商务英语谈判chapter 1
合集下载
- 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)。
Both parties try to persuade the other party to accept their viewpoints
Elements of Business Negotiation contain: It is an element of human behavior and depends on communication It takes place only over negotiable issues It takes place only between people who have the same interest It takes place only when negotiators are interested not only in taking but also in giving It takes place only when negotiating parties trust each other to some extent
1. Motivation of Business Negotiation
Why do human beings negotiate? Economics: to study alternative way to use scarce and limited but productive resources to produce goods and services to satisfy man’s unlimited demand. Conflicts
Basic questions in the negotiation
Why they negotiate; Who they negotiate with; What they negotiate about; Where they negotiate; When they negotiate; How they negotiate.
5. Types of negotiation
Distributive Negotiation
A negotiation in which the parties compete over the distribution of a fixed sum of value. The key question in a distributive negotiation is “Who will claim the most value?” In distributive negotiations, a gain by one side is made at the expense of the other.
Exercises
4. Characteristics of Business Negotiation
1. Two parties interact with each other with a common goal but divergent methods.
2. A process with confrontation and concession. 3. Both parties share open information. 4. Both sides try to understand each other’s point of view. 5. Finding a way to achieve common and complementary
Business negotiation is a bargaining situation in which two or more players have a common interest to cooperate, but at the same time have conflicting interests over exactly how to share.
Integrative Negotiation
3. Elements of Business Negotiation
A process of information exchange between two sides
Two parties are counterparts of matched qualification and rather independent
objectives. 6. Everything is negotiable. 7. Zero-sum game.
Case Study
Analysis
12) Some agreement is better than no agreement 3) The agreement is favorable to both parties 4) Conflicting interests
• Between natural resources • Between human beings
Settlement
• Military method • Peaceful method——Negotiation
2. Implications of Business Negotiation
Chapter 1
Basic Concepts of Business Negotiation
Contents
1. Motivation of Business Negotiation 2. Implications of Business Negotiation 3. Elements of Business Negotiation 4. Characteristics of Business Negotiation 5. Types of negotiation
Elements of Business Negotiation contain: It is an element of human behavior and depends on communication It takes place only over negotiable issues It takes place only between people who have the same interest It takes place only when negotiators are interested not only in taking but also in giving It takes place only when negotiating parties trust each other to some extent
1. Motivation of Business Negotiation
Why do human beings negotiate? Economics: to study alternative way to use scarce and limited but productive resources to produce goods and services to satisfy man’s unlimited demand. Conflicts
Basic questions in the negotiation
Why they negotiate; Who they negotiate with; What they negotiate about; Where they negotiate; When they negotiate; How they negotiate.
5. Types of negotiation
Distributive Negotiation
A negotiation in which the parties compete over the distribution of a fixed sum of value. The key question in a distributive negotiation is “Who will claim the most value?” In distributive negotiations, a gain by one side is made at the expense of the other.
Exercises
4. Characteristics of Business Negotiation
1. Two parties interact with each other with a common goal but divergent methods.
2. A process with confrontation and concession. 3. Both parties share open information. 4. Both sides try to understand each other’s point of view. 5. Finding a way to achieve common and complementary
Business negotiation is a bargaining situation in which two or more players have a common interest to cooperate, but at the same time have conflicting interests over exactly how to share.
Integrative Negotiation
3. Elements of Business Negotiation
A process of information exchange between two sides
Two parties are counterparts of matched qualification and rather independent
objectives. 6. Everything is negotiable. 7. Zero-sum game.
Case Study
Analysis
12) Some agreement is better than no agreement 3) The agreement is favorable to both parties 4) Conflicting interests
• Between natural resources • Between human beings
Settlement
• Military method • Peaceful method——Negotiation
2. Implications of Business Negotiation
Chapter 1
Basic Concepts of Business Negotiation
Contents
1. Motivation of Business Negotiation 2. Implications of Business Negotiation 3. Elements of Business Negotiation 4. Characteristics of Business Negotiation 5. Types of negotiation