国际商务英语谈判 Chapter 2-done
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（2）Focus on Interests, not Positions √ Identify the self-interests：
Explore and recognize the interests of the other party that stand in your way；Examine the different interests of different people on the other side；Respect your counterparts as human beings and recognize ； Be specific. Demonstrate your understanding of the other party’s interests ；
Lead-in：Case Study
1.What is the dispute between the Chinese manufacturer and American importer? 2. For this dispute, what is the position of the Chinese manufacturer? and American importer? 3. How to solve this conflict? 4. What do you learn from this case?
Section I
1.What is the important things of Business Negotiation?
4. Negotiators must develop a broad perspective that includes the larger context within which they negotiate.
(3) Invent Options for Mutual Gain
There are four major obstacles that prevent negotiators from creative thinking:
☆ premature judgment; ☆ searching for the single answer; ☆ the assumption of a fixed pie; ☆ thinking that “solving their problem is their
5. Over time, the four Cs change and the information. 6. The unique characteristic of international versus domestic
business negotiations
2.The four components of business negotiation
Chapter 2
Principles of Business Negotiation
Learning Focus
1 Master the basic principles of negotiation 2 Master the Principle of Collaboration Negotiation 3 Master the Principle of Trust in Negotiation 4 Master the Principle of Interest Distribution 5 Master the Win-Win Principle
(1) Separate the People from the Problem
√Biblioteka Baiduevelop empathy:
We put ourselves in their shoes; We avoid blaming them for our problems; We help them participate in the process.
√ Discuss the problems before proposing a solution： Direct the discussion to the present and the future；Be
concrete but flexible；Be hard on the problem but soft on the people.
2. In modern negotiation, equality and mutual benefit is a very basic principle.
3. Negotiation takes place within the context of an environment composed .
problem”.
(4) Introduce Objective Criteria
When the two sides can not decide which option is reasonable and rational, looking for an objective criterion will be a way out.
√Manage emotions: We allow them to let off steam;We do not overeact to emotionalout bursts
√Communicate: We listen and summarize what we hear;
2.The four components of business negotiation
Section I
1.What is the important things of Business Negotiation?
1. Negotiation takes place within the context of Common Interests ，Conflicting Interests, Compromise and Criteria or Objectives.
Explore and recognize the interests of the other party that stand in your way；Examine the different interests of different people on the other side；Respect your counterparts as human beings and recognize ； Be specific. Demonstrate your understanding of the other party’s interests ；
Lead-in：Case Study
1.What is the dispute between the Chinese manufacturer and American importer? 2. For this dispute, what is the position of the Chinese manufacturer? and American importer? 3. How to solve this conflict? 4. What do you learn from this case?
Section I
1.What is the important things of Business Negotiation?
4. Negotiators must develop a broad perspective that includes the larger context within which they negotiate.
(3) Invent Options for Mutual Gain
There are four major obstacles that prevent negotiators from creative thinking:
☆ premature judgment; ☆ searching for the single answer; ☆ the assumption of a fixed pie; ☆ thinking that “solving their problem is their
5. Over time, the four Cs change and the information. 6. The unique characteristic of international versus domestic
business negotiations
2.The four components of business negotiation
Chapter 2
Principles of Business Negotiation
Learning Focus
1 Master the basic principles of negotiation 2 Master the Principle of Collaboration Negotiation 3 Master the Principle of Trust in Negotiation 4 Master the Principle of Interest Distribution 5 Master the Win-Win Principle
(1) Separate the People from the Problem
√Biblioteka Baiduevelop empathy:
We put ourselves in their shoes; We avoid blaming them for our problems; We help them participate in the process.
√ Discuss the problems before proposing a solution： Direct the discussion to the present and the future；Be
concrete but flexible；Be hard on the problem but soft on the people.
2. In modern negotiation, equality and mutual benefit is a very basic principle.
3. Negotiation takes place within the context of an environment composed .
problem”.
(4) Introduce Objective Criteria
When the two sides can not decide which option is reasonable and rational, looking for an objective criterion will be a way out.
√Manage emotions: We allow them to let off steam;We do not overeact to emotionalout bursts
√Communicate: We listen and summarize what we hear;
2.The four components of business negotiation
Section I
1.What is the important things of Business Negotiation?
1. Negotiation takes place within the context of Common Interests ，Conflicting Interests, Compromise and Criteria or Objectives.