商务英语谈判PPT 2

3.Keeping your Emotion
Ask questions in a friendly way,showing a cooperative spirit:This will warm the other side and melt any tension between you.
4.Surprise 5.Resiliency
Business Negotiation
•
The Comprehension of Negotiation
Negotiation is a bargaining situation in which two or more players have a common interest to cooperate , but at the same time they have conflicting interests over exactly how to share.In other words , the players can mutually benefit from reaching an agreement on an outcome from a set of possible outcomes , but have conflicting interests over the set of outcomes .
Offer and Counter-offer
Quotation is just an indi来自百度文库ation of price without contractual obligation,and it is subject to change without previous notice.
Price
Principle of Integrative Negotiation (双赢原则)
Deterrence -based trust (威慑型信任)
Calculus -based trust (预计型信任)
Knowledge -based trust （了解型信任）
Indentification -based trust （识别型信任）
The Strategies of Busuness Negotiatio
1.Listening More
A good negotiator is not only need to talk themselves but also need to listen to and understand what the other side is saying.
2.Seeking Win-win Opportunities
Negotiation is a two-way road,which should be brought about by mutual.There are no winners and losers in a successful negotiation.
• 2.Being realistic
• 3.Adaptability(具备适应) 4.Resourcefulness(足智多谋) 5.Endurance(忍耐力) 6.Respect
• 7.Concentration
• 8.Sense of Humor(幽默感) • 9.Patience • 10.The Ability to Articulate(表达能力强)
Inquiry and Reply
Makeing inquiries is the initial stagr of business negotiations between the buyers and sellers in international business activities.Its purpose is to seek a supply of products , service or relative information.
Ω Bargaining Ω Persuasion
♫
Promise----Recommendation----Threat----Reward---Punishment----Commitment----Question
The main contents of Business Negotiation
The Basic Principles of Business Negotiation
Principle of Collaborative Negotiation (合作试谈判原则)
Principle of Interest Distribution (利益分配原则)
Principle of Trust in Negotiation (信任原则)
Price is one of the most important factors in the international business activities.
• 1. Being a good listener
The Basic Qualities of Business Negotiation
The General Procedures of Business Negotiations
• 1.Non-Task Sounding
• 2.Creating Value
Giving information Getting information
• 3.Overcoming Barriers to Agreement