最好的国际商务谈判教案~授课教师们的福气
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② good guarantee to increase efficiency;
③ beneficial to renew the marketing concept. 3. evaluation criteria of business negotiation 3.1 if the negotiator’s needs are satisfied 3.2 if the negotiation is efficient: --- negotiation efficiency: contrast between cost and gain; --- cost includes 3 parts: ①difference between the expected profit and real profit; ② sum of all resources consumed for the negotiation, including manpower, materials, financial resources and time; ③ opportunity cost. 3.3 if the negotiators are in good relationship afterwards
作 业 及 思 Read the case study and tell why Matsushita Electric Corporation sacrificed the
考题
present interests? What was the consideration?
参考文献
1). Christopher E M. Negotiating Skills For Business. Kogan Page Ltd., 1996 2). Comfort J. 成功谈判. 王关富，宿玉容改编. 复旦大学出版社，2001 3). Curry J E. 国际商务谈判. 上海：上海外语教育出版社，2000 4). Goldman A L. Settling for More: Mastering Negotiating Strategies and
教学重点 welcome and introductions
教学难点 Skills and expressions in introduction 教学方法 Instruction + case study
教学内容提纲
1. basic psychological quality for business negotiators 1.1 be confident 1.2 be patient 1.3 be sincere 1.4 be decisive 2. characters and negotiation 2.1 power-oriented and related countermeasure 2.2 persuasive and countermeasure --- character: ①have good personal relationship and favor praise and social recognition; ②think before act; ③ don’t reject directly. --- countermeasure: ①be offensive in the pretext of being polite or arouse some argument to make him upset; ②prepare a lot of detailed items in order to make him tired and want to finish the negotiation as soon as possible; ③ create one-on-one talk if possible. 2.3 executive and countermeasure ---character: ①follow the instruction strictly, wouldn’t make any change; ②prefer smooth and orderly negotiation; --- countermeasure: ①try to build a one-on-one talk to make the negotiation more efficient; ② shorten time on each procedure as they will be more defensive with time going; ③prepare plentiful information as they would ask some specific questions. 2.4 suspicious and countermeasure --- character: ①be suspicious about everything even if it’s true; ②hesitating; ③very careful on details. --- countermeasure: ①make sure the proposal is very specific and exact, avoid the words like “about”, “nearly”; ②be patient and don’t urge him/her; ③ never lie.
教学后记
某某学院教师授课教案
课程名称 国际商务谈判
上课时间
课 题 Unit 2 பைடு நூலகம்etting the agenda
2010 年 3 月 17 日 1-2 节
教学目的 Let the students understand the negotiation procedure and structure. 教学重点 structuring and controlling the negotiation process 教学难点 controlling the negotiation process 教学方法 Instruction + case study
某某学院教师授课教案
课程名称 国际商务谈判
上课时间 2010 年 3 月 3 日 1-2 节
课 题 Unit 1 Preparing the ground
Learning negotiation preparation items, including motives and key 教学目的 terminology.
--- for big or multilateral negotiation.
2. basic pattern of business negotiation 2.1 “win-lose” style: more conflicts than cooperation, with obvious win and lose. 2.2 “win-win” style: each party benefits from the negotiation. ---advantage: ① to enhance the loyalty of each other;
作 业 及 思 Read the case study and tell why Matsushita Electric Corporation sacrificed the
考题
present interests? What was the consideration?
参考文献
1). Christopher E M. Negotiating Skills For Business. Kogan Page Ltd., 1996 2). Curry J E. 国际商务谈判. 上海：上海外语教育出版社，2000
教学内容提纲
1. Setting an agenda 1.1 List all issues to be debated 1.2 Give time frames to each issue 1.3 Arrange order for the topics 2. Building One’s BATNA 2.1 Best Alternative To a Negotiation Agreement 2.2Choosing Negotiation Places 2.2.1 Host Court 2.2.2 Guest Court 2.2.3 Third Party’s Court 3. Rehearsing Roles 3.1 Discover advantages and disadvantages of the team 3.2 Determine the order of negotiation 3.3 Analyze what sticky problems might appear 3.4 Work out measures to deal with them 4 Adjusting based on reality backed up by learning 4.1 A model of negotiation 4.2 Repeated cycles of ---Learning ---Planning
1.3 classified by ways of proceeding 1.3.1 vertical negotiation: solve the problem one by one --- for small and simple negotiation, especially when the 2 sides have cooperated before
1.3.2 lateral negotiation: solve the problem one by one at the beginning, when there is a difference in opinion for an item, put it away and go to next one. Repeated the method until all the problems are solved.
教学重点 agreeing objectives, strategy and roles
教学难点 Strategy arrangement 教学方法 Instruction
教学内容提纲
1. kinds of business negotiation 1.1 classified by scale of participators 1.1.1 One-on-one negotiation--- only 1 person from each side － when to use it: ① the 2 parties have long relationship, be familiar to each other with clear transaction terms; ② between salesman and customer, who has the right to decide ③ renew the contract with few changes ④ details in big negotiation. － most difficult kind － advantage: flexible; quick decision; avoid to expose bad cooperation; good to keep secret. 1.1.2 collective negotiation--- 2 or more people from each side 1.2 classified by venue 1.2.1 home court negotiation 1.2.2 away ground negotiation 1.2.3 neutral place negotiation
Techniques. The Bureau Of National Affairs, Inc., 1991
教学后记
某某学院教师授课教案
课程名称 国际商务谈判
上课时间 2010 年 3 月 10 日 1-2 节
课 题 Unit 1 Preparing the ground
Learning negotiation preparation items, including motives and key 教学目的 terminology.
③ beneficial to renew the marketing concept. 3. evaluation criteria of business negotiation 3.1 if the negotiator’s needs are satisfied 3.2 if the negotiation is efficient: --- negotiation efficiency: contrast between cost and gain; --- cost includes 3 parts: ①difference between the expected profit and real profit; ② sum of all resources consumed for the negotiation, including manpower, materials, financial resources and time; ③ opportunity cost. 3.3 if the negotiators are in good relationship afterwards
作 业 及 思 Read the case study and tell why Matsushita Electric Corporation sacrificed the
考题
present interests? What was the consideration?
参考文献
1). Christopher E M. Negotiating Skills For Business. Kogan Page Ltd., 1996 2). Comfort J. 成功谈判. 王关富，宿玉容改编. 复旦大学出版社，2001 3). Curry J E. 国际商务谈判. 上海：上海外语教育出版社，2000 4). Goldman A L. Settling for More: Mastering Negotiating Strategies and
教学重点 welcome and introductions
教学难点 Skills and expressions in introduction 教学方法 Instruction + case study
教学内容提纲
1. basic psychological quality for business negotiators 1.1 be confident 1.2 be patient 1.3 be sincere 1.4 be decisive 2. characters and negotiation 2.1 power-oriented and related countermeasure 2.2 persuasive and countermeasure --- character: ①have good personal relationship and favor praise and social recognition; ②think before act; ③ don’t reject directly. --- countermeasure: ①be offensive in the pretext of being polite or arouse some argument to make him upset; ②prepare a lot of detailed items in order to make him tired and want to finish the negotiation as soon as possible; ③ create one-on-one talk if possible. 2.3 executive and countermeasure ---character: ①follow the instruction strictly, wouldn’t make any change; ②prefer smooth and orderly negotiation; --- countermeasure: ①try to build a one-on-one talk to make the negotiation more efficient; ② shorten time on each procedure as they will be more defensive with time going; ③prepare plentiful information as they would ask some specific questions. 2.4 suspicious and countermeasure --- character: ①be suspicious about everything even if it’s true; ②hesitating; ③very careful on details. --- countermeasure: ①make sure the proposal is very specific and exact, avoid the words like “about”, “nearly”; ②be patient and don’t urge him/her; ③ never lie.
教学后记
某某学院教师授课教案
课程名称 国际商务谈判
上课时间
课 题 Unit 2 பைடு நூலகம்etting the agenda
2010 年 3 月 17 日 1-2 节
教学目的 Let the students understand the negotiation procedure and structure. 教学重点 structuring and controlling the negotiation process 教学难点 controlling the negotiation process 教学方法 Instruction + case study
某某学院教师授课教案
课程名称 国际商务谈判
上课时间 2010 年 3 月 3 日 1-2 节
课 题 Unit 1 Preparing the ground
Learning negotiation preparation items, including motives and key 教学目的 terminology.
--- for big or multilateral negotiation.
2. basic pattern of business negotiation 2.1 “win-lose” style: more conflicts than cooperation, with obvious win and lose. 2.2 “win-win” style: each party benefits from the negotiation. ---advantage: ① to enhance the loyalty of each other;
作 业 及 思 Read the case study and tell why Matsushita Electric Corporation sacrificed the
考题
present interests? What was the consideration?
参考文献
1). Christopher E M. Negotiating Skills For Business. Kogan Page Ltd., 1996 2). Curry J E. 国际商务谈判. 上海：上海外语教育出版社，2000
教学内容提纲
1. Setting an agenda 1.1 List all issues to be debated 1.2 Give time frames to each issue 1.3 Arrange order for the topics 2. Building One’s BATNA 2.1 Best Alternative To a Negotiation Agreement 2.2Choosing Negotiation Places 2.2.1 Host Court 2.2.2 Guest Court 2.2.3 Third Party’s Court 3. Rehearsing Roles 3.1 Discover advantages and disadvantages of the team 3.2 Determine the order of negotiation 3.3 Analyze what sticky problems might appear 3.4 Work out measures to deal with them 4 Adjusting based on reality backed up by learning 4.1 A model of negotiation 4.2 Repeated cycles of ---Learning ---Planning
1.3 classified by ways of proceeding 1.3.1 vertical negotiation: solve the problem one by one --- for small and simple negotiation, especially when the 2 sides have cooperated before
1.3.2 lateral negotiation: solve the problem one by one at the beginning, when there is a difference in opinion for an item, put it away and go to next one. Repeated the method until all the problems are solved.
教学重点 agreeing objectives, strategy and roles
教学难点 Strategy arrangement 教学方法 Instruction
教学内容提纲
1. kinds of business negotiation 1.1 classified by scale of participators 1.1.1 One-on-one negotiation--- only 1 person from each side － when to use it: ① the 2 parties have long relationship, be familiar to each other with clear transaction terms; ② between salesman and customer, who has the right to decide ③ renew the contract with few changes ④ details in big negotiation. － most difficult kind － advantage: flexible; quick decision; avoid to expose bad cooperation; good to keep secret. 1.1.2 collective negotiation--- 2 or more people from each side 1.2 classified by venue 1.2.1 home court negotiation 1.2.2 away ground negotiation 1.2.3 neutral place negotiation
Techniques. The Bureau Of National Affairs, Inc., 1991
教学后记
某某学院教师授课教案
课程名称 国际商务谈判
上课时间 2010 年 3 月 10 日 1-2 节
课 题 Unit 1 Preparing the ground
Learning negotiation preparation items, including motives and key 教学目的 terminology.