需求和目标，制定适合的谈判策略，以达成双方的共赢。
谈判技巧
1 听和问的技巧
学习有效的倾听和提问技巧，以更好地理解和掌握息，以增强自己在谈判中的优势。
商务英语谈判 全套课件223页文档
13. We just know little about your company. Would you mind telling us your regular bank in order that we could get acquainted with you company?
16、云无心以出岫，鸟倦飞而知还。 17、童孺纵行歌，斑白欢游诣。 18、福不虚至，祸不易来。 19、久在樊笼里，复得返自然。 20、羁鸟恋旧林，池鱼思故渊。
商务英语谈判 全套课件
Unit 1 Negotiation Preparations
Unit 1 Negotiation Preparations
10. The firm under inquiry enjoys a high reputation in the business circles for their punctuality in meeting obligations.
11. As this is the case, we deem it rather advisable for you to refrain from having relations with that company.
Unit 1 Negotiation Preparations
9. To be fully prepared before negotiations, negotiators will have to take into consideration the following aspects: the negotiation team, gathering of information, and the negotiation brief. 要在谈判前作好充分的准备，谈判者应考虑以下几方面：谈判 队伍的组成，信息的获取以及谈判方案。
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商务英语谈判课件余慕鸿chapter1
摘要：
1.商务英语谈判的基本概念和重要性
2.商务英语谈判的基本流程与策略
3.商务英语谈判中的实用技巧与常见问题
4.商务英语谈判案例分析与实践应用
正文：
一、商务英语谈判的基本概念和重要性
在当今全球化经济环境下，商务英语谈判在国际贸易、跨国合作和涉外项目中扮演着举足轻重的角色。
商务英语谈判是指在商务活动中，双方或多方为了达成共识，通过交流、沟通、协商、妥协等手段，解决分歧，实现合作目标的过程。
在这个过程中，参与者需要具备扎实的英语基础、专业知识和良好的沟通能力。
二、商务英语谈判的基本流程与策略
商务英语谈判的基本流程通常包括以下几个阶段：准备阶段、开局阶段、实质阶段、协议阶段和总结阶段。
在每个阶段，谈判者需要运用不同的策略，包括信息收集、目标明确、策略制定、沟通协调、妥协与达成共识等，以达到谈判目的。
三、商务英语谈判中的实用技巧与常见问题
在商务英语谈判中，掌握一定的实用技巧有助于提高谈判效果。
这些技巧包括：善于倾听、表达清晰、善于发问、保持耐心、善于总结等。
同时，谈判
者还需要注意应对常见的问题，如文化差异、语言障碍、利益冲突等。
四、商务英语谈判案例分析与实践应用
为了更好地理解和掌握商务英语谈判的技巧和策略，我们可以通过分析实际案例来进行学习。
例如，在国际贸易谈判中，双方如何通过有效沟通、妥协与合作，达成互利共赢的协议。
在跨国合作项目中，如何解决文化差异、语言障碍等问题，推动项目顺利进行。
总之，商务英语谈判在全球化背景下具有重要意义。