国际商务谈判英语
国际商务谈判International-Negotiation
国际商务谈判International Negotiation1. 谈判是人们为了协调彼此之间的关系，满足各自的需要,通过协商而争取到意见一致的行为和过程。
2. 参与谈判的各方都是有所求的，但同时也不能无视他方的需要（win —winconcept ）AB3. 谈判是一门科学也是一门艺术。
Negotiation is science and art4. 商务谈判的基本原则Principles ：1) Sincere, true, honest 真诚2)Equality and mutual benefit 平等互利3) Seek common ground while leaving differences 求同存异4) Fairness 公平5. 用图表表示谈判的良性循环6. 用图表解释解决谈判中矛盾的方法（psychology adjustment ） （International law ）solved problemconflictN=C=N Negotiation=Consult=Negotiation7．美国商人谈判风格1)History◆《The Declaration of Independence》独立宣言◆Immigrant from Europe to America◆Open up America◆The spirit of developing America◆Creation2)Americans attach importance on◆Practice 实际◆Keep one’s promise and respect contractsLawyers play a very important role in the negotiation。
Not until they confirm everything in the contract will they sign it. After the agreement，Americans keep it seriously。
商务谈判英语怎么说
商务谈判英语怎么说商务谈判是指不同的经济实体各方为了自身的经济利益和满足对方的需要，通过沟通、协商、妥协、合作、策略等各种方式，把可能的商机确定下来的活动过程。
那么你知道商务谈判用英语怎么说吗?下面和店铺一起来学习一下商务谈判的英语说法吧。
商务谈判的英语说法：business negotiation商务谈判的相关短语：国际商务谈判 International Business Negotiate商务谈判的技巧 The skill of commercial negotiations国际商务谈判能力 International business negotiation商务谈判实训室 Business negotiation training room商务谈判的英语例句：1. Accounting, Business Negotiation, Marketing, English phraseology, vocabulary and other basic courses.会计、商务谈判、市场营销、英语语法、词汇学以及一些其它的基本课程.2. Begin the business negotiation according to the lowest price order.按最低价的顺序进行商务谈判.3. Commercial negotiations with customer leading to signature of Development Contract.开发合同签定前与客户之间进行所需商务谈判.4. The success of international business relationships depends on effective business negotiations.国际商务关系的成功建立取决于有效的商务谈判.5. To be able to interpret for fundamental business negotiation.能进行基本商务谈判口译.6. Prepare sales contract and be in charge of business negotiation independently.准备销售合同并独立负责商务谈判.7. This is a qualified business negotiators, that a must have.这对于一个合格的商务谈判者而言, 也是必须具备的.8. I have an important business negotiation with a company in Shanghai.我与上海一家公司有一个重要的商务谈判.9. English an international language, is an important tool for foreign business negotiation.英语作为国际语言, 是涉外商务谈判的重要工具.10. Business negotiation is actually a kind of economic activity through language.商务谈判实质上是通过语言进行的经济活动.11. The two large companies entered into business negotiations.这两大公司开始了商务谈判.12. Master communication and commercial negotiation.精通沟通和商务谈判.13. Good business negotiation ability and communication ability.良好的商务谈判能力、协调能力及沟通能力.14. What a fantastic wedding toste.第六节商务谈判高手之路.15. Functional skills in commercial negotiating.具备丰富的商务谈判技巧.。
国际商务谈判(英文版)Chapter 3 The Negotiation Process
Settling & Ratifying
Here are some points the negotiators should pay attention to:
①Price ②Completion ③Claims settlement Last but not the least, the record of
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4. Explore Alternatives to Agreement
When the disparity between the two negotiating parties seems too large to be mentioned, however, some negotiators do not want to give up easily.
Getting to Know Each Other The Opening The Review of the Opening
4
Getting to Know Each Other
Many relationships in international global transactions begin first with the formation of personal relationships between the players.
The reservation point means the target that negotiators have to achieve for assurance of their basic interests.
The reservation point only sets out one’s own basic interests, and to maximize one’s interests is the final target of all negotiators.
全套课件 国际商务谈判(英文版)
• COMMENCE ROLE PLAY • FINISH ROLE PLAY • GIVING ASSESSMENTS OF NEGOTIATION SKILL
国际商务谈判(英文)教案讲义chapter1InternationalBusinessNegotia
国际商务谈判International Business NegotiationA negotiation is a meeting or a series of meetings in which the parties need each other ' s agreement to reach a specific objective.The fundamental principles of negotiation1. Negotiation is an element of human behavior.2. Negotiation takes place only over issues that are negotiable.3. Negotiation takes place only between people who have the same interest.4. Negotiation takes place only when negotiators are interested not only in taking but also in giving.5. Negotiation takes place only when negotiating parties trust each other to some extent.Chapter 1 Negotiation motives and key terminology 谈判动机与关键词语Negotiation 谈判Conflicts 冲突Stakes利益Case study: Matsushita Electric Corporation 松下电器公司NEGOTIATION 谈判A successful negotiation must satisfy at least the following conditions:1. The outcome of negotiation is a result of mutual giving and taking. One sided concession or compromise can not be called a successful negotiation.2. Negotiations happen due to the existence of conflicts, however, no negotiations can proceed smoothly and come to a satisfactory solution without collaboration between the participants.3. Negotiation is a behavioral process, not a game; in a good negotiation, everybody winssomething. Success isn ' t winning everything; it ' s winning enough.CONFLICTS 冲突The definition of conflicts states three points:1. Parties in conflicts are interdependent, which means there remains a kind of relationship developed by interrelated interests and concerns. There would be no conflict if two parties were not interrelated and had nothing to do with each other.2. Con tradictio ns and in terests coexist. If there are on ly con tradictio ns and no shari ngof com mon in terests, n egotiati ons become groun dless and unn ecessary.3. Two parties in a conflict will naturally fight for each other ' s own interests and nevery effort to gain more from the other side, as a result it will reduce gain of interestsexpected in itially.STAKES利益Stakes are the value of ben efits that may be gained or lost, and costs that may bein curred or avoided. Four points n eed to be clarified:1. Negotiation parties will either gain the interests they expect to win from then egotiati on or lose what they hope to attai n, which in dicates that the talks are pert inent to releva nt parties ' own affairs and in terests. Only whe n a party has stakes conn ected with the issues to be talked, can it become actively engaged in the negotiation.2. Free lunch is not provided at the n egotiati on table, in ano ther word, to get what is desired, both parties have to pay for the gaining at either high cost or low cost depe nding on how well n egotiators man age the situati on.3. The n egotiators will have to decide how much of stakes can be gained and whether a particular gain is the one that a party desires for. They will also have to decide how much they may gain if they choose opti on A in stead of opti on B.4. Negotiators will have to compare and bala nee the relati on betwee n the curre nt in terests and long term in terests or un derly ing desires in order to make decisi on on satisfy ing long term interests at the cost of current interests.Effective negotiati ng (VCD)成功谈判Who s who in Effective NegotiationThe compa niesLevien SA , based in Brussels, Belgium.It is an intern ati onal compa ny which manu factures specialist paints and dyes.In its head office it has a small IT function which the company has decided to outsource.Okus IT, based in Swindon, in the South of En gla nd.They specialize in managing IT projects and taking over the IT departments of theirclie nt compa ni es.The n egotiati onOkus have sent a detailed writte n proposal to Levie n.The meet ing has bee n arran ged to n egotiate the terms of any agreeme nt.In particular the following two issues are likely to be sticking points:1. StaffingLevien would like to protect the jobs of their current IT team.They want Okus to employ the four members of the team, and are under pressure from the unions to make sure outsourcing contracts like this do not lead to redundancies.Okus, on the other hand, will not want totake on Levien ' s whole team.They already have project engineers based in Swindon.2. PricingOkus have proposed two levels of IT support: Level AA fixed monthly price which will cover all support work (daily maintenance and customer support) and specified project work (hardware and software upgrades, training. Etc.) Level BA lower monthly invoice based on just support work. Any additional project work will be logged and then added to the invoice the following month.1. Preparing the groundThe peopleAndrew Carter is Export Sales Manager for Okus IT. He has made the initial contact with Levien. He has met one of the Levien team, Sean, before.Karen Black is a Project Manager at Okus IT. She has prepared the specifications for this contract. This is the first time she has been involved in negotiating an overseas outsourcing contract. She is anxious about the meeting.Francoise Quantin is the current IT Manger at Levien. She is about to be promoted to Head of Logistics. She is keen that her IT team are protected.Sean Morrissey is from Levien ' s main subsidiary in Chicago. He has been sent to the Brussels Office to develop Levien ' s procurement policy.The negotiationAs the VCD begins, Andrew and Karen have arrived at Levien 'osffices and are waiting to meet Francoise and Sean.Script 1Karen Black and Andre Carter fail to communicate before they meet the Levin team.A =Andrew K =Karen F =Fran?oise S =SeanA: You sure you don ' t want one, Karen?K: Not for me.A: Of course, I don ' t know Francoise at all, but you ___ 'wviethgSoetyou about negotiating with him in Dallas two years ago, didn ' t I?K: I ' m sure you did, An drew. Can we just focus on the final package? We mustn . ' t They' re going to __ , but we ___ .A: That' s right. Sean was Head of Procurement at TEC in Atlanta.K: What we must keep in mind is _____ if they push us on staff cuts.A: Oh, we don ' t need to worry about that, Karen. We ________ . Se^hjjulsow are you?S: Good to see you aga in, An drew. Atla nta, was n ' t it?A: Dallas, actually.S: Right, three years ago.A: Two.S: Yeah, sure. You two know each other, right?F: You must be Karen Black. I ' m Francoise Quantin. Welcome to Lebvien.K: we ve spoken on the phone, haven ' t we? This is Andrew Carter, ourA: Sorry, I thought you two already knew each other.S: Well, ____ . Can we …?F: Before we start, would you like a coffee?K: That would be ni ce.F: Milk?K: Yes, please.Script 2Kare n Black and Andre Carter are better prepared for their meeti ng with the Lev in team.A: There you go.K: tha nks.A: So, we ' ll wait fdJielm to respond to our proposal.K: Yes, we know that the staff cuts and the price are __ ut we ' d better .A: And you ' d still like me to do the presentation?K: That ' s what hesad-h un ted you for, An drew.A: And you ' ll watch for their react ions and …K: And deal with any questio ns. Yes.A: Be careful with Sea n, Karen. He drives a hard barga in.K: I ' m sure I can handle him. Wen for a long day, aren ' t we?A: Well, you did pack a toothbrush, didn ' t you?F: Sorry to have kept you waiting. You must be Karen Black. I ' m Francoise Quantin and this is Sea n Morrissey.S: Good to meet you, Karen. Fran coise, this is my old sparri ng part ner, An drew Carter.F: Nice to meet you, An drew. How was your flight?K: Excelle nt. Less tha n an hour.A: Hardly time for the breakfast ___ .F: What about a coffee the n, before we start?S: Yeah, you can ___ .F: There ' s no need to hurry. Karen.S: An drew, you ' ll have ano ther one?A: Please. Milk, three sugars.F: Sit down, please.A: Are you ___ , Sean?S: Yeah, I ' m misshiengkitds and my wife. Andre and I _ in Dallas two years ago.A: Yes, __ ---thirty-six hours, wasn ' t it?S: Andrew, if a job ' s worth_d_o_i_n_g.,F: Perhaps we had better start now.。
国际商务谈判International-Negotiation
国际商务谈判 International Negotiation1. 谈判是人们为了协调彼此之间的关系，满足各自的需要，通过协商而争取到意见一致的行为和过程。
2. 参与谈判的各方都是有所求的，但同时也不能无视他方的需要( win-winconcep)3. 谈判是一门科学也是一门艺术。
Negotiation is science and art4. 商务谈判的基本原则Prin ciples:1) Si ncere, true, hon est 真诚2) Equality and mutual benefit 平等互利3) Seek com mon ground while leav ing differe nces 求同存异4) Fair ness 公平5. 用图表表示谈判的良性循环6. 用图表解释解决谈判中矛盾的方法(psychology adjustme nt) (Intern ati on al law)Successful Model of Negotiati onBargain 厂solved problemcon flictN=C=N Negotiati on7 •美国商人谈判风格1) History《The Declaration of Independence 独立宣言Immigra nt from Europe to America Open up AmericaThe spirit of develop ing AmericaCreati on2) America ns attach importa nee on Practice 实际Keep on e'promise and respect con tractsLawyers play a very important role in the negotiation. Not until they confirmeverythi ng in the con tract will they sig n it. After the agreeme nt, Americans keep it seriously.Take efficie ncy 讲求效率Before a n egotiati on, America ns will map out a pla n first, and the n carryit out step by step.与美国人谈判要尽量简明扼要，直接进入实质阶段，那些繁文缛节往往会使他们产生反感Pursue pragmatic achieveme nt and fond of ven tureThey press their goals, value efficiency and prefer to include all necessaryparts in the negotiation embracing designing, development, production,engineering, sale and price and reach a package deal3) Pers onal characteristicsSelf-c on fide ntAmerican s high individualism is manifested through their decision makingprocess -- in dividual has the right to make the decisi on. Pers onal resp onsibilityis stressed美国人个人表现欲很强，乐意扮演“硬汉”“英雄”的形象。
国际商务谈判知识点
第1章国际商务谈判概述第一节国际商务谈判的概念及特点一、国际商务谈判的定义（一）谈判（negotiation）：所谓谈判是指参与各方基于某种需要，彼此进行信息交流，磋商协议，旨在协调其相互关系，赢得或维护各自利益的行为过程。
美国谈判协会会长、著名律师杰德勒•I•尼尔龙伯格在《谈判的艺术》一书中对谈判进行了明确的阐述。
（二）商务谈判（business negotiation）：商务谈判主要集中在经济领域，指参与各方为了协调、改善彼此的经济关系，满足贸易的需求，围绕标的物的交易条件，彼此通过信息交流、磋商协议达到交易目的的行为过程。
（三）国际商务谈判（international business negotiation）国际商务谈判是指在国际商务活动中，处于不同国家或不同地区的商务活动当事人为了达成某笔交易，彼此通过信息交流，就交易的各项要件进行协商的行为过程。
谈判过程充满了复杂的利害冲突和矛盾。
正是这种（冲突），才使谈判成为必要。
二、国际商务谈判的特点（一）国际商务谈判具有一般贸易谈判的共性1、以经济利益为谈判的目的；2、以经济利益作为谈判的主要评价指标；3、以价格作为谈判的核心；（二）国际商务谈判的特殊性1、国际商务谈判既是一笔交易的商洽，也是一项涉外活动，具有较强的政策性；2、应按国际惯例办事；3、国际商务谈判内容广泛；4、影响谈判的因素复杂多样；第二节国际商务谈判的种类一、按参加谈判的人数规模进行划分1、个体谈判：谈判双方各只有一人参加的一对一的谈判在人员的选择上，如果是一对一的（个体谈判），那么所选择的谈判人员必须是（全能型）的。
2、集体谈判：各方都有多人参加的谈判一般来说，关系重大而又比较复杂的的谈判大多是（集体谈判）二、按参加谈判的利益主体的数量进行划分1、双方谈判：有两个利益主体参加的谈判；2、多方谈判：有两个以上的利益主体参加的谈判；三、按谈判双方接触的方式进行划分1、口头谈判：是双方的谈判人员在一起，直接的进行口头交谈协商。
国际商务谈判(英文)Unit 05 Negotiating Price
2. Terms of payment．(safer and quicker payment can be a reasonable excuse for sellers to lower the goods prices to a certain degree)
各让一步
❖ the prevailing price level
偏高（价格）
❖ on the high side
现行价格水平
Unit5 Negotiating Price
If you want to make yourself an expert on negotiating price, you should：
❖ Refer to the textbook
Unit5 Negotiating Price
Let’s practice
❖ Practice in groups ❖ Practice with: cue card. doc ❖ Show what you have practiced ❖ Students’ comment ❖ Teacher’s comment
Unit5 Negotiating Price
Let’s conclude
❖ Relative knowledge Introduction. doc ❖ Special terms specification 规格.doc ❖ Skills: Negotiation tips.doc ❖ Assignment: Practice with the Cue Card.doc
国际商务谈判(英文版)Chapter 1 Introduction to International Business Negotiation
(1)Personal Interests VS Organizational Interests
(2)Personal Interests VS Organizational & National Interests
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Principle of Trust in Negotiation
Trust between group leader and group members as well as trust between two negotiating parties is a decisive element of shaping relationship of all sides.
4
Characteristics of Business Negotiation
(1) The objective of business negotiation is to obtain financial interest
(2) The core of business negotiation is price (3) Its principle is equality and mutual
国际商务谈判英文版
05
Summary and Conclusion
Importance of effective communicationUnderstanding cultural differences in business negotiationDevelopment of trust-based relationships with clients and suppliersAnalysis of the main components of business negotiationTechniques and strategies for effective negotiationApplication of soft skills in business negotiationPreparation and conduct of successful negotiation sessions
Resolve differences and problems between countries and enterprises
Importance of International Business Negotiation
02
Theories and Concepts of International Business Negotiation
2023
国际商务谈判英文版
CATALOGUE
目录
IntroductionTheories and Concepts of International Business NegotiationSkills and Strategies of International Business Negotiation
Manage the Power Dynamic to Achieve Balance and Cooperation
国际商务谈判(英文)Unit 01 Making an Enquiry[精]
![国际商务谈判(英文)Unit 01 Making an Enquiry[精]](https://img.taocdn.com/s3/m/442646e7360cba1aa811da8f.png)
Making an Enquiry
Unit 1 Making an Enquiry
Introduction
An enquiry means to enquire about the terms and conditions of a transaction．In oral business negotiation， both the sellers and the buyers can make an enquiry．An enquiry is not only one of the most direct ways to get details about a product，but also an important beginning step in a business negotiation．
The more information you obtain，the more benefits you can get from the negotiation．
Unit 1 Making an Enquiry
Objectives
Know the important role in a business negotiation; Know how to make oral enquiries and the tactics of making proper enquiries; Have some knowledge of the information covered in different enquiries; Have a good command of words and expressions related to enquiry.
Unit 1 Making an Enquiry
Negotiation 国际商务谈判
《国际商务谈判》课程报告Negotiation is a process in which two or more parties resolve a dispute or come to a mutual agreement. It is aimed to resolve points of difference, to gain advantage for an individual or collective, or to craft outcomes to satisfy various interests. It is often conducted by putting forward a position and making concessions to achieve an agreement. The degree to which the negotiating parties trust each other to implement the negotiated solution is a major factor in determining whether negotiations are successful. Negotiation occurs in organizations, including businesses, non-profits, and within and between governments as well as in sales and legal proceedings, and in personal situations such as marriage, divorce, parenting, etc.Negotiation in business require a good legal education and a good financial education so that the parties can understand each other, make sound decisions, and understand the potential consequences of those decisions.The art of negotiating illustrates the important points of negotiating. At peroration stage, it’s important to know the party and familiar with the product or service that you’re negotiating with so that to establish a negotiation goal. As for the strategy of negotiating, the first offer needs to be aggressive and be presented by writing. You need to know the negotiation position that in great demand and low supply or much supply and lowerdemand and do not disclose the budget or other limitations in the negotiation position in order to establish a solid foundation early by demonstrating your knowledge and expertise on the topic in the negotiation process. However, understanding the other side's priorities is just as important as understanding your own and be prepared to give up the little things in exchange for the big things you don't want to concede. That’s to say, some point collaboration and compromise are needed to reach a win-win solution.In my opinion, there are 5 tactics for successful business negotiations.1.Listen and understand the other party’s issues and point ofview. Basically, in any conversation or discussion or negotiation, listening is just as important, or even more important, than talking. You should listen to understand instead of listening to respond. The key to gathering information effectively is the process of active listening. Try to understand what the important points of the other side, identify where they may be flexible, and what limitations they may have. You've got to take all of your assumptions and test them.2.Be prepared. The preparation of negotiating require thefollowing points:1)Check whether you're in a negotiating situation.(Advantages and disadvantages.)2)Clarify your aims. (Achieve the objectives you and yourconstituents have set, getting a good deal and improving your relationship with the other side etc.)3)Gather information. (Gather information about the otherparty, the company, the person you are negotiating with and the similar deals have been completed etc.)4)Prepare the setting. [Who? who is to take part and dowhat?; Where? (i.e. our place or theirs?); When? (i.e. what is the time scale?); Why? (i.e. what are we negotiating about?); and How? (i.e. how are we to present our case?).]5)Prepare Yourself Mentally. (Don't put yourself above orbelow them; stay relaxed and unhurried; don't reveal your feelings at any point etc.)3.Understand the deal dynamics. Less negotiation can be dealtat once, thus, there may be some changes during several negotiations. It is essential to understand the deal dynamics , for example, who wants the deal more, who has the leveragein the negotiation, what alternatives does the other side have and so on.4.Avoid the bad strategy of “negotiating by continuallyconceding.” Imagine that you have a potential client who will greatly benefit from your business. This client has unreasonable demands that will create more losses than wins for you, however you accept these demands in hopes of getting close to a beneficial deal. If you continue to give in, the client will learn that they can continue with unreasonable demands, and that you will always accept. Instead of giving in to these requests, make sure that the situation will lead to future benefits for you.5.Never accept the first offer. Most buyers will leave room intheir first offer to go up by at least 5%-15% in price, depending on the situation. One of the most common negotiation techniques: Don’t ever accept the first offer, or risk “showing your cards” and perhaps unknowingly giving away some of the bargaining zone. Some experts provided experimental and real-world examples of negotiation evidence that the people who made first offers did better in economic terms than those who did not. Therefore, there isflexibility and possible to bargain after rejecting the first offer.Negotiation is a fundamental element in the social life of organizations and negotiation skills can be of great benefit in resolving any differences that arise between you and others. Take accepting a new job as an example, the employer's first compensation offer is often not a company's best offer, and the employee can negotiate different terms such as higher pay, more vacation time, better retirement benefits, and so on. In the deal-based economy of today’s world, there is a growing need for companies to collaborate with each other. As a consequence of the varying needs, wants, aims, opinions, and beliefs of the parties brought together, conflicts and disagreements are inevitable. Thus, negotiation plays an important role in business world. The benefits of negotiation can be showed that help build relationships because the aim is to foster goodwill despite difference in interests, help in avoiding future conflicts and problem by leaving both parties equally satisfied with no barriers to communication for the future etc.。
国际商务谈判(英文)Chapter 10 International Investment Nego
• The prenegotiation phase includes making the first contacts with the company that could be a partner, assessing the compatibility of the two parties′ objectives, ascertaining if they have common views on market strategy, conducting the feasibility study, and signing a letter of intent.
国际商务谈判（英文）Chapter 10 International Investment Negotiations
Introduction
• The creation of a joint venture is probably among the most widespread and complex negotiations that exists nowadays, and paradoxically one of the least studied or understood. Two companies, one foreign and one domestic, endeavor to build a common project that integrates multiple dimensions: economic and human, organizational and cultural.
• The negotiation also addresses issues concerning the management of the joint venture, its decision making structure, its policy for personnel management, and the conditions for its termination. At this stage the parties also explore such issues as domestic and export pricing of the future products for sale.
国际商务谈判英语09_Negotiations_of_Contracts
Understanding the contract
A
contract is a set of short paragraphs or sentences called articles or clauses. The structure of a contract follows established principles or rules.
Negotiations of Contracts
Getting agreement on what was agreed
Introduction
Negotiations,
if successful, end in a contract and the contract is subject to negotiations. Contract negotiations are about ensuring that the two parties set out in a clear and an enforceable manner the elements that have been agreed. Once a contract is signed, further negotiations are not permitted.
Language
The
contract negotiations should be in one language in order to be consistent. If the contract is to be prepared in two languages, the priority of one language needs to be stated.
国际商务谈判(英文)Chapter 3 Choosing the Negotiation Team
▪ 3.2.1 The chief negotiator ▪ Though a large team of global specialists
may be gathered for some negotiations, the real interaction takes place between the two chief negotiators. But who qualifies as a chief negotiator?
▪ 3.1.2 Personal characteristics ▪ According to Jeffrey Edmund Curry, it is highly
desirable that a negotiator has the following range of character issues to achieve satisfactory negotiation results:
国际商务谈判（英文）Chapter 3 Choosing the Negotiation Team
▪ In this chapter you’ll learn:
● who qualifies as a negotiator? ● the role of the chief negotiator ● team solidarity
3. 3 Team solidarity
▪ 3.3.1 A comparison between single
negotiator and team negotiation
▪ To any specific negotiation, we should
first of all decide whether it’s a single negotiator or team negotiation.
国际商务谈判英文版PPT-10 . Alliance, IJV and International
International Business Negotiation
Principles and Practice
1 Alliance, IJV and International M&A Negotiations
Overview
• ALLIANCE NEGOTIATION • TYPES OF ALLIANCE • IJV NEGOTIATIONS • IJV PERFORMANCE ISSUES • CROSS-BORDER M&A NEGOTIATIONS
10.2 ALLIANCE NEGOTIATION
10.2.1 Purpose
• Resource dependency theory gives insights into t he motivations of firms seeking to form alliances
• The theory is based on the assumption that firms are interdependent entities seeking to manage a nd reduce the uncertainty in the surrounding envi ronment
10.2 ALLIANCE NEGOTIATION
10.2.6 Clashing corporate cultures
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国际商务谈判英语商务谈判疯狂英语例句用英语进行谈判要求绝对的语言和场面控制能力、敏锐的思维、对西方文化和经济的深刻认识和强烈的民族认识和强烈的民族自豪感和自信心。
中国需要谈判高手，平等的发展机会要靠中国人自己去创造！下面我们为大家精选出各类谈判中使用最频繁，最有效的句子，我们把它叫做“谈判口语要素”，大量地脱口而出这些口语要素，必将使你在瞬息万变的谈判桌上游刃有余。
1、would anyone like something to drink bdfore we begin?在我们正式开始前，大家喝点什么吧？2、we are ready.我们准备好了。
3、i know i can count on you.我知道我可以相信你。
4、tust me.请相信我。
5、we are here to solve problems.我们是来解决问题的。
这次会谈的结果将是一个双赢。
7、ihope this meeting is productive.我希望这是一次富有成效的会谈。
8、i need more information.我需要更多的信自。
9、not in the long run.从长远来说并不是这样。
这句话很实用，也可显示你的“高瞻远瞩”。
10、let me explain to you why .让我给你一个解释一下原因。
很好的转折，又可磨炼自己的耐心。
11、that’s the basic problem.这是最基本的问题。
让我们还是各退一步吧。
嘴里这么说，心里可千万别放松。
追求利润最大化是一种专业精神。
13、it depends on what you want.那要视贵方的需要而定。
没那么正规的场合下说：那要看你到底想要什么。
时间拖得越久，我们成功的机会就越少。
15、are you negotiable?你还有商量的余地吗？16、i’m sure there is some room for negotiation.我肯定还有商量的余地。
17、we have another plan.我们还有一个计划。
准备多么充分！胜利一定会属于这样的人！18、let’s negotiate the price.让我们来讨论一下价格吧。
19、we could add it to the agenda.我们可以把它也列入议程。
20、thanks for reminding us.谢谢你的提醒。
21、our position on the issue is very simple.我们的意见很简单。
22、we can not be sure what you want unless you tell us.希望你能告诉我们，要不然我们无法确定你想要的是什么。
23、we have done a lot.我们已经取得了不少的进展。
24、we can work out the details next time.我们可以下次再来解决细节问题。
25、i suggest that we take a break.建议休息一下。
26、let’s dismiss and return in an hour.咱们休会，一个钟头后再回来。
27、we need a break.我们需要暂停一下。
28、may i suggest that we continue tomorrow.我建议明天再继续，好吗？少提这种建议，中国人一定要学会如何在谈判桌“熬得住“，很多时候不是“技术战”而是“神经战”。
29、we can postpone our meeting until tomorrow.我们可以把会议延迟到明天。
30、that will eat up a lot of time.那会耗费很多时间。
篇二：国际商务谈判英文版期末试卷答案stakes利益: stakes are the value of benefits that may be gained or lost, and the costs that may be incurred or avoided.power能力: is a social phenomenon ,which endows people with control negotiation power谈判力: negotiation power is the ability that one negotiator can make use of to control over and affect the other side’s decision making and to resolve the dispute and attain the target of negotiation.trust信任: trust means increasing your vulnerability to another person whose behavior is not under your control in a situation in which the penalty, lose or deprivation you would suffer if the other person abuses or fails to protect your vulnerability is substantially greater than the benefits, reward or satisfaction you would gain if the other person fulfills or protect your vulnerability.culture文化: culture is also defined as an integrated system of learned behavior patterns that are characteristic of the members of any given society.negotiation produce 谈判程序步骤1. introduction of team member2. negotiation agenda and its arrangement3. formal negotiation4. wrapping upnegotiation produce structure 谈判程序的结构1. determine interests and issues2. design and offer options3. introduce criteria to evaluate options4. estimate reservation points5. explore alternative to agreement6. reach an agreementstructure of business negotiation 贸易谈判的机构inquiry---offer---counteroffer—acceptancetarget level谈判三种目标1. desirable target :is what negotiations wish to attain but in reality ralely reach2. acceptable target :is what negotiation make all efforts to achieve3. bottom target :is what negotiations will defend and safeguard whichall their efforts信息的直接用途：problem solving信息的间接用途：strategic planningwhere to collect information信息的收集渠道1. international organization2. governments3. service organization4. directories and newsletters5. online servicefour cause of unwilling?不愿意做谈判准备的原因？1. lack of sensitivity2. limited cognition3. lack of familiarty4. inactivity and gambling mindfour steps 谈判准备的步骤？1. target decision2. collecting information3. staffing negotiation teams4. choice of negotiation venueswhen is the third party desired?什么时候选择第三方加入谈判？1. power is relatively lower than other counterpart3. negotiation goes impasse and no alternative available4. established norms and standards hinder the processwhen to choose third party’s venue(何时选择第三方谈判地点)：1) first, the two negotiating parties are hostile and antagonistic to each other, or even engaged in a fighting against each other.2) second, negotiation goes into an impasse and no sign of rapprochement, impossible to carry on negotiation in neither party’s place.3) third, a dispute is stirred up when both parties strongly demand to host the negotiation.win-win model 双赢模式1. determine each party’s own interest and needs2. find out the other party’s interests and demands3. discuss the possibilities of making concessionwin—lose model 输赢模式1. determine each party’s own interests and stance2. defend one’s own interests and stance3. discuss the possibilities of making concession1.people: separate the people from problem2.interests: focus on interests but not positions3.gaining: invent options for mutual gain4.criteria: introduce objective criteriahow to tell a criterion is objective 如何客观品评判标准1. independent of wills and free from sentimental influence2. valid and realistic3. at least theoretically accepted by both sideshow to standards for successful negotiation判定谈判成功与否的标准1. satisfy the both valid interests, resolve the conflicts, protect interests2. highly efficient3. improve the relationshipneeds theory 需求理论五种1. physiological needs2. safety needs3. love and belonging needs4. esteem needs5. needs to for self-actualization6. needs to know and understand7. aesthetic needslaw of two level game 双层法规level 1 international level :relationship of interests and chances of success of negotiationno changesuccess possiblesuccess increasinglevel 2 domestic level :win—sets, the sets gain the necessary majority among the constituentsconclusion：the larger win—sets make the more likely an agreement at level 1the smaller win—sets can be a bargaining advantage for a country at level 哪些因素影响谈判力：1. motivation: a party’s power is increasing with decreasing of itsmotivation or the greater a party’s motivation is ,the weaker its relative.2. dependence: a party’s power is diminishing with increasing of itsdependence on the other party3. substitutes: one party’s independence increase and thus its power isstrengthened when there are more substitutes available for considerationhow to stimulate motivation(如何刺激对方的动机)：1.offering inducements2.demonstrating attractiveness3.getting external third party back4.placing a time limithow to increase substitutes(如何增加拟方替代)：1.has alternatives which allow operating without the other party2.absorb the escalating cost of conflict3.can continue despite the other party’s discouraging effects on itssupportersdeterminants affecting a person’s trustful or mistrustful behavior(影响人的信任或不信任行为的决定因素)：1. unchangeable elements: 1) childhood education; 2) professional or special trainingeffect or trust 信任的效应结论trust stimulates intellevtual development and originality, and leads to greater emotional stability and self-control. trust facilitates accepts and open of expression for establishing sound relationship among negotiating team members as well as between negotiating parties. negotiations based conversely, mistrust provokes rejection and defensireness, damages vollaboration in a group with wish high level of mistrust, members signal of mistrust and expect mistrust from others, thus produce law level of trust.ac model:2. collaborating: sharing information & understanding; enlict finding a creative solution; cooperation; during4. avoiding: skipping meetings; avoid people; withholding information; delaying结论：the more stakes and power, the more assertiveness depends on alignment of interest and relationship; the more mutual interests and the more mutual trust, the more cooperativeness一次囚徒和多次囚徒的结论--one-short prison’s dilemma game rarely leads to cooperation--iterated prison’s dilemma games lead to cooperation and high trust 两分法分类：reward system; relationship; tangible issues; assumptions; strategy usedhow to build a coalition(怎样建立谈判联盟)：1.setting coalition targets：(1) parties who can join;篇三：国际商务谈判(英语)高等教育自学考试商务英语专业国际商务谈判自学考试大纲黑龙江大学应用外语学院目录编写前言编写说明一、课程性质和学习目的1. 2. 3. 4. 5. 1. 2. 3. 4. 5. 6. 7. 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13.14. 15. 16. 17. 18.本课程的性质本课程设置的目的总体课程教学要求本课程与其它专业课程的关系学时安排考纲与教材关系考核目标命题原则学习要求自学教材自学方法社会助学首席谈判的作用选择你的团队控制谈判准备谈判面对面谈判偏见的作用地点选择议事日程关于谈判翻译人员谈判风格（第一部分）谈判风格（第二部分）周密计划取得成功应对个人策略应对小组策略战术选择成交报告结果实施二、自学考试大纲有关说明和实施要求三、课程内容和考核目标19. 对不同国家和地区的战略战术 20. 词汇表附录：题型举例编写前言为了适应社会主义现代化建设事业对培养人才的需要，我国在20世纪80年代初建立了高等教育自学考试制度，经过20多年的发展，高等教育自学考试已成为我国高等教育基本制度之一。