商务谈判的基本原则
合集下载
相关主题
- 1、下载文档前请自行甄别文档内容的完整性，平台不提供额外的编辑、内容补充、找答案等附加服务。
- 2、"仅部分预览"的文档,不可在线预览部分如存在完整性等问题,可反馈申请退款(可完整预览的文档不适用该条件!)。
- 3、如文档侵犯您的权益，请联系客服反馈,我们会尽快为您处理(人工客服工作时间：9:00-18:30)。
3. Knowledge Input: learn more knowledge about negotiation by reading the supplementary passage in the textbook.
4. Q&A: ask the students whether they have any questions and give them necessary answers.
extent of disagreement:分歧程度
2.Take a step back fromhis own interests and try todelve into the underlying interests—as opposed tothe positions—of the other side, i.e. consider the interests of both sides.
教学过程
Ⅰ. Brainstorming:
Make the students work in pair or in group to discuss the following questions and then ask one of them to show their opinion on class.
upfront：原意为down payment首付款
to pay the premium later：事后交保险费，此处为于事无补。
4.Smaller Players’ Principles弱势方原则
5. Smaller player: negotiators of one party of smaller size or power than the other party in negotiation.
Key points:
1.Get the other side to commit first.
2.Act dumb, not smart.
3.Think in real money terms but talk funny money.
4.Concentrate on the issues.
5.Always congratulate the other side.
1. What do you think are the most important guidelines for negotiation?
2. Suppose you are doing business in a foreign country, what will you wish to know before entering upon a negotiation?
青岛港湾职业技术学院授课教案
编号：第2周第2次
课题Unit 2: Principles of Negotiation
班级06商务英语
授课日期2008年3月16日星期五
目的
与
要求
1. Probing into the principles of negotiation
2. Defining negotiation
The above are five essential principles distilled by Roger Dawson(罗杰道森) who has been teaching negotiating to business leaders throughout North American since 1982, and is one of the top experts in the art of negotiating.
7.Act dumb, not smart.大智若愚
ing Good Guy/Bad Guy to put pressure on the other side without confrontation.扮白脸和红脸，让对方承受压力，避免正面冲突。
9.Think in real money terms but talk funny money.考虑实际的总体价位，但只说单位价格，以迷惑对手。
bracket their proposal: to regard one’s proposal is wrong
end up: be in the stated place or condition, etc. in the end
2. United Artists wanted tocash in onthe popularity of the singing group but was reluctant togo out on a limbbecause United Artists didn’t know how long the Beatles would stay popular. They could have been a fleeting success thatfizzled outlong before their movie hit the screens.
5. If your negotiation comes to a deadlock, what would you do?
Ⅱ. Text
Passage One: Business Negotiation Principles
Key points:
1.Negotiation is defined as the use of common sense under pressure to achieve objectives. Agreement may be reached on only some of the explicit proposals being negotiated. The outcome of negotiations is more than merely an explicit agreement.
Language points:
1. Even then agreements vary widely in theirdegree of specificityand in theextent of disagreementwhich is left unsettled.
degree of specificity:具体细节，具体程度
5. Case Study: finish one case or two cases by role-play it on class by the students and explain some necessary points.
6. Homework: assign some exercises of this unit to the students.
cash in on: to take full advantage or profit from利用
go out on a limb: alone without support冒险
fizzled out: to fail or end disappointingly, esp. after a good start失败
take a step back from: slow down; not to hurry in possessing
delve into the underlying interests：考虑根本利益
underlying：基本的
as opposed to：相对于
3. Minimize the impact of his actions and decisions upfront, rather than wait to pay the premium later.
1) The four Cs in negotiation
2) How to achieve mutual gains
3) How to seek alternative in decision-making to pursue objectives
4) How to win as a small pexercise
教具
教
学
过
程
设
计
1. Brainstorming: ask the students what do they think are the most important guidelines for negotiation.
2. Text: go through Passage One and Passage Two and point out the key points.
3. Realizing necessity of negotiation
4. Understanding the essence of negotiation
重点
To learn the definition of negotiation
难点
To understand the essence of negotiation: negotiation is not a competitive sport
2.Basic Principles
3.Principles of the Mutual Gains Approaches (MGA)
wrenceSusskind: Professor of City and Environment Planning, MIT. One of the founders of negotiation research center ofHarvardUniversity.
3. If you have conflicting interests with the other negotiation party, what will you do to achieve mutual gains?
4. Do you know what all-or-nothing deal is? Express your opinion over it. How to build a long-term business relation?
10.Sales people call thatbreaking it down to the ridiculous.
breaking it down to the ridiculous: dividing the total cost into unit price, which sounds deceptively tiny.将价格单位化，以迷惑消费者。
4.Principles of Smart Choices.
5.Principles of Alternatives in Decision Making (ADM) and Alternative Dispute Resolution (ADR).
6.Smaller Players’ Principles.
5) Smart tips in negotiation
Ⅳ. Case Study
CaseⅠ
Suppose you are a cosmetic manufacturer and you are going to sell your products to a foreign market, say African countries, what factors will you consider before entering into a real negotiation?
Language points:
1. It enables you tobracket their proposal. If they state a price first, you can bracket them, so if youend upsplitting the difference, you will get what you want.
Ⅲ. Knowledge Input
1. Leave this part as self-study material to the students.
2. Explain some possible problems of this part to help the comprehension.
3. Major points:
4. Q&A: ask the students whether they have any questions and give them necessary answers.
extent of disagreement:分歧程度
2.Take a step back fromhis own interests and try todelve into the underlying interests—as opposed tothe positions—of the other side, i.e. consider the interests of both sides.
教学过程
Ⅰ. Brainstorming:
Make the students work in pair or in group to discuss the following questions and then ask one of them to show their opinion on class.
upfront：原意为down payment首付款
to pay the premium later：事后交保险费，此处为于事无补。
4.Smaller Players’ Principles弱势方原则
5. Smaller player: negotiators of one party of smaller size or power than the other party in negotiation.
Key points:
1.Get the other side to commit first.
2.Act dumb, not smart.
3.Think in real money terms but talk funny money.
4.Concentrate on the issues.
5.Always congratulate the other side.
1. What do you think are the most important guidelines for negotiation?
2. Suppose you are doing business in a foreign country, what will you wish to know before entering upon a negotiation?
青岛港湾职业技术学院授课教案
编号：第2周第2次
课题Unit 2: Principles of Negotiation
班级06商务英语
授课日期2008年3月16日星期五
目的
与
要求
1. Probing into the principles of negotiation
2. Defining negotiation
The above are five essential principles distilled by Roger Dawson(罗杰道森) who has been teaching negotiating to business leaders throughout North American since 1982, and is one of the top experts in the art of negotiating.
7.Act dumb, not smart.大智若愚
ing Good Guy/Bad Guy to put pressure on the other side without confrontation.扮白脸和红脸，让对方承受压力，避免正面冲突。
9.Think in real money terms but talk funny money.考虑实际的总体价位，但只说单位价格，以迷惑对手。
bracket their proposal: to regard one’s proposal is wrong
end up: be in the stated place or condition, etc. in the end
2. United Artists wanted tocash in onthe popularity of the singing group but was reluctant togo out on a limbbecause United Artists didn’t know how long the Beatles would stay popular. They could have been a fleeting success thatfizzled outlong before their movie hit the screens.
5. If your negotiation comes to a deadlock, what would you do?
Ⅱ. Text
Passage One: Business Negotiation Principles
Key points:
1.Negotiation is defined as the use of common sense under pressure to achieve objectives. Agreement may be reached on only some of the explicit proposals being negotiated. The outcome of negotiations is more than merely an explicit agreement.
Language points:
1. Even then agreements vary widely in theirdegree of specificityand in theextent of disagreementwhich is left unsettled.
degree of specificity:具体细节，具体程度
5. Case Study: finish one case or two cases by role-play it on class by the students and explain some necessary points.
6. Homework: assign some exercises of this unit to the students.
cash in on: to take full advantage or profit from利用
go out on a limb: alone without support冒险
fizzled out: to fail or end disappointingly, esp. after a good start失败
take a step back from: slow down; not to hurry in possessing
delve into the underlying interests：考虑根本利益
underlying：基本的
as opposed to：相对于
3. Minimize the impact of his actions and decisions upfront, rather than wait to pay the premium later.
1) The four Cs in negotiation
2) How to achieve mutual gains
3) How to seek alternative in decision-making to pursue objectives
4) How to win as a small pexercise
教具
教
学
过
程
设
计
1. Brainstorming: ask the students what do they think are the most important guidelines for negotiation.
2. Text: go through Passage One and Passage Two and point out the key points.
3. Realizing necessity of negotiation
4. Understanding the essence of negotiation
重点
To learn the definition of negotiation
难点
To understand the essence of negotiation: negotiation is not a competitive sport
2.Basic Principles
3.Principles of the Mutual Gains Approaches (MGA)
wrenceSusskind: Professor of City and Environment Planning, MIT. One of the founders of negotiation research center ofHarvardUniversity.
3. If you have conflicting interests with the other negotiation party, what will you do to achieve mutual gains?
4. Do you know what all-or-nothing deal is? Express your opinion over it. How to build a long-term business relation?
10.Sales people call thatbreaking it down to the ridiculous.
breaking it down to the ridiculous: dividing the total cost into unit price, which sounds deceptively tiny.将价格单位化，以迷惑消费者。
4.Principles of Smart Choices.
5.Principles of Alternatives in Decision Making (ADM) and Alternative Dispute Resolution (ADR).
6.Smaller Players’ Principles.
5) Smart tips in negotiation
Ⅳ. Case Study
CaseⅠ
Suppose you are a cosmetic manufacturer and you are going to sell your products to a foreign market, say African countries, what factors will you consider before entering into a real negotiation?
Language points:
1. It enables you tobracket their proposal. If they state a price first, you can bracket them, so if youend upsplitting the difference, you will get what you want.
Ⅲ. Knowledge Input
1. Leave this part as self-study material to the students.
2. Explain some possible problems of this part to help the comprehension.
3. Major points: