商务英语 谈判策略(英语)教学教材
商务英语谈判课程（标准）大纲、实训、指导书
《商务英语谈判》课程标准课程名称：《商务英语谈判》课号： 216217所属系部：外语系适用专业：商务英语课程类型：B类1、前言1．1课程性质与任务本课程是商务英语专业必修课程，也是商务英语专业的核心课程之一。
该课程是主要培养学生如何利用电话、面对面等口头形式，针对国际贸易业务过程中的建立业务关系、市场调研、询盘、报盘、还盘、接受等一系列环节，进行业务往来的磋商与洽谈。
它是一门涉及国际贸易实务，商务英语口语、商务谈判技巧等广阔领域的综合学科，它具有很强的实践性。
本课程的教学任务主要是为了培养和提高学生的外贸业务磋商能力、英语口头表达能力和与人沟通的能力，为学生今后在外贸岗位上顺利进行外贸业务的洽谈打下坚实的实践基础。
1．2设计思路本课程标准以就业岗位需求为导向，通过对外贸岗位进行任务和职业能力分析，并以工作任务导向引领确定本课程的结构，以职业能力为基础确定本课程的内容。
具体教学实施中，通过把本课程所要求掌握的外贸环节中各项外贸工作任务进行分解设计，从而实施项目化实践教学，使学生在认识商务英语谈判基础知识的基础上，能够灵活地进行外贸业务的磋商。
课程教学内容以“理论适度，形式多样，注重实践”，突出商务英语谈判知识的应用和实践能力的培养，基础理论教学以应用为目的，以必需、够用为度。
本课程教学总学时36学时。
2、课程培养目标通过对学生进行全面的、严格的实践训练，使学生具有较系统的商务英语谈判的基础知识，提高在外贸活动各个环节中应用英语的能力与英语口头交际的能力，从而能够胜任涉外贸易业务工作。
本课程的开设，目标是使商务英语专业学生对国际商务谈判的发生原理、商务谈判的原则和程序、商务谈判的准备工作、商务谈判计划的制定、谈判策略与技巧的使用、商务谈判的内容等有一个较全面的了解，并通过案例教学和实际训练，使学生具备一定的谈判能力。
通过本课程教学，培养学生具有一定的职业意识与职业能力。
通过本课程多种形式的教学手段和教学方法，使学生具体达到以下目标：·在知识方面：使学生能将商务英语谈判的基本理论和系统知识运用到外贸活动实践中，能胜任外贸业务对外交流的要求；·在素质方面：提高学生跨文化交际能力、培育学生热爱对外贸易的热情，提高为国创汇的业务水平；·在能力方面：通过本课程的学习，使学生具有以下职业能力：①商务英语谈判能力；②商务沟通能力；③商务英语阅读与分析能力。
商务英语谈判与沟通技巧 - 教案
商务英语谈判与沟通技巧教案一、引言1.1商务英语谈判的重要性1.1.1国际商务交流的桥梁1.1.2跨文化沟通的关键1.1.3提升企业竞争力的必要手段1.1.4增强个人职业素养的有效途径1.2谈判与沟通技巧的关系1.2.1谈判是沟通的高级形式1.2.2沟通技巧影响谈判效果1.2.4谈判与沟通技巧的相互促进1.3教案的目的与结构1.3.1提升商务英语谈判能力1.3.2增强跨文化沟通技巧1.3.3构建系统的谈判知识体系1.3.4教案结构清晰，易于理解与应用二、知识点讲解2.1商务英语谈判的基本原则2.1.1对等原则2.1.2合作原则2.1.3灵活原则2.1.4诚信原则2.2跨文化沟通的主要障碍2.2.1语言障碍2.2.2非语言沟通差异2.2.3文化价值观差异2.2.4商业习惯与礼仪差异2.3商务英语谈判的策略与技巧2.3.1信息收集与分析2.3.2谈判议程的设定2.3.3有效沟通与说服2.3.4谈判中的妥协与让步三、教学内容3.1商务英语谈判的语言技能3.1.1谈判用语的准确性与专业性3.1.2有效倾听与反馈3.1.3提问与回应技巧3.1.4陈述与说服技巧3.2跨文化沟通能力的培养3.2.1了解不同文化背景下的商业行为3.2.2尊重文化差异，避免误解与冲突3.2.3跨文化沟通的适应与调整3.2.4增强文化敏感性与包容性3.3商务英语谈判的实战案例分析3.3.1案例选择与背景介绍3.3.2案例分析的方法与步骤3.3.3案例中的谈判策略与技巧运用四、教学目标4.1知识目标4.1.1掌握商务英语谈判的基本原则与策略4.1.2理解跨文化沟通的主要障碍与应对策略4.1.3学习商务英语谈判的语言技能与实战技巧4.2能力目标4.2.1提升跨文化沟通能力4.2.2增强商务英语谈判的实战能力4.2.3培养独立分析与解决问题的能力4.3素质目标4.3.1增强团队合作意识4.3.2提升个人职业素养与商务礼仪4.3.3培养批判性思维与创新精神五、教学难点与重点5.1教学难点5.1.1跨文化沟通障碍的理解与应对5.1.2商务英语谈判策略的实际运用5.1.3实战案例分析中的深入理解与技巧掌握5.2教学重点5.2.1商务英语谈判的基本原则与策略5.2.2跨文化沟通的主要障碍与应对策略5.2.3商务英语谈判的语言技能与实战技巧六、教具与学具准备6.1教具准备6.1.1多媒体设备：用于展示PPT、视频等教学资料6.1.2白板与白板笔：用于板书设计及实时展示学生观点6.1.3音响设备：确保教学视频及音频材料的清晰播放6.1.4网络连接：用于在线搜索相关信息及案例6.2学具准备6.2.1笔记本与文具：记录关键信息及学习心得6.2.2商务英语谈判相关书籍：提供额外阅读材料6.2.3案例分析材料：提前分发的案例资料，供学生预习6.2.4小组讨论道具：如便签纸、马克笔等，用于小组活动6.3特殊教具与学具6.3.1模拟谈判场景道具：如桌椅、名片等，用于模拟谈判6.3.2录音设备：记录模拟谈判过程，供后续分析6.3.3文化差异相关教具：如不同国家的货币、商业名片样本等6.3.4跨文化沟通游戏：用于课堂互动，增强文化意识七、教学过程7.1导入新课7.1.1回顾上一课内容，引入新课主题7.1.2展示相关视频或新闻，激发学生兴趣7.1.3提问与讨论：引导学生思考商务谈判的重要性7.1.4明确学习目标与教学重点7.2课堂讲解与互动7.2.1讲解知识点，配合多媒体展示7.2.2实例分析，讨论谈判策略与技巧7.2.3小组讨论：针对特定案例，探讨解决方案7.2.4角色扮演：模拟商务谈判场景，实践所学技巧7.3.2学生提问，解答疑惑7.3.3布置作业，预告下节课内容7.3.4推荐阅读材料，鼓励自主学习八、板书设计8.1课堂导入8.1.1课程与学习目标8.1.2关键术语的定义8.1.3导入问题的提出8.1.4预习案例的简要介绍8.2知识点讲解8.2.1谈判原则与策略的框架图8.2.2跨文化沟通障碍的图表8.2.4实战案例分析的关键点8.3.1本课重点内容的梳理8.3.2学生提问与解答的记录8.3.3作业布置与下节课预告8.3.4推荐阅读材料的书名与作者九、作业设计9.1课后阅读9.2实践作业9.2.1模拟商务谈判练习，录制视频9.2.3参与在线商务英语谈判论坛，发表观点9.2.4小组合作，完成一个商务谈判项目9.3思考与反馈9.3.2提出对课程的建议与改进意见9.3.3评估个人在模拟谈判中的表现，设定改进目标9.3.4小组内互相评价，提供反馈十、课后反思及拓展延伸10.1教学效果评估10.1.1学生参与度与互动情况的分析重点和难点解析在商务英语谈判与沟通技巧的教学中，有几个环节是需要特别关注的，这些环节对于确保教学效果和学生的学习成果至关重要。
国际商务谈判英文版教学设计
国际商务谈判英文版教学设计一、教学目标•通过本次教学，学生将能够了解国际商务谈判的基本流程与技巧。
•学生将能够提高英语听说读写能力，并在商务谈判中熟练运用英语。
•通过团队合作的方式，学生将能够分享并学习彼此在商务谈判中的实际经验与技巧。
二、教学内容1.国际商务谈判基础概念–相关词汇及表达习惯–典型商务谈判场景2.谈判前期准备–贸易研究与策略分析–了解对方文化、法律以及商业礼仪3.谈判技巧与策略–提出建议、质疑、反驳、缓和等各类应对措施–针对性的方案准备与分析–呈现展示技巧4.商务谈判现场体验模拟–约定谈判时间与场景–发放商业谈判基本信息与具体场景信息–进行实时模拟及点评5.团队交流分享三、教学方法1.案例研究–聚焦阅读相关的商业案例并分析，–分析成功案例如何实现与原因。
2.模拟教学–呈现典型商务谈判场景，利用角色扮演进行模拟教学，–这种教学模式可为学生提供实践性的学习体验。
3.团队分享–学生进行商务实际经验分享，互相学习经验与策略，–并且根据分享内容提供个性化的建议。
四、教学评估1.A-B 商务谈判学生群体分析问卷调查。
2.商业谈判场景角色扮演分数总和，教师评估学生在进入商业谈判进程时的表现，包括：–语言技巧。
–方案准备与分析。
–与对方会面前的文化研究。
3.经验分享：累计的经验与知识分享总和。
五、教学资源1.商务英语文书范本与表达习惯指南。
2.典型商务谈判场景的案例与分析。
3.学术及行业报告。
4.教师一对一指导，并提供语法纠正和语调指导。
最新商务谈判英语教学大纲
商务谈判英语教学大纲《商务谈判英语》教学大纲为指导我院商务英语专业（大专）涉外商务谈判教学，特制定本大纲。
大纲的各项规定是教学安排、教材编写、教学质量检查的依据。
一．教学对象本大纲的教学对象是高等职业技术学院外语系商务英语专业专科生。
入学时，他们应掌握基本的英语语音和语法知识，领会式掌握1800个单词（其中复用式掌握的单词为1200），并在读、听、写、说等方面受过初步的训练。
二．教学目的通过涉外商务谈判课程地学习，培养学生以下专业素质：使学生们理解和掌握国际商务谈判的基本原则、方法和策略，为他们将来从事国际贸易实践工作提供有益指导。
通过商务谈判课程地学习，培养学生以下非专业素质：1.严谨细致的工作作风2.理性人的思维及行为方式3.灵活运用策略的能力。
4.自信5.爱国主义精神三．教学要求本课程为语言技能和实践应用课，利用视听室进行授课，辅助一定的网络内容。
采取讲练结合的形式，贯彻“精讲多练”原则。
教师重点讲授实践要领及方法，然后有理有序地对学生进行谈判训练。
四．教学安排《涉外商务谈判》是一门理论和实践密切结合的应用性学科，主要介绍商务谈判的有关知识、技巧和方法，具有知识面广、法律性强、实践性强、系统性强的特点。
商务谈判是谈判学课程中一门重要课程，它所涉及谈判理论、实务、技巧是许多专业学生的选修课程。
涉外商务谈判论述了商务谈判的基本原理、实务运作及商务谈判的艺术技巧。
通过商务谈判课程地学习，能掌握基本原理，实践操作与谈判艺术，在实际生活工作中灵活运用，游刃有余。
教学要求中，按“重点掌握、掌握、了解”三个层次要求。
“了解”即要一般掌握有关内容，一般以填空、选择、判断等题型进行考核；“掌握”即要清楚地掌握有关内容，一般以名词解释、填空、选择、判断、简答等题型进行考核；“重点掌握”即要非常清楚地掌握有关内容并能够熟练运用，一般以论述、案例分析、简答等题型进行考核。
五．课程具体内容第一单元国际商务谈判及理论概述（建议学时数：4学时）学习目的和要求：本章是介绍篇，从谈判的起源和谈判学研究的背景出发，分别介绍谈判及国际商务谈判的概念、形式和各自的特点，要求掌握国际商务谈判的一般性和特殊性特点；国际商务谈判的种类（按照六种标准分类）和程序；国际商务谈判的结构（包括内部结构和外部结构）。
商务英语谈判chapter-One--1市公开课获奖课件省名师示范课获奖课件
Stakes
Stakes are the values that may be gained or lost, and costs that may be incurred or avoided.
Disputable interests No free lunch (one for one) Comparison of benefits Current interest vs. long-term interest
白远. 国际商务谈判---理论案例分析与实践. 北京：中国人民大 学出版社，2023. (参照教材)
安排：
1. 教材共七章，每章结束后布置书面作业一份。 2. 每章中小节后旳练习要求学生作为课后练习，自觉完毕。 3. 每位同学准备一种谈判案例并进行技巧分析，在每次上课时
进行课堂演示。
成绩构成
So information is an essential element in the success of negotiation.
Case Two
世界著名旳迪斯尼企业在20世纪90年代遇到这么
一件事情。企业耗资50亿美元在巴黎附近兴建旳主题公
园准备于1992年4月12日开张，工程结束前，建筑承包
Conflict occurs when two or more people compete over limited resources.
What is conflict? What are the features of conflict?
Conflict
A Conflict is a dispute, disagreement or argument between two or more interdependent parties who have different and common interest.
国际商务谈判（英文）教案讲义chapter7NegotiatingPowerandRelate..
Chapter 7 Negotiating Power and Related Factors 谈判力及相关因素I.Motivation 动机II.Dependence 依赖III.Substitutes 替代munication Skills交际练习Interest gains are the fundamental incentives for negotiators to sit at negotiating table, however how much and by what means can negotiators gain the interests will largely on comparative of the two sides.Power is a phenomenon, which endows people with over other people or events or activities.Power requires a relationship and interaction, which means that if there is no____ between two parties, it would have no control over the other party no matter how____ and mighty one party is.Influential factors on power’s diminishing or amplifying in various contexts, but the following three factors of motivation, dependence and substitutes exert utmost influence in situations.Motivation is defined as desires and for gaining interests and stakes.Motivation can be provoked and stimulated by all sorts of means, but basically by:1.Offering inducements to the other or to the other’s supporters;2.Demonstrating attractiveness of options;3.Getting external third party to endorse your inducements; and4.Placing a time limit on the availability of your offer.Offering inducementsTo offer inducements to other’s supporters is to stimulate their desires and draw their attention by presenting something so as to persuade them into of having a talk on issues you intend to.For example, in sales promotion the inducements that often apply are price discount or “buying one and taking one ”.Smart promoters can always come up with ideas to attract buyers and stimulate their interests.Demonstrating attractivenessBy demonstrating attractiveness of your options, you other people of the appealing side of your options and possible interests.The step is an extending part of the first one, by which you others to accept your options and finally your goal.“The selling points” is an expression of demonstrating attractiveness.Getting external third parties’ backWhen there are external third parties backing your inducements, you your credibility through examples to cause others to .People will their friends, colleagues, persons they are familiar with and even if they belong to the same group.A repeatedly used persuasive method by advertisements is consumers acting as examples to others or a patient telling you how he has from the ailment after taking certain medicine.Public , famous singers and actors also play a part in this persuasive game.Placing a time limitLastly, it is important to let people know that those offers are not always there, i.e., they have their lines, which is the deadline for gaining. Otherwise common feeling of wait-and-see among people will make your efforts in nothing.A relatively time limit works better than a one because people make decisions often in a rush.Longer time limit sometimes retards people’s action and diminishes their .Conclusion:A party’s power is increasing with of its motivation.Dependence is a constant and regular need that someone has for something in order to be able to survive or operate properly.In negotiation, dependence is the need one party has from its for realizing its goals.If a party can successfully the other’s dependence on itself and meanwhile____ its own dependence on the other, then the party’s power will be strengthened significantly.The most effective and often explored methods to this end are:1.Reducing, delaying or withholding services or resources the other party____to attain;2.Blocking the other party’s to work on their own;3.Convincing the other party’s to block the other party’s operation’4.Convincing the other party of the hopelessness of trying to on theirown.Reducing, delaying or withholding services or resourcesThe other party’s dependence on you will if it is resourceful and endorsed by sufficient services that it needs.Being cut off the provision and sustenance, the other party will be forced to____to you for help, thus its dependence on you .In production, when the sources of material supply are limited, the producer’s power will be in negotiation with the unless he can find some replacement.Blocking the other party’s ability to work on their ownWhen a person, a company or a nation is self-sufficient and capable of working on their own, it is of any pressure and threat form the others.However in today’s world there is no absolute economic .Generally speaking, when a country exports heavily to another country, we say the exporting country depends on the importing country for sustainable production employment and development with the that the exported commodities are nonrenewable such as oil.When inflow of foreign investment into China is accumulating at a high speed, the foreign investors’ dependence on China simultaneously.Isolating the other partyIt is difficult to increase the other party’s dependence it is deprived of supporters.In military campaign against terrorism in Afghanistan after New Y ork and Washington were attacked on September 11, 2001, US government no efforts in winning supports from its aliens, compassionate countries, its foes, as well as the traditional friends of Afghanistan like Pakistan.By this way, American successfully Ben Ladan and Taliban and destroyed the terrorist bases in Afghanistan.Convincing the other party to give upHaving split the supporters of the other party, it is time for you to convince the other party that it is continuing with its own since it is fighting in .Conclusion:A party’s negotiating power is with increasing of its dependence on the other party.Substitutes are alternatives one party can explore to reduce its on the other party.A party’s chances of gaining substitutes increase in the context that:1. One party has alternatives which allow operating the other party;2. One party is able to absorb the escalating cost of conflict;3. One party can continue despite the other party’s discouraging effects on its supporters;4. One party has ability to use expert counsel, persuasion, communication and legal, historical or moral precedents to gain to alternatives.Conclusion:One party’s negotiating power is strengthened when there are more available for preference.Negotiating power analysis is crucial to negotiation strategy decision and to a degree of assertiveness and cooperativeness in negotiation.A party standing in stronger position tends to apply tactics in negotiation for the purpose of placing on the counterpart to make concession.Such tactics often explored include:1.Time pressure----setting a for acceptance of conditions putforward, otherwise punishment of either or military actions wouldbe taken;2.Appearing firm----keeping high assertiveness in expectation ofother’s ;3.Ridiculing other’s position----making others give up their stance by____or showing disrespect to their position;4.Building prominence of your offer----augmenting significance of youroffer to the other to make yielding; and5.Threatening the relationship----warning possibility of relationshipbreaking down, a pressure on the other who has a high degree of ____onyou.Conclusion:Consequences of power tactics depend on application of heavy or light tactics. The former often evokes counter power. The latter, light tactics often lead negotiation to collaboration and relation building, which may necessary compromises.1. To make a polite suggestion, use the word should. Make the sentence as a polite suggestion.1) We ought to negotiate the problem.2) He’d better know her n ame.3) I’d better finish the report.4) Mrs. Billings ought to call right now.5) The manager ought to write an agenda.2. Use opposite adjectives to soften the following remarks1)This is a very unproductive meeting.2)This is the worst food I’ve ever tast ed.3)Don’t be so late tomorrow.4)Y ou really are very inexperienced.5)Y our quotation is much too expensive.6)Y our financial position is insecure.3. How do you see yourself?Use the questionnaire below to find out. Tick one or the other of the following state ments. If you can’t decide, tick neither.a. I start the day with a list of things to do.b. I start the day by having a chat with my colleagues.a. I don’t let personal feelings influence decisions.b. When making decisions, I look at the human angle first.a. If colleagues do a good job, it does not matter if I like them or not.b. It’s important for me to like the people I work with.a. I see meetings only as a means to get business done.b. I see meetings partly as an opportunity to develop team relationships.a. At the end of the day, I am frustrated if I haven’t achieved what I set out to.b. At the end of the day, I feel “low” if I haven’t got on with my colleagues. Scoring: Score 2 points for every a sentence you ticked.Score 0 points for every b sentence you ticked.Score 1 point for every time you ticked neither.4. Read the following statements and tell which is True or false?1). We must always aspire high in our strategic thinking.2). For a quick deal, we don’t need to hav e very precise targets, and very clear views about the extent to which we could compromise.3). The first thing you need to do in dealing with a difficult person is to control thatperson’s behavior but not to control your own.4). It is imperative that good negotiators know how to both manage and express angerappropriately.5)．Conflict can provide us with new information about a situation.6). In the middle of a negotiation it is sometimes ineffective to substitute a new team leader.7). In the strategy of reversal, you act in opposition to what may be considered to be the popular trend or goal.8). It is desirable that each negotiator should negotiate in a style foreign to him which reflects his strengths.9). Core values are powerful because they generate feelings, thoughts and behavior.They are deeply held values that govern how you behave across a great many situations.10) Effective negotiators accept that they are human----not perfect----and they turntheir mistakes into learning opportunities. Therefore, they have a longer recoverytime before returning to full effectiveness.5. Put the following situational dialogue into English.(支付方式Terms of payment) （two days later）Please see chapter 6。
商务英语 谈判策略(英语)
公司代表讲：“对外不能说，价格水平我会掌握。”公司代 表又向其主管领导汇报，分析价格形势；主管领导认为价格 不取最低，因为我们是大公司，讲质量，讲服务。谈判中可 以灵活，态度温和，但利益最重要，步子要小，若在400美元 以上拿下则可成交，拿不下时把价格定在405-410美元之间， 然后主管领导再出面谈，请工厂配合。中方公司代表将此意 见向工厂厂长转达，并达成共识和工厂厂长—起在谈判桌上 争取该条件，中方公司代表为主谈。经过交锋，价格仅降了 l0美元/吨，在400美元成交，比工厂厂长的成交价高了10美 元／吨。工厂代表十分满意，日方也满意。
2)Negotiating about interests means negotiating about things that people really want and need, not what they say that want or need. 第二，主张谈判的重点应放在利益上，而不是立场上，因此 必须随时把握住谈判各方的利益，尽量克服立场的争执。
商务英语谈判外语教学与研究出版社外研社
语专业人才的培养规格，新《大纲》将4年的英语专业课
程分为三大模块，即英语专业技能课、英语专业知识课和
相关专业知识课。英语专业技能课是指英语技能的综合训
练和单项训练课，英语专业知识课是有关英语语言、文学
、文化方面的知识课程，而相关专业知识课则是指与英语
有关联的其他专业的知识性课程。
• 《商务英语谈判》的课程性质：
•Return
•
•五、《商务英语谈判》纳入教学计划的重要 性
• •1. 英语教学改革的新课型； • 2. 有助于提高学生综合应用英语的能力； • 3. 有助于学生综合素质的提高 •４. 有助于提高学生跨文化语境中的交际能力与素质修养
•Return
•
•六、 《商务英语谈判》教学中的素质培养
•
• 1. 语言素质（language competence ） • 2. 文化素质（cultural quality） • 3. 心理素质（psychological traits） • 4. 思辩能力（speculative thinking ability） • 5. 交际能力（communicative capability） • 6. 道德修养（moral integrity ）
•
• 1.语言素质
• 1）说：培养学生使用较规范的英语、表达具有一定深度的思想 的能力，是口语课基础上的提高；
• 2）写：以说促写、以写促说，通过写作训练学生逻辑表达和分 析问题的能力；
• 3）读：阅读 + 审读 +评读；“审读 +评读”有利于培养学生批判性思
维能力。
• 4）听：含“欣赏性倾听”、“同情性倾听”、“理解性倾听”、“批 评性倾听”。倾听的过程就是培养批判性思维的过程。
商业英语教程第十八课：商业谈判1
商业英语教程English For Business第⼗⼋课: 商业谈判Lesson 18: Negotiating各位听众朋友好，欢迎您收听由澳⼤利亚澳洲⼴播电台和维多利亚州多元⽂化成⼈教育中⼼AMES联合为您编播制作的《商业英语教程》节⽬。
我是马健媛。
我们今天要学习的是第⼗⼋课。
在上⼀课⾥，我们学习了如何准备及主持商务谈判。
在这⼀课中，我们将学习如何阐述⾃⼰的⽴场及澄清⼀些议题。
另外，我们还要学习⼀些回应对⽅提议的不同⽅法。
在第⼗⼋课中，道格拉斯阐述了哈尔及哈迪公司的⽴场。
他说：Douglas: We would very much like to take on Silver Heaven as a partner, and to promote and distribute your tea throughout Australia and New Zealand.道格拉斯：我们⾮常乐于与“银⾊天堂”公司结成伙伴关系，将你们的茶叶产品⾏销于澳⼤利亚和新西兰。
Douglas: Our standard terms are the same for most of our suppliers and we see no reason why they can’t work for Silver Heaven. By this I mean we would agree to a price per kilo.道格拉斯：对于⼤多数我们的供货商来说，我们提出的条件都是⼀致的，我们认为这也应该适合于“银⾊天堂”公司。
我的意思是说，我们同意以每公⽄的价格计价。
Douglas: Transportation arrangements would be incorporated in the C.I.F. price. Packaging will happen offshore.道格拉斯：运输成本将计⼊到岸价格内，包装⼯作将在海外完成。
《商务英语谈判》教案
学校“商务英语谈判”课程教案任课教师：授课班级：16商务外语周学时数： 4授课时间：审阅：111111教案首页注：有课时变动、教学内容调整等在此说明。
教案内页审核：年月日111111教案首页注：有课时变动、教学内容调整等在此说明。
教案内页审核：年月日111111教案首页注：有课时变动、教学内容调整等在此说明。
教案内页审核：年月日111111教案首页注：有课时变动、教学内容调整等在此说明。
教案内页审核：年月日111111教案首页注：有课时变动、教学内容调整等在此说明。
学生掌握情况良好，能运用基本对话进行讨价与还价对话，背诵讨价与还价的基本用语审核：年月日教案首页注：有课时变动、教学内容调整等在此说明。
3审核：年月日教案首页注：有课时变动、教学内容调整等在此说明。
审核：年月日教案首页注：有课时变动、教学内容调整等在此说明。
审核：年月日教案首页注：有课时变动、教学内容调整等在此说明。
审核：年月日教案首页注：有课时变动、教学内容调整等在此说明。
教案内页审核：年月日111111教案首页注：有课时变动、教学内容调整等在此说明。
教案内页小结：学生能有效运用书本的句型进行修改并使用，效果良好。
作业：继续熟读p85-87句型审核：年月日111111教案首页注：有课时变动、教学内容调整等在此说明。
教案内页审核：年月日。
商务英语谈判2ppt课件
2) What principle did the Department of Defense follow?
.
B. Principle of Trust in Negotiation
.
Personal Interests
-----interests of individuals who participate in negotiation.
Organizational Interests:
---interests of collective bodies such as private or state-owned enterprises, institutions and other kinds of entities.
to convey ideas.
.
Trust building in negotiation
2. Manage your reputation * Reputation spreads. * Make your reputation a tool in negotiation by providing references from mutually trusted third parties that speak for your character and competence or by offering other forms of evidence of past success such as media or trade reports.
商务英语谈判和会话培训课程(PPT 40页)
Business Negotiation & Dialogues
课程目标
通过本课程的学习，能运用商务知识和基 本谈判技巧，担任商务活动中的谈判工作。
能力目标：
①能够为商务谈判做前期准备，如商务调查、 安排会晤、接待客户并能在交易会等场景 介绍公司、产品等。
②能够就具体交易进行谈判，如价格、数量、 包装、支付、保险、运输及合同一般条款。
③能就交易履行中出现的问题进行谈判，如 索赔或理赔。
知识目标：
• ①掌握商务英语谈判技巧。 • ②掌握相关的术语、词汇和套语。 • ③了解中英文化差异。 • ④了解并掌握相关礼仪。 • ⑤了解中国主要商务机构、世界主要银行
及世界主要运输公司名称。
其它目标：
• ①沟通与团队协作能力。 • ②自主学习能力。 • ③创新能力。 • ④处理实际事务能力。 • ⑤诚实守信理念。 • ⑥自我管理的能力。
•
10月20日--22日为换展期。
• 第二期:2011年10月23日－27日，展出餐厨用具,日用陶瓷,工艺陶瓷, 家居装饰品,玻璃工艺品,家具,编织及藤铁工艺品,园林产品,铁石制品 （户外）,家居用品,个人护理用具,浴室用品,钟表眼镜,玩具,礼品及赠 品,节日用品等展区。
•
4月28日--4月30日为换展期。
• Conform to • Comply with • Accord to • In conformity with • In compliance with • In accordance with
• 史密斯：我希望我们今后能合作成功。 Work together
• 王先生：我也希望如此。 • 史密斯：能给我介绍一些你们的新产品吗？
商务英语谈判课件(PPT 35页)
Objectives
1. Introduce the students to the main principles of business negotiation.
2. The students get familiar with the types of negotiation.
*Separate the people from the problem.
Techniques: ---Establish an accurate perception. ---Cultivate appropriate emotions. ---Strive better communication.
Disadvantages :
Pressure an individual to compromise and accommodate in ways not in his interest.
Avoid confrontational strategies, which can be helpful at times.
11.Getting a child to go to bed.
12.Picking a successor for the CEO of a company where you are on the board.
3. Types of negotiation:
1. Competitive style 2. Accommodative style 3. Avoidance style 4. Compromising style 5. Collaborative style 6. Vengeful style 7. Self-inflicting style 8. Vengeful and self-inflicting style
商务英语谈判教材(PPT 54页)
If your prices are favorable, I can place the order right away. 如果你们的价格优惠，我们可以马上订货。
We'd rather have you quote us FOB prices. 我们希望你们报离岸价格。
3. 还盘（counteroffer）在这个环节中经常用的句 子有:
Your price sounds a bit too high. / Your price is much higher than we expected ./ Will you reduce your price by…%? / In order to conclude the transaction, I hope you will
Would you tell us your best prices C.I.F. Humburg for the chairs.
请告诉你方椅子到汉堡到岸价的最低价格。
Offer and counter--offer
An offer is a promise to supply goods on the terms and conditions stated. It can be a firm offer which is a promise to sell goods at the stated price, usually within a stated period of time. It also can be a non—firm offer which is made without engagement and is subject to the seller’s confirmation.
商务英语谈判课件.ppt
Why is power important to negotiators?
• The negotiator believes he or she currently has less power than the other party. • The negotiator believes he or she needs more power than the other party to increase the probability of securing a deof power ?
• Informational sources of power • Personal sources of power • Power based on position in an organization • Relationship-based sources of power • Contextual sources of power
❖ The definition of negotiation ❖ The negotiation opportunity ❖ The selection of negotiators ❖ Protocol ❖ Communication ❖ Time sensitivity ❖ Risk propensity ❖ Groups versus individuals ❖ The nature of agreements ❖ Emotionalism
商务英语谈判课程教案
商务英语谈判课程教案一、课程简介本课程旨在通过系统的学习和实践，使学员掌握商务英语谈判的基本原则、策略和技巧，提高学员在商务场合中的英语沟通能力，增强其在国际商务谈判中的竞争力。
二、教学目标1. 了解商务英语谈判的基本概念和原则。
2. 掌握商务英语谈判的语言技巧和沟通策略。
3. 提高在商务场合中的英语口语表达能力和谈判技巧。
4. 增强在国际商务谈判中的自信心和竞争力。
三、教学内容第一章：商务英语谈判概述1.1 商务英语谈判的定义和特点1.2 商务英语谈判的原则和流程第二章：商务英语谈判的策略与技巧2.1 商务英语谈判的策略2.2 商务英语谈判的技巧第三章：商务英语谈判的语言沟通3.1 商务英语谈判的语言特点3.2 商务英语谈判的沟通技巧第四章：商务英语谈判中的文化差异4.1 东西方文化差异对商务谈判的影响4.2 跨文化商务谈判的策略与技巧第五章：商务英语谈判实战演练5.1 商务英语谈判场景模拟5.2 实战演练与反馈四、教学方法本课程采用讲授、案例分析、角色扮演、模拟谈判等多种教学方法，结合学员的实际情况进行互动式教学，使学员在实践中掌握商务英语谈判的技巧。
五、教学评估课程结束后，将对学员进行商务英语谈判的测试，以评估学员在课程中的学习效果。
测试形式包括笔试和口试，内容涵盖课程的全部知识点。
六、第六章：商务英语谈判中的听力技巧6.1 商务英语谈判中听力的的重要性6.2 提高商务英语谈判听力的技巧七、第七章：商务英语谈判中的表达技巧7.1 清晰、准确表达自己的观点7.2 商务英语谈判中的说服技巧八、第八章：商务英语谈判中的非语言沟通8.1 非语言沟通在商务英语谈判中的作用8.2 商务英语谈判中非语言沟通的技巧九、第九章：商务英语谈判中的风险管理9.1 识别和评估商务英语谈判中的风险9.2 商务英语谈判中的风险应对策略十、第十章：商务英语谈判的综合技巧与应用10.1 商务英语谈判的综合技巧10.2 商务英语谈判在实际中的应用六、教学方法在本章中，我们将通过听力练习、角色扮演和模拟谈判等方式，帮助学员提高商务英语谈判中的听力技巧和表达能力。
商务英语 谈判策略(英语)
1) separate the people from the problem; 2) focus on interests, not positions; 3) invent options for mutual gain; 4) insist on objective criteria.
1)Separate the people from the problem means separating relationship issues (or "people problems") from substantive issues, and dealing with them independently. People problems tend to involve problems of perception, emotion, and communication. 第一，始终强调在触及实质问题时，人与问题一定要分开分别处理。
商务英语谈判 全套课件
Unit 1 Negotiation Preparations
调查
franchise:
特许专营权
entrust:
信赖，委托
discretionary:
随意的，可支配的
Unit 1 Negotiation Preparations
III. Useful Sentences
1. Market research is actually an analysis of a specific market for a particular product.
2. 大家都知道，五年来我们的市场发生了一些重要变化。 Everyone knows that there've been some major changes in our market the last five years.
3. 我们的主要目的是调查消费者的消费潜力。 Our main objective is to investigate the consumption potential in customers.
8. 做资信调查很难么？ Will making a status inquiry be difficult?
Unit 1 Negotiation Preparations
IV. Keys to Exercises
1. Translate the following sentences into Chinese
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By 梅高洁 许昊珺 骆炜雯
Principled Negotiation
Principled negotiation is the name given to the interest-based approach to negotiation set out in the best-known conflict resolution book, Getting to Yes, first published in 1981 by Roger Fisher and William Ury. The book advocates four fundamental principles of negotiation:
1) separate the people from the problem; 2) focus on interests, not positions; 3) invent options for mutual gain; 4) insist on objective criteria.
1)Separate the people from the problem means separating relationship issues (or "people problems") from substantive issues, and dealing with them independently. People problems tend to involve problems of perception, emotion, and communication. 第一，始终强调在触及实质问题时，人与问题一定要分开分别处 理。
3)By focusing on interests, disputing parties can more easily fulfill the third principle--invent options for mutual gain. 第三，在决定如何实施方案前，先构思各种可能的选择，谈 判者应该安排一段特定的时间，构思各种可能的解决方案， 创造性地努力避免或削弱各方利益上的冲突，为对方谈判者 主动提供某些解决问题的建设性提案的机会； This means negotiators should look for new solutions to the problem that will allow both sides to win, not just fight over the original positions which assume that for one side to win, the other side must lose.
第四，坚持客观的标准，谈判者应设法引入尽可能多的具有科 学优点的客观标准。客观标准具有较高的权威性，不容易受到 非难，通过对客观标准的引入及其应用来逐步达成协议，有利 于提高谈判效率，减少无谓的争执。
A typical case
There were two people who argued with each other.The reason why they argued was that one of them wanted to close the window while other wanted to open it.They have been quarrelling with each other for a long time without a satisfied solution. Then a librarian came and asked them why they wanted to open the window.The answer were that for getting fresh air and for avoiding the noise.After knew the reasons for them,the librarian dealed with the problem by opening the next room’s window.
2)Negotiating about interests means negotiating about things that people really want and need, not what they say that want or need. 第二，主张谈判的重点应放在利益上，而不是立场上，因此 必须随时把握住谈判各方的利益，尽量克服立场的争执。
People problems also often involve difficult emotions — fear, anger, distrust and anxiety for example. These emotions get intertwined with the substantive issues in the dispute and make both harder to deal with. Fisher, Ury and Patton suggest five tactics for disentangling and defusing emotional problems in the negotiation process.
4)The fourth rule is to insist on objective criteria for decisions. While not always available, if some outside, objective criteria for irness can be found, this can greatly simplify the negotiation process. This gives both sides more guidance as to what is "fair," and makes it hard to oppose offers in this range.