大学核心商务英语读写教程 u4-A
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Negotiation Technique • What makes a good negotiator?
▲ High Observation Skills ▲ Planning and Organizing ▲ Able to move blockage ▲ Develop rapport and equality ▲ Flexible Attitude ▲ Creativity
Introduction to the Text
Theme
• The author relates a story telling how a tough negotiator controls the negotiation by arranging favorable time, place, team members, emotional tone of the meeting, denying all the preliminary work of the “opponent” and his own authority.
石二鸟 • substantive progress: 实质性进展
Business Terms
how do you write a letter of intent?
۩ Determine the name and address of the right person to receive the letter. ۩ Write the letter using the proper business format. ۩ Introduce yourself in the first paragraph of the letter. ۩ Next, describe why you are writing the letter.
۩ Now it's time to state your credentials. ۩ In the following paragraph, say some good things about the school/program. ۩ Request a response. ۩ Finish the letter with "Sincerely," and your signature.
Background Information
Six Stages of Negotiation
▲Preparation ▲Discussion for Information Gathering ▲Regroup ▲Negotiating for Resolution ▲Reaching Consensus ▲Close
准备工作
Business Terms
• bargain for: 讨价还价 • to give notice: 通知 • a letter of intent: 意向书 • conclude a final agreement: 达成共识 • two tactical gains with a single ploy: 一
Introduction to the Text
文体特征分析
• 本商务语篇为叙事文体。作者以第一人称叙述了自己曾 经经历过的一次最艰难的谈判，从而使读者如身临其境 般体验了商务谈判中所需要的谈判技巧。全文从整体结 构上分为四大部分。作者首先从细节方面介绍了Dr. Park 的强悍谈判作风。然后通过安排对己方有利的时间和地 点，Dr. Park进一步在谈判中延续了他的主导风格。在文 章的第三部分, 在谈判接近尾声的时候，Dr. Park又提出 更为严峻而且让对方始料不及的问题。在全文结尾。 “我们”已经意识到这次谈判将无功而返。事实上，Dr. Park 早就预料到对手对于此次谈判的期望。Dr. Park.正 是因为准确掌握了对手的这种急于达成结果的心理，Dr. Park才从一开始就掌握了谈判的主动权。而知己知彼， 百战不殆这一谈判中的黄金法则在本文中也得到了鲜明 的验证。
PART I The First Paragraph—introduction to the story
PART II Para. 2-4 —arrangement of time, place and members
PART III Para. 5-9 —Dr. Park’s performance during the negotiation
Words and Expressions
1. facility /fə'siləti/来自百度文库n.
Meaning: buildings, services, equipment, etc.
that are provided for a particular purpose
TEXT A
Tough Negotiator Takes Control
Contents
1
Background Information
2
Introduction to the Text
3
Business Terms
4
Words and Expressions
5
Notes to the Text
Background Information
PART II Para. 10-12 —fruitless meeting
Business Terms
• real estate 房地产 • anteroom 接待室 • emotional tone of the
meeting 会场气氛 • Initial pleasantry 客套
话 • preliminary work前期
Introduction to the Text
记叙文写作要素：
• 叙述的人称：以复数第一人称和 第三人称交替叙述谈判的详细内 容。
• 叙述的内容：when, where, what, who and why / how
• 叙述的方法：顺叙
Introduction to the Text
Structure of the text
▲ High Observation Skills ▲ Planning and Organizing ▲ Able to move blockage ▲ Develop rapport and equality ▲ Flexible Attitude ▲ Creativity
Introduction to the Text
Theme
• The author relates a story telling how a tough negotiator controls the negotiation by arranging favorable time, place, team members, emotional tone of the meeting, denying all the preliminary work of the “opponent” and his own authority.
石二鸟 • substantive progress: 实质性进展
Business Terms
how do you write a letter of intent?
۩ Determine the name and address of the right person to receive the letter. ۩ Write the letter using the proper business format. ۩ Introduce yourself in the first paragraph of the letter. ۩ Next, describe why you are writing the letter.
۩ Now it's time to state your credentials. ۩ In the following paragraph, say some good things about the school/program. ۩ Request a response. ۩ Finish the letter with "Sincerely," and your signature.
Background Information
Six Stages of Negotiation
▲Preparation ▲Discussion for Information Gathering ▲Regroup ▲Negotiating for Resolution ▲Reaching Consensus ▲Close
准备工作
Business Terms
• bargain for: 讨价还价 • to give notice: 通知 • a letter of intent: 意向书 • conclude a final agreement: 达成共识 • two tactical gains with a single ploy: 一
Introduction to the Text
文体特征分析
• 本商务语篇为叙事文体。作者以第一人称叙述了自己曾 经经历过的一次最艰难的谈判，从而使读者如身临其境 般体验了商务谈判中所需要的谈判技巧。全文从整体结 构上分为四大部分。作者首先从细节方面介绍了Dr. Park 的强悍谈判作风。然后通过安排对己方有利的时间和地 点，Dr. Park进一步在谈判中延续了他的主导风格。在文 章的第三部分, 在谈判接近尾声的时候，Dr. Park又提出 更为严峻而且让对方始料不及的问题。在全文结尾。 “我们”已经意识到这次谈判将无功而返。事实上，Dr. Park 早就预料到对手对于此次谈判的期望。Dr. Park.正 是因为准确掌握了对手的这种急于达成结果的心理，Dr. Park才从一开始就掌握了谈判的主动权。而知己知彼， 百战不殆这一谈判中的黄金法则在本文中也得到了鲜明 的验证。
PART I The First Paragraph—introduction to the story
PART II Para. 2-4 —arrangement of time, place and members
PART III Para. 5-9 —Dr. Park’s performance during the negotiation
Words and Expressions
1. facility /fə'siləti/来自百度文库n.
Meaning: buildings, services, equipment, etc.
that are provided for a particular purpose
TEXT A
Tough Negotiator Takes Control
Contents
1
Background Information
2
Introduction to the Text
3
Business Terms
4
Words and Expressions
5
Notes to the Text
Background Information
PART II Para. 10-12 —fruitless meeting
Business Terms
• real estate 房地产 • anteroom 接待室 • emotional tone of the
meeting 会场气氛 • Initial pleasantry 客套
话 • preliminary work前期
Introduction to the Text
记叙文写作要素：
• 叙述的人称：以复数第一人称和 第三人称交替叙述谈判的详细内 容。
• 叙述的内容：when, where, what, who and why / how
• 叙述的方法：顺叙
Introduction to the Text
Structure of the text