商务英语谈判chapter One--1
商务英语谈判课本
Chapter Four Content of Negotiation (I) Anyone engaged in foreign trade knows that negotiation is a very important component in international business activities. As far as international investment, import and export of products, machinery and equipment are concerned, negotiation on international business and economy is a consultative process between governments, trade organizations, multinational enterprises or private firms. In short, it is a process between the buyers and the sellers, so negotiation is one of the important steps taken toward completing import and export trade agreements.4.1 Inquiry and ReplyIn international business activities, making inquiry is the initial stage of business negotiation between the buyers and sellers, the purpose of which is to seek a supply of products, service or relative information.Usually, the buyers make inquiries without any engagement to get information about the goods to be ordered. The sellers, however, can also make inquiries to get information about the goods to sold, without any engagement, too.The information wanted by the buyers or the sellers usually includes the following elements:The supply of commodities;The price;The catalogue;The packaging;The delivery date;Terms of payment and other terms concerned.Inquiry can be made orally or in written form.If the written form is adopted, the person who makes inquiries should remember to consider carefully to which the inquiries are to be sent and how many supplies or purchases are to be approached in one and the same region. Failure to take into consideration the relevant situation would lead to adverse effect on future transactions.When writing enquiry letters to your counterpart, there is on need to choose words and phrases carefully to draw th e readers’attention. A request for a price list or catalogue can be made in a single sentence. A request for a quotation of price and other trade terms may need a little longer description, which should be clear and exact. But remember there is no need for long, over-polite phrases and still less humbleness.If it is the first transaction between the parties concerned, the first enquiry letter should begin by telling the receiver how his name and address is known. Then, some generally information about your own business, such as the kind of goods handled, quantities needed or to be sold, usual terms of trade and any information likely to enable the suppliers or the buyers to decide what they can do for you, should begiven.Having received the enquiry letter, the receiver should study it with caution and reply the enquiry letter as soon as possible, telling them whether you could sell or buy.If in oral form, especially when the business relations have been established between the buyers and sellers, the inquiries and replies will be very easy and simple. What should be paid attention to is that both of them may have a friendly and cordial discussion according to what has been mentioned.4.2 Offer and Counter-offerIn many types of business, it has always been the practice for the supplier to make an offer directly to his regular customers and to others who may be interested in his goods, without waiting for an enquiry. But when the supplier has received an enquiry from the buyer and decide to sell the goods, he should make an offer to him.It should be pointed out that offer is different from quotation. Quotation is just an indication of price without contractual obligation, and it is subject to change without previous notice. We have learned that a proposal for concluding a contract addressed to one or more specific persons constitutes an offer if it is sufficiently definite and indicates the intention of the offerer to be bound in case of acceptance. So offer is a definite commitment on the part of the supplier.In business activities, when making an offer, orally or in written form, the following elements are usually included:The name, price, quality and quantity of the goods;The date of delivery and/or time of shipment;The terms of payment;The validity of the offer;Other terms concerned, such as packing, discount, insurance, etc.When a supplier promises to sell the goods at a stated price within a stated period of time, the offer made by him is called a firm offer. In making a firm offer, mention should be made of the time of shipment and the date of delivery, the mode of payment desired and the period for which the offer is valid. In addition, an exact description of the goods should be given. If possible, pattern or sample should be shown or sent.It should be noted that a firm offer, although not legally binding, is capable of acceptance, and once it has been acceptable it cannot be withdrawn and the offerer should perform the obligations stipulated in it.It is known that a reply to an offer which purports to be an acceptance but contains additions, limitations or other modifications is a rejection of the offer and constitutes a counter-offer. So, a counter-offer means a partial rejection of the original offer, and it also means a counter proposal put forward by the buyers or the offeree.In practical business negotiations, the buyers may not agree on theprice, packing, shipment or payment, etc. He may state his own terms instead. Such alterations indicate that business has to be negotiated on a renewed basis. Such being the case, the original offerer or the seller now becomes the offeree and is entitled to accept of refuse. In the latter case, he may make another counter-offer of his own. This process can go on for many a round until the transaction is concluded or called off.Sometimes, the sentence “Accept your offer subject to the following alterations……” may be used in answering an offer. Although the word “accept”is used, in fact, the offer is still rejected, because the offeree does not agree to the whole offer.In making a counter-offer, the party concerned should express regret at inability to accept, explain reasons for non-acceptance and suggest that there may be other opportunities to do business together in the future.4.3 Price and Placing ordersIt is known to all of us that price, which should be carefully considered, is one of the most important factors in the international business activities.Price is the money of other considerations exchanged for the ownership or use of a product or service. The products’price includes fixed cost, variable cost and expected profit. The fixed cost and variable cost of export products, however, means the total figure of production cost, selling cost, delivery cost, taxes and tariffs and some other unknowncosts.In any transactions, the buyer wants to buy cheap and the seller wants to sell dear. In order to get the expected target, the buyer or the seller should know the pricing strategies and other factors which can influence the price.As to the pricing strategies, there are three basic techniques of pricing export products, which can be indicated as follows:Cost-plus pricing;Marginal cost pricing;Break even pricing;Besides what have been mentioned above, the international and external factors which can affect pricing should be noted.International factors include:Marketing objectives;Marketing mix strategies;Costs;External factors include:The market and demand;Competitors’ prices and offers;In international business negotiation, because haggling is a common occurrence, the buyer or the seller should not ignore the following items, which can also affect pricing:Fluctuations of the currency used in the transaction;Terms of payment;Date of delivery;Packaging, etc;Everyone knows that negotiating price is a skill needing nerves of calm.Once given the factors affecting prices, the buyer or the seller is now ready to select a workable price. In any case, the price will have to be somewhere between one that is too low to produce a profit and one that is too high to result in any demand.In business discussion, even when the buyer has an advantage over the seller, because of overproduction, etc., and is accordingly able to dictate terms, such as lowering the price, quickening delivery date and so on, he should consider everything on the “you”attitude and give the reasonable price. Of course, when the seller has an advantage over the buyer, the same attitude should be adopted.Having finished negotiation price between the buyer and the seller, the former may place an order to the latter for goods needed on the price agreed upon between them. Once the order has been accepted by the seller, a purchase contract should be singed. After that, both parties are legally bound to carry out their agreement.When the binding agreement comes into force, the buyer’s obligations are:to accept the goods supplied, provided that they comply with the terms of order;to pay for them according to the terms agreed upon;to check the goods as soon as possible (failure to give prompt notice of faults to the seller will be taken as acceptance of the goods);When the binding agreement comes into force, the seller’s obligations are:to deliver the goods exactly of the kind ordered, and at the agreed time;to guarantee that the goods to be supplied are free from faults, of which the buyer could not be aware at the time of purchase.According to commercial law, if faulty goods are delivered, the buyer can demand either a reduction in price, or replacement of the goods, or cancellation of the order. He may also be able to claim damages.Chapter Five Content of Negotiation (Ⅱ)5.1 Packaging 包装It is known that packing is another important element which should be pay attention to by the buyers and the seller when negotiating any transactions, because neither of them like to have the goods shipped or received in a damaged condition. It is appropriate packing that could prevent or minimize the damage of the goods and could promote the sales. Therefore, in modern days, more and more people have come to realize the importance of packing.When discussing packing, the seller should keep the following in mind: ﹙1﹚T he buyers are under certain conditions entitled to reject the goods if they are not packed in accordance with his instruction or with the provisions agreed upon.﹙2﹚P acking should be designed to suit shipment requirements. In case of anomalies in packing, the master of the ship has authority to refuse to sign a clean B/L.Likewise, the buyer is empowered to refuse the acceptance of a B/L which refers to goods marked and branded not in strict conformity with the contract.﹙3﹚P acking should tally with the regulations in the country of destination, because some countries levy very heavy import duties on particular kinds of packing material.Besides what have been mentioned above, the seller should showsolicitude for the appearance and packaging of packing.The features of the packing should be:●Beautiful and durable;●Easy to handle;●Well suited for long distance shipment;●Proof against damage;●Waterproof /shake-proof;●Standardized.The appearance and packaging of packing should be:●Modern and attractive;●Small and exquisite;●Suitable for window display;●Facilitate marketing;In practical business activities, as far as the benefit of the buyer and the seller concerned, both of them should be familiar with the following items.⒈Packing ParametersThe main parameters that affect packing include the following:1)Value of the GoodsPacking depends on the value of the goods, that is, high value consignment usually needs more expensive than low value merchandise. Therefore, packing for valuable goods must be done professional to avoidany damage caused by transactions.2)Nature of the GoodsGenerally speaking, packing depends upon the nature of a products as well as the mode of transportation. For instance, cargo shipped in bulk requires little or no packing at all; small products are usually packed in standard-sized wooden or cardboard boxes; machinery or some heavy goods may need to be shipped in crates; commodities like sugar and coffee are usually packed in bags; and fragile goods should be done professionally.3) Rulers and RegulationsThis has particular relevance to dangerous cargo whose very nature calls for adequate and safe packing in line with strict regulations applicable both to sea and air transportation. Besides, in some countries, straw, wood and some other material are unacceptable forms of packing owing to the risk of insects being imported.4) Temperature VariationTemperature variation is another important factor which should be considered when packing, because some kinds of cargo that will have to undergo the temperature variation will face the danger of deterioration. 5)Cost of packagingWith the overseas markets becoming ever more competitive, the exporter is compelled to explore new methods of packing. The basic principle ofpackaging is to make packaging as light and compact as possible so as to keep freight cost down.⒉Marking of GoodsWhen packing is finished according to the packing instructions from the buyers, marking should be done on the export packages, which mainly include:●The consignees’own distinctive marks, which should include the name of the port of destination;●Any official marks required by authorities concerned, because some countries require the name of the country, there the goods are produced, the weight and dimensions, to be marked on every package.●Special directions or warning which should be stenciled on the package foe the benefit of the owner and the carrier.5.2 Delivery of GoodsWhen discussion the delivery of the goods, the negotiator should be familiar with the following contents:●Modes of the transportation;●Time of shipment;●Place of shipment and place of destination;●Partial shipment and transference;●Shipping advice;●Shipping documents.1.Modes of TransportationAlthough there are many modes of transportation in international trade, ocean transportation is still the most important mode at present.When the buyer and the seller negotiate the ocean transportation, the following items should be paid attention to: regular shipping liner transportation and charter transportation.(1)Regular shipping transportation: it involves the standard forcalculating premium, the liner’s freight tariff, the basic rate, the surcharge, the time of premium payment and the special discount for freight.(2)Charter transportation: it can be divided into voyage charter, timecharter and empty ship charter. Charter transportation cover charter party, rent or freight and the good shipped.2.Time of ShipmentWhen talking about the time of shipment, we should distinguish “shipment” from “delivery”. Under FOB, CFR, CPT and CIP, the time of shipment corresponds to the time of delivery, bur under DES, DEQ, DDU and DDP, the two are quite different, because FOB, CFR, CIF and so on belong to the constructive delivery, and DES, DEQ and so on belong to the actual delivery.When negotiating the time of shipment, the party concerned should know something about the stipulations of shipment time.(1)“Time shipment”means that an actual time of shipment should begiven, such as “Shipment during April and May”(2)“Shipment in the near future”refers to “prompt shipment”,“immediate shipment”, and “shipment as soon as possible”. Because these terms have different explanations in different countries and lines, the negotiators should refrain from using them so as to avoid misunderstanding.(3)“shipment without fixed time”means that the seller will ship thegoods with a certain time only after the payment of the L/C. under this stipulation, the following phrases are usually used:●Shipment within 30 days after receipt of L/C;●Shipment within 15days after receipt of remittance;●Shipment by first available vessel;●Shipment within 20 days after receipt of L/C, which must reachthe seller not later than 30th April.Besides what have been mentioned above, the parties concerned should pay much attention to the canceling date, the demurrage and the dispatch rate, which are also very important in negotiating shipping contract.3.Place of Shipment and Place of DestinationUnder CIF and CFR terms, the port of shipment and the port of destination should be stipulated in the contract. Under CPT and CIP terms, however, the place of destination and the place of the departure should be stipulated in the contract.But under FAS and FOB terms, the port of shipment should be stipulated in the contract, and FCA term, the place of departure should be stipulated in the contract. Although the terms mentioned above only refer to the port of shipment and the place of the departure, it is better to stipulate the port of destination or the place of destination in the contract respectively.4.Partial Shipment and TransportationBesides the time of shipment, the place of shipment, the place of destination, and the mode of transportation in the delivery clause of the contract, there are partial shipment and transshipment in it.(1)Partial shipment usually has the following three forms:●Not specify lots and quantity---the phrase “partial shipments to beallowed” can be used;●Specify lots but not specify quantity---the phrase “shipmentduring May, Jun and July in three installments” can be used;●Specify lots and quantity---the phrase “shipment during May andJune in two equal lots” can be used.(2)Transshipment should be clearly specified in the contract if it isnecessary, such as “transshipment to be allowed”, “transshipment atHong Kong to be allowed”, etc.(3)When partial shipment and transshipment are needed, they should bewritten down in the contract, such as “shipment on of before May 31st from Shanghai to Wellington, allowing partial shipment and transshipment”5.Shipping AdviceAfter making shipment, the seller is required to advise the buyer its effectuation(usually within 24 hours) no matter the transportation is concluded on FOB, CFR or CIF basis, so that the buyer can take necessary measures to take the goods and take out insurance. The required shipping advice usually includes:(1)the contract number and the L/C number;(2)the name of the commodity;(3)the quantity loaded;(4)the invoice value;(5)the name of the vessel;(6)the port of loading and the port of destination;(7)the date of B/L;(8)the date of departure;(9)The expected time of arrival at the port of destination.6.Shipping DocumentShipping document is a kind of main certificate, by which the sellerproves that he has completed his obligation of delivering goods, and on the other hand, the buyer pays for the shipment. If the shipping documents do not strictly conform with the terms of the L/C, the bank will reject them and refuse to pay, so great care is required on the part of export in preparing the shipping documents.The shipment documents required in shipment usually include:(1)bill of landing (B/L);(2)commercial invoice;(3)insurance policy or insurance certificate;(4)inspection certificate or survey report;(5)weight memo (note) and packing list;When discussing shipping documents, the person concerned should know something about the B/L, especially the Ocean B/L.The bill of landing is a document given by a shipping company, representing both a receipt for the goods shipped and a contract for shipment between the shipping company and the shipper. It is also a document of entitlement to the goods, giving the holder or the assignee the right to possess the goods.The ocean B/L usually includes:●shipped B/L or on board B/L;●clean B/L, unclean B/L;●straight B/L;●order B/L;●direct B/L;●transshipment B/L;●through B/L;●Freight prepaid B/L, etc.In a word, when shipping goods by ocean freight, the negotiators must take into account the following:(1) Arranging the port of shipment and the port of destination. Commonly, the seller chooses the port of shipment whereas the buyer decides the port of destination on the basis of mutual agreement.(2) Settling the time of shipment. To avoid future disputes in international trade, the time of shipment must be settled clearly between the buyer and the seller. When settling the time of shipment, the exporters should take every possibility into consideration, such as the supply of goods, international transportation, and external market quotations. The time of shipment should be made suitable to both the seller and the buyer.5.3 InsuranceWhen negotiation the marine cargo insurance, the parties concerned should be first familiar with the following content:●Perils Insured Against;●Marine Transportation Loss;●Types of Insurance.1. Perils Insured AgainstEach shipment in transit may run into various types of dangers. Generally speaking, the risks covered by insurance can be basically divided into two types---“perils of the sea” and “extraneous risks”.The perils of the sea include not only natural calamities such as storms, floods, earthquakes, lighting, etc. but also fortuitous accidents like fire, collision, explosion, stranding and sinking of the carrying vessels, and so on.The extraneous perils are usually caused by external factors, which can be divided into two---the ordinary and the special. The ordinary perils include the theft,pillage,leakage,shortage, rusting, contamination,and so on. But the special perils refer to war, strikes, import duty, rejection and failure to deliver, and so on.2. Marine Transportation LossGenerally speaking, losses on the high seas fall into two categories: total loss and partial loss.⑴Total losses: Actual total loss & constructive total loss;⑵Partial losses: Generally average & particular average;3. Types of InsuranceThe principle perils which the basic marine policy of the PICC insurance against under its Ocean Marine Cargo Clause are:⑴free from particular average (F.P.A.);⑵with particular average (W.P.A.);⑶all risks.These three perils are usually called “basic risks”, which are granted according to institute cargo clauses.Besides the “basic risks”mentioned above, there is another type of risk---additional risk, which can be divided into two---general risks and special additional risks.Generally speaking, general additional risks include:theft, pillage and non-delivery( T.P.N.D.);Fresh water and/or rain damage;Shortage;Intermixture and contamination;Leakage;Clash and breakage;Taint of odor;Sweat and heating;Hook damage;Breakage of packing;Special additional risks, however, include:war risk;Strikes;On deck;Import duty; Rejection;Failure to deliver; Survey at jetty risk;Fire risk extension clause.。
国际商务英语谈判答案(全)
国际商务英语谈判答案(全)Keys to the exercisesChapter 1 Fundamentals of International Business Negotiation Communication Exercises1. Change the sentences from negative to positive.1) I want a job.2) I work hard.3) My job is terrific.4) This office is great.5) My co-workers are super.6) The Personnel Director is nice.7) My health is good.8) My attitude is positive.9) I make a good impression.10) I understand.2. Change or add to these sentences so that they do not just state what you want, but invite your negotiating partner’s opinion.a) Could we finish at five---if that’s all right with you?b) I hope you don’t mind if Miss Li sits in during the negotiation?c) Perhaps we could take a break now. Is that OK?d) Could we look at these three areas this morning?e) I would like to go through the written offer clause by clause, if that’s OK?f) Do you mind if I answer your questions at the end?3. What is meant by “negotiation”? How would you define “negotiation”?A nego tiation is a meeting in which both parties need each other’s agreementto reach a specific objective. It is the mechanism by which people trade things of value in a civilized manner. Negotiation depends on communication.It occurs between individuals acting either for themselves or as representatives of organized groups. Negotiations are very much part of working and home life. Negotiations could be either internal or external, long or short, formal or informal. The goal of negotiation is not to win but to succeed. The mechanism of successful negotiation is collaboration.In negotiations, both parties should know----why they negotiate----who they negotiate with----what they negotiate about----where they negotiate----when they negotiate----how they negotiate1) T 2) T 3) T 4) F (Everything is negotiable.)5) F (bargaining stage)6) F ( Do not often. Sometimes they will follow the sequence n one aspect of thedeal and then start all over again on a second aspect.)7) T8) F (May not. Because either side may be wiling to say what it thinks or takea position and stick to it )9) T 10)Negotiation skills1．What determines a success in negotiation? Success in negotiation is when the parties to the negotiation reach an agreement to which they are both committed and which they will implement in full.committed [] v.----尽责的implement [] v.----to put into practical effect; carry out 使生效；执行2. What are the elements of a successful negotiation process？There are seven basic elements that should be considered when analyzing the negotiation process:a.The relationship among the parties.b.The parties' interests -- why they need to reach their stated objectivesc.An understanding of the choices available if the parties cannot reachagreement, often called their BATNA -- Best Alternative To a Negotiated Agreementd.Creativity which will expand the bargaining choices among which theparties can choose to reach agreemente.Fairness -- a person who negotiates unfairly may be able to force anagreement, but the 'forced' party will be reluctant to fulfill their share of the agreementf.Whether commitment has been reached. Will the parties each feelcommitted to doing what they have agreed? Is each party capable of fulfilling their share of the deal?g.Negotiation is all about communicating information. If one party knowseverything then why do they need to negotiate with anyone else?And the foundation of good negotiation is preparation. Be prepared and the negotiation will bring a result that really works. If well prepared you areless vulnerable to surprise, and that increases the likelihood you'll be happy with the result.vulnerable [] adj.----易受攻击的, 易受...的攻击3. Your client comes into your office and is exceedingly grumpy and difficult to talk to. How do you approach your client so as to make your meeting as productive as possible?Answer: (e)When the client is grumpy, their emotions will inevitably cloud their judgment and make it difficult to interact with them on substantive matters.At the same time, if they are experiencing anger, it is important to ensure them that we understand that they are upset. By acknowledging the client's anger and offering our assistance, the client will feel as though we are on the "same side" and treat us as friends and continue to direct their anger elsewhere- allowing us to focus on the substantive issues.substantive [] adj.----of or relating to the essence 实质的Chapter 2 Proper Behaviors in International Business Negotiation Communication Skills1. What would you say if…a.Thank you./No, after you.b.Thanks. I’ll need it.c.Thanks. That’s very kind.d.Thanks for coming all the way.e.Thanks for helping. That was very kind of you.f. Thank you for thinking of me, but I’m afraid I can’t take it.2. Answer the following questions.(1) Only about half of what he or she heard(2) Not only does note taking force you to listen carefully, but it alsopsychologically throws the speaker off the balance when he or she sees you nodding and furiously writing away and having a record of all the facts and basically everything said. A further benefit of note taking is that you have the perfect excuse to avoid eye contact if you are afraid to reveal your reactions to someone’s proposals(3) Questions appear to be able to be divided into five basic functions:①Cause attention.②Get information.③Give information.④Start thinking.⑤Bring to conclusion.(4) There are two ways to assure a high degree of reliability for answers toyour questions. One way is to lay the foundation for asking them. The second is through the use of the tactic called “bipolar questioning.”(5) A firm handshake gives the impression of quiet confidence and says thatthis person is glad to meet you.3. Choose the best answer.(1) D (2) C (3) B (4) A (5) (6) D (7) B (8) C (9) A (10)A4. Translate the following into English.(1) There’s a great demand for our new product.(2) This product has good prospects.(3) We need to talk about the basic terms of the transaction.(4) If your prices are reasonable and the quality is satisfactory, we shallplace substantial orders with you.(5) It’s unwise for both of us to insist on his own price. Can we each makesome concession?(6) If you cannot reduce your price, we’d rather call the whole de al off.(7) If you want to expand your business in this market, you have to takeflexible ways in adopting payment terms.(8) We regret that we cannot accept your demand for direct shipment.(9) This product has many advantages compared to other competing products.(10)I’m very glad that we have finally come to an agreement. We’ll go on toother terms and conditions tomorrow. Is it all right with you?5. True or false.(1) F (2) T (3) F (4) T (5) F (6) T (7) F (8) F (9) F (10) T Negotiation Skills1. The person you are negotiating with continually repeats the same argument despite the fact that you have given them a number of counterarguments. What do youdo to move the negotiation forward? Answer: (a)One of the most powerful tools in negotiation is how to listen to what the other party is saying. Very often, we are too focused on the points we are trying to get across to listen to what our counterparts are trying to say.If people keep repeating themselves, they are subconsciously sending a signal that they feel what they are saying is important. And they want us to acknowledge that we have heard and understand them.Accordingly, the best thing to do in this situation is to rephrase what they keep repeating and ask them if we have accurately restated their point. Only when they feel as though they have been heard will they be able to listen to usEffective listening involves much more than simply hearing and understanding what the counterpart is saying. Effective listening isa set of tools and techniques which expertnegotiators use to gain control of the negotiation and turn it to their advantage.2. What are the key communication skills used in negotiation?The key communication skill in negotiation is to listen. There's an old saying: God gave us one mouth and two ears, and we should use them in that ratio.Obviously when we are listening, we need to be listening for useful information. Thus it is very important to plan ahead, thinking about what we can learn that will help us decide what approach to take and to learn about what appeals to the parties with whom we are negotiating. So think about the questions you're going to ask; the result should reward your listening with real problem-solving information.Chapter 3 Choosing the Negotiation TeamCommunication Exercises1. What is the more indirect question or statement behind the following sentences?a. I’m not entirely convinced by these forecasts.b.We’d like to know something about your planning.c.I’d be interested to hear a bit abou t payment.d.Your costs could cause one or two problems.e.Perhaps we could talk a little bit about figures.f.That figure looks a little on the high side.g.Delivery is an area which we’d like to explore a little further with you.h.I’d like to know more about your management structure.1.Write the name of the position in the blank.1) CEO/the president2) Assistant Manager, Europe3) Purchasing Clerk4) Personnel Assistant5) Vice-President, Administration3. (omitted)4. (omitted)5. Fill in the blanks1）maximum2) observers; advisers; speaking; training6. Translate the following into English1）Negotiation is a team sport.2）The negotiator’s function is to negotiate, while the functional specialists provide specialist advice or information.3) The team leader is the person who generates enthusiasm in his team tomaintains the morale under all conditions.4) The team members must learn that the opponent and its representativesare adversaries although they may be friendly.5）I’m afraid you are not in our ballpark.6) Excuse me, but it seems to me we’re giving up too much in this case.7）That’s to o great a financial burden for us.8) 10% is beyond my negotiating limit.9）If you can guarantee that on paper, I think we can discuss this further.10）Could you explain what you mean by that？7. True or false1). F 2). T 3). T 4). F (maximize) 5). T 6). F (can’t)7). F (both sides) 8). T 9). T 10). F(There is no need to )Negotiation skills1. What do you think are the personal qualities of a good negotiator?A good negotiator needs to be:1)A good listener2)Open-minded3)Willing to do the homework to determine her/his interests,objectives, and alternatives4)Well-prepared5)Creative6)Able to merge what he knows about his own interests andresources with the interests and resources of his negotiationpartner7)Someone who is always learning from experience, from otherpeople and from historymerge [] v. ----to combine or unite 使合并或结合2. How to be a cool negotiator?Acting cool is a good part of successful negotiation. But one needs to make sure it is not just an act. The 'coolness' needed for successfulnegotiation really means keeping a cool analytical head. If there is anychance one should prepare ahead of time: what do I want and why do Iwant it? What do they want and why do they want what they want?During the process, one should find ways to take a step back from thediscussion and look at what is going on with that same cool head. 'Why did he say that? What arguments or tactics are being used?3. How to control anger for effective negotiating?When tempted to get angry, remember to check whether or not it is yourturn. If it is someone else's turn to get angry, sit there and take it byreminding you how wonderful you are to be in such control of youremotions.One fundamental rule is: only one person can be angry at a time. Don't let the situation escalate, civility will slip away awfully quickly and there willbe a very tough time healing the relationship or solving the initial issue. civility [] n. ----a courteous act or utterance有礼貌的举止或表达4. What are the advantages and disadvantages of team negotiations?Negotiating as part of a team requires very careful preparation. The biggest danger in team negotiation is that your counterparts will see or hear thatyou and your colleagues don't agree with each other. If they can finddifferences, they may spot opportunities to drive wedges between your team members.wedge [] n.----something that intrudes and causes division or disruption侵入引起分裂的东西Teams can work together ahead of time on strategy: who is going to be the spokesperson on which issues? What information do we need and who isgoing to ask the relevant questions? Who can communicate what decisions to the 'other side'? What members of the team are the experts on technical matters, business matters, etc.?But even if a group of colleagues work hard at developing a commonlyagreed strategy you will find that, there is still a risk that someone will say something out of turn or which is not part of his role. They need to explore how to cope with such problems during the actual negotiation.Individual negotiations have certain other advantages: the negotiator can present him/herself as the decision-maker or as the spokesperson for their company or colleagues. This gives the individual negotiator considerableflexibility that may not be available in team negotiation situations.Chapter 4 Preparing for NegotiationCommunication Exercises1. What would you say in these situations?1) Mrs Zhang, I’d like you to meet Tr acy Morris. She’s our new sales clerk.2) Hello, Kathy. Nice to meet you.3) That’s right. Yes, we once worked together in.4) I’m terribly sorry. I’ve forgotten your name.5) Yes, good morning. My name is … I’ve got an appointment with…6) Did you have a good journ ey? It’s very nice of you to come all this way.7) Would you like a coffee? Or Would you like something to drink?8) Good heavens, is that the time? I didn’t realize it was so late. I really mustbe going now.2. Make these sentences more concise1) He’s an assistant in Personnel.2) She’s the Vice-President in Sales and Marketing.3) He’s the Assistant Manager in Domestic Sales.4) She’s the Manager in International Sales.5) He’s an accountant in Accounting.3. Combine these sentences as concise as possible1) She is a clerk in Purchasing at ABC Company.2) He’s a salesman in the Asian Pacific Division at Sun Computer Company.3) She’s the Manager of Domestic Sales at Legend Group.4) He’s a secretary in Personnel at Huatian Hotel.5) She’s the Vice-President of Administration at Three-One Steel.4. Do you think all negotiations need an agenda? Who should be responsible for controlling a negotiation?Informal negotiations don’t need an agenda. In some cases, you are negotiating just one point. An agenda is often best negotiated rather than imposed at the start of a meeting. Usually the host company should be responsible for controlling the negotiation.5. How can you prepare effectively for a negotiation? What issues do you need to discuss beforehand?The essential preparation areas are firstly to ensure that everyone in the team is clear what the objectives of the negotiation are. The objectives include:What is the best we can get?What’s the worst we can get?What is our bottom line?And secondly, to establish the role that each individual is expected to play in achieving those objectives. Namely:Who is responsible for different stages of the negotiation?What special skills/knowledge do individual members of the team have?What do we know about the other team?It is important to discuss strategies beforehand and to decide on the approach the team is going to take which include:What are the main areas of negotiation?What are likely to be the sticking points?What is the best order to discuss these points?What concessions can we give to achieve our main aim?It is also essential to discuss the communicative ways like:how we are going to maintain positive communication,who is taking notes or minutes andwho is going to ask questions and so on.6. Put the following into English1）Please take a look at the itinerary we prepared for you, and let me know if there’s anything inappropriate, please let me know.2）We are holding a banquet here tonight in honor of our friends coming from the other side of the Pacific Ocean.3）I believe that through our joint efforts, our corporation can be satisfactory and successful.4）Let’s come to the point, the purpose of my current visit here is to explore the possibility of doing barter trade with you.5）T he contract will come into force from May 10, you can’t go back on your words then.6）We always fulfill our promise.7）Owing to our old relationship, we hold our offer valid for one other week, after which our price would probably be raised.8）I'll do my best; and please, try your best too.9）Your price is too high. It’s hard for us to accept.10）All our products are high-grade commodities; naturally the prices are different.7. True or false1) T 2) F 3) F 4) T 5) T 6) F (unwise) 7) T 8) T9) F (fluid) 10) T 11) F（round table）12) FNegotiation Skills1. In your opinion, what are the benefits of considering your own and others’ outcomes in negotiation preparation?The benefit of considering the outcomes for ourselves and others gives us an initial sense of 'what' people are looking for.It is far more important to look to the interests of the others. The question to ask is why do people want the outcome they are pursuing. It is easy to think of desirable outcomes in terms of money, which is in many cases what people want.When thinking ahead of time about others’ interests, we are making a series of assumptions. We should use the negotiation process to pursue the fundamental asset of negotiation, which is information. Are the assumptions accurate? If the interests assumed are 'out there', the answers we derive should yield a clearer understanding of the actual interests that motivate the parties and will lead to a successful agreement.2. How to measure a negotiator’s strengths and w eaknesses?In general, measuring a negotiator's strengths and weaknesses can involvea multiplicity of elements, but the most important are the following:1) A negotiator's relative strength is determined by the quality and extent of his preparation. The better one understand his/her interests and the better he/she understands the interests of other parties, the greater the chance he/she will be able to reach an elegant solution which leaves the parties feeling as if each has achieved the major portion of their goals.2) A negotiator's relative strength can be measured by whether people walk away thinking they would be pleased to negotiate with him again. That is to say----if people leave a negotiation thinking they never want to see him/her again, then he/she is a poor negotiator.3) A negotiator needs to understand that different issues should be treatedas of different priorities in different negotiations. Sometimes the relationship is most important; other times creativity is the measure of how well one negotiates. It is always true that good communication is fundamental of a negotiator's strength. A good negotiator makes his points clearly understood by other parties. A better negotiator makes understanding other parties his top priority.multiplicity n. ----the state of being various or manifold多种多样多方面或者多种形式Chapter 5 The Bargaining ProcessCommunication Exercises1. In the business world, everyone is very busy. Business calls are concise and “to the point.” Remember to be positive. Which is the b est expression?1) b 2) a 3) a2. Make proposals about the following:1) I think we should cut the training budget by five per cent.2) I suggest we aim for a two per cent rise in productivity.3) How about going for a meal after work?4)Why don’t w e go to the National Forest Park this year for the companyexcursion?5) I advise you to reduce production costs.6) I propose that we shorten working hours by two and a half hours per week.3. Use the conditional constructions (if…or unless…) to exert pr essure in the following situations.1) I’m afraid we’ll have to cancel the contract unless you reduce your fees.2) We’ll have to choose another supplier if you can’t pay us on time.3) That looks like the end of the negotiation, unless you can make a concession.4) I’m afraid you’ll lose your job unless you work harder.5) If you can’t offer me a better working condition than this, I’ll leave thecompany.6) I’ll accept the new job only if I get a higher pay.7) Unless you order 10,000 pieces of this product immedia tely, you won’tget a quantity discount.4. Once positions have been established in a negotiation, a process of making and responding to proposals usually follows. Which side (the customer or supplier) should start the process? What are the advantages of going first and second?The supplier will usually be expected to start this process the advantage is then given to the customer who doesn’t have t show his hand until he first hears what the supplier is proposing. On the other hand, making a proposal first may set the parameters for discussion and it could be an advantage if you want the negotiation to go in a certain direction.5. What can cause negotiations to fail? How important is it to maintain a positive tone throughout the meeting?Negotiations can fail for a variety of reasons:competitors offer a better deal;problems seem too difficult to solve;personalities clash;negotiating styles clash.Most negotiations will encounter difficult problems. There is a much greater chance that solutions will be found if both parties keep sight of the main objectives and maintain a positive tone.6. Fill in the blanks1). Assess，differences，strengths，next round；2). Fluid，escape routes，time breaks3).Bargaining to our advantage, the skilled negotiator will:a) outsetb) situationc) roundd) satisfactione) Bluff, brinkmanshipf) parallelg) impassesh) written, equal satisfaction7. Put the following into English1) I understand perfectly.2) Let's compromise.3) That's a smart decision.4) I expect to be compensated.5).The longer we wait, the less likely we will come up with anything.6) I'll be expecting your call.7) I'd like to get the ball rolling by talking about prices8) I know your research costs are high, but what I'd like is a 25% discount.9) We'd need a guarantee of future business, not just a promise.10) If you can guarantee that on paper, I think we can discuss this further.6.True or false1). F 2) T 3) F (positive tone) 4) T 5) T6) F (without comment)7) T 8) F (more ) 9) F (high) 10) TNegotiation Skills1. You are negotiating a major purchase, and the sales agent suggests a ridiculously high price which is far above your anticipated purchase price. How do you address the agent in order to get the best price?(b) and (d)The sales agent is trying to get started on the traditional positional bargaining philosophy of "start high, counter low and end up in the middle." In order to counter their attempts at positional bargaining, we should begin by asking them what the basis for their initial price was. This tactic will draw attention away from the initial price and create a focus on the criteria for determining a fair price. Next, we should suggest a price of our own, prove the offer with appropriate criteria and stick to our offer.2. Do you think it’s a good idea to raise the critical issue early in the negotiation? How would you handle the aggressive position immediately adopted by others?Most negotiators start by identifying the common ground. In other words, the points which both sides agreed on. Then have a firm basis to discuss problem areas. It is important that our team do not show too strong an emotional response to the other party’s aggression. Because they will see this as a weakness.3. How to deal with those who say " Our prices are set, we do not bargain "?Businesses were created to meet a perceived need in the marketplace.There are people who fear that if they negotiate, other parties will take advantage of them. This sort of thinking is the result of the belief that negotiation is a competitive process, and only one side can win.The Internet has created a variety of auction choices; many other companies always guarantee the lowest price. So price competition is far from dead. It is simply a matter of people’s choice. If you want to attempt to bargain for a better deal, don't do business with no-negotiation companies.Chapter 6 Closing the NegotiationCommunication Exercises1. A positive comment makes people comfortable and ready to listen. Rewrite these sentences.1) Thanks for your understanding. I really appreciate it.2) Thanks for meeting me at the airport. I really appreciate it.3) Thanks for coming early. I really appreciate it.4) Thanks for working overtime. I really appreciate it.5) Thanks for your cooperation. I really appreciate it.2. A polite way to correct someone is to make the correction impersonal. Try not to use the word you. Which is a more polite correction?1) b 2)b 3) b 4) b 5) b 6) a 7) b 8) a3. Look at the expressions below. Which of them would you use to express each of these ideas in negotiating?What would you say in negotiating…if you’ve not understood an explanation? (10)when you want to complain indirectly to someone? (7)if you do not want to accept the advice someone is giving you? (5)when you want to tell someone something? (1)when you wish to agree with someone? (2)when someone you already know is introduced to you? (6)if you want to interrupt someone? (8)when it’s unlikely that you can do something? (3)when you would like a person to do something for you? (9)when you want to give someone some information? (4)4. Make these statements into proposals and suggestions. Be inclusive---use we rather than I. Try to word your sentences so that they encourage feedback.a. Let’s start by looking at the sales figures.b. Perhaps we should identify who our main competitors are first.c. Wouldn’t you agree that timing is essential?d. We think the main problem is the security system. Would you agree?e. Shall we discuss delivery issues at the end?5. Match each underlined expression (a-d) with its meaning from the expressions below and use the appropriate form of one of the expressions to complete the sentences(e-h).a. reduce our pricesb. a bargaining zonec. contingency pland. a tough negotiatore. room to manoeuvref. knock us downg. drives a hard bargainh. fall-back position6. What should happen at the end of a negotiation? What issues need to be agreed on before closing the meeting?It is important to round off a negotiation well, so that nothing remains ambiguous. Before closing the negotiation, the participants need to confirm what exactly has been achieved. They need to agree on future follow-up action and, if possible, set a date for the next or future meetings.7. What steps do you go through to close a negotiation effectively?To close a negotiation effectively we should do the following steps:1) Summarizing---summarize issues discussed---confirm objectives attained---state areas where you have yet to reach agreement or where further discussion is needed2) Follow-up action---delegate responsibility for follow-up action and set time-scale---minute or document decisions3) Departing---confirm arrangements for next meeting (if there is to be one)---chairperson thanks participants for coming8．Fill in the blanksunsuccessful, close, maximum, enough, agenda .9. Put the following sentences into English1)I think we have discussed most of the key issues today.2) That takes care of business for today.3) We can work out the detail next time.4) We have done a lot.5) It's party time.6) If there are still unanswered questions, I will be happy to help.7) I think we should meet again.8) Is a week too early to meet again?。
商务英语谈判chapter-One--1市公开课获奖课件省名师示范课获奖课件
Stakes
Stakes are the values that may be gained or lost, and costs that may be incurred or avoided.
Disputable interests No free lunch (one for one) Comparison of benefits Current interest vs. long-term interest
白远. 国际商务谈判---理论案例分析与实践. 北京：中国人民大 学出版社，2023. (参照教材)
安排：
1. 教材共七章，每章结束后布置书面作业一份。 2. 每章中小节后旳练习要求学生作为课后练习，自觉完毕。 3. 每位同学准备一种谈判案例并进行技巧分析，在每次上课时
进行课堂演示。
成绩构成
So information is an essential element in the success of negotiation.
Case Two
世界著名旳迪斯尼企业在20世纪90年代遇到这么
一件事情。企业耗资50亿美元在巴黎附近兴建旳主题公
园准备于1992年4月12日开张，工程结束前，建筑承包
Conflict occurs when two or more people compete over limited resources.
What is conflict? What are the features of conflict?
Conflict
A Conflict is a dispute, disagreement or argument between two or more interdependent parties who have different and common interest.
商务英语谈判课件余慕鸿chapter1
商务英语谈判课件余慕鸿chapter1Chapter 1: Introduction to Business Negotiation1.1 Definition of Business Negotiation- Business negotiation refers to the process of reaching an agreement or settlement through discussions between two or more parties.- It involves a series of interactions, give-and-take, and compromise to find a mutually acceptable solution.1.2 Importance of Business Negotiation- Business negotiation is crucial for achieving successful outcomes in various business scenarios such as sales, partnerships, contracts, and mergers.- It helps in resolving conflicts, addressing differences, and building long-term relationships with stakeholders.1.3 Key Skills for Effective Business Negotiation1. Active Listening: Paying attention to the other party's needs and concerns and understanding their perspective.2. Communication: Clearly expressing your own needs, interests, and expectations.3. Problem-solving: Identifying common goals and finding creative solutions that satisfy both parties.4. Flexibility: Being open to alternative solutions and willing to compromise.5. Emotional Intelligence: Understanding and managing your own emotions as well as understanding the emotions of the other party.6. Preparation: Conducting thorough research, planning, and strategy development before entering the negotiation.7. Patience: Remaining calm and composed during tense moments, and avoiding impulsive decisions.8. Negotiation Ethics: Upholding ethical standards and values such as honesty, fairness, and transparency in the negotiation process. 1.4 Different Approaches to Business Negotiation1. Competitive Approach: Focusing on one's own interests and trying to maximize benefits at the expense of the other party. This approach can lead to win-lose outcomes.2. Cooperative Approach: Collaborating with the other party to find mutually beneficial solutions. This approach aims for win-win outcomes.3. Integrative Approach: Combining elements of both competitive and cooperative approaches. It involves creating value through trade-offs and expanding the resources available to both parties. 1.5 Common Challenges in Business Negotiation1. Different Interests: Parties may have conflicting interests and priorities.2. Communication Barriers: Language barriers, cultural differences, and misinterpretations can lead to misunderstandings.3. Power Imbalance: One party may have more power or leverage in the negotiation, creating an uneven playing field.4. Emotions and Personality: Emotional reactions, egos, and personal conflicts can hinder the negotiation process.5. Time Pressure: Limited timeframes and deadlines can add pressure and impact decision-making.1.6 Strategies for Successful Business Negotiation1. Preparation: Gather relevant information, understand the otherparty's position, and define your own objectives.2. Building Rapport: Establish a positive relationship with the other party through trust, respect, and active listening.3. Finding Common Ground: Identify shared interests and goals to create a foundation for collaboration.4. Effective Communication: Clearly and concisely communicate your needs, preferences, and proposed solutions.5. Managing Emotions: Stay calm and composed, acknowledge emotions, and find constructive ways to address them.6. Flexibility: Be open to compromises and explore alternative options to reach a mutually satisfactory agreement.7. Closing the Deal: Ensure that the negotiated agreement is documented and all parties understand and accept the terms. References:- Lewicki, R. J., Saunders, D. M., & Barry, B. (2010). Negotiation: Readings, Exercises, and Cases.- Shell, G. R. (2006). Bargaining for advantage: Negotiation strategies for reasonable people. Penguin.- Salacuse, J. W. (2007). The global negotiator: Making, managing and mending deals around the world in the twenty-first century. Macmillan.。
商务谈判(双语)chapter1
In negotiation people should know the following：5W1H ：
1、掌握商务谈判概念 、 2、理解并掌握谈判的原则 、 3、理解谈判的特点，并掌握国际商务谈 、理解谈判的特点， 判的特点 4、初步了解国际商务谈判的主要内容 、
请阅读教材1.1 请阅读教材 Introduction，然后 ， 回答下列问题： 回答下列问题：
1、Do you have any experience of negotiating 、
with anyone? 2、Please share your experience with us. 、
1.2 Concepts &Characteristics of &Characteristics Business Negotiation Q1、 What is negotiation? 、 Q2、Why do people negotiate？ 、 ？ Q3、What are Characteristics of 、 Business Negotiation ？
homework(10%) Attendance record & homework(10%) Notes (10&) Final exam (80%)
Liulinglinglll@ 13407316200
chapter one Introduction and Overview of
作业： 作业：
查阅2005年11月 查阅2005年11月8日，中美 2005 签署的《 签署的《关于纺织品和服装 贸易的谅解备忘录》相关资 贸易的谅解备忘录》 回答： 料，回答： 1）中美双方签署这个协议 的共同利益是什么？ 的共同利益是什么？ 2）谈谈应该如何理解互利 互惠的原则？ 互 Correct Understanding of the Features of IBN 对国际商务谈判的特点的正确理解 1.5 The Main Content of Negotiation on International Business
商务英语谈判-1
China’s major trading partners:
European Union, Japan, Association of Southeast Asian Nations (ASEAN) , Hong Kong, South Korea, Taiwan, Australia, Russia, India
Consider how a historic event has affected international business, how early Chinese traded with other areas of the world; consider European colonization and the Industrial Revolution.
Please learn this section before you begin learning this Chapter.
2020/2/21
.
4
1.1 Before You Begin
1. Why is knowledge of “history” and “geography” required for the “success in learning about international business”?
determines the kind of language you use. This relationship may even affect what you say when you meet people”? 10. What communication methods are used in the following sentences? What effects have been brought by such methods? We close the caféevery night at 11:30 so that we can go
国际商务谈判chapter1
国际商务谈判chapter1Chapter 1The Role of the Chief NegotiatorAMALL STAGE, BIG PARTTHOUGH LARGE TEAMS of global specialists may be assembled for some negotiations，the real interaction takes place between the two chief negotiators. This chapter will describe the role and characteristics of a chief negotiator and examine how that person's activities control the world of international business. Because in many cases the heads of companies must consider themselves for this role, a self-evaluation checklist is provided at the end of the chapter. This checklist is also useful for readers who may be considering careers as consultant negotiators. Who Qualifies as a Negotiator?Not everyone is cut out to be a negotiator, and the demands for international work are more stringent than for domestic work. Negotiators must possess a wide variety of technical, social, communication, and ethical skills. The job demands not only mental acuity but also a high degree of sympathy with the party on the other side of the negotiating table. One of the mistakes many companies make is to assign a member of their upper management as a negotiator without actually considering his or her negotiating skills. In many cases, being the boss almost precludes someone from being a good negotiator. Such a person may be used to getting their way without question and unable to engage in the give and take that's at the heart of true negotiations. Unless their management style is strongly based in consensus, they'll be unwilling to allow for the needs of their counterparts. The negotiator must always inhabit the middleground. He (or she) must enter the negotiation process with the understanding that both teams must leave the table with a sense that they've received "enough." The negotiator's job is to maximize the long-term benefits of the venture while securing short-term needs.The Chief NegotiatorThe chief negotiator (CN) is responsible for unifying the strategy, tactics and overall style to be used by a particular company. He must exercise a high degree of self-control and keep the team on track under trying circumstances. Once the strategy and tactics have been determined, team discipline demands that all decisions regarding changes must have the CN as the focal point. While strategic consensus is important, delegation of responsibility is of little value. The stakes in international business are very high, and the CN must be willing to accept total responsibility for the outcome. This will be true even when subordinates have made key decisions.The CN’s greatest skill is the ability to deal with pressure from a variety of directions. Headquarters, clients, team members, family, negotiating counterparts, and government officials will all demand attention. The CN must be a decision maker who can keep everyone satisfied without being distracted from the pre-established priorities. Handling these responsibilities within a foreign environment, and possibly in a foreign language, isn't a job for the faint of heart. Special problems often arise between a CN who has been brought in on a consultancy basis and personnel who’ve been made members of the negotiating team primarily for their technical skills. These conflicts must be worked out far in advance of negotiations. This will be discussed in more detail later but the rea der is cautioned at this stage that one ofthe CN’s duties is to present a unified and coherent一致的negotiating agenda at all times.How Much Technical Knowledge is Required?Government regulations and corporate specifications make technical requirements a key part of negotiations. Besides the actual specifications of the product at hand, the logistical movement ofthe product across national borders may, in and of itself, require great technical insight. This is often the case in high-tech and telecommunication projects. While it's certainly necessary for CNs to be thoroughly briefed on the technical aspects of the negotiation, it's by no means a requirement that they be experts. Should the subject of the negotiations be highly technical in nature, team members will supply the proper technical backup when required. The CN must devote his attention to the larger picture.Candidates for CN should be technically astute with regard to both the company's products and modern day information technology. Most international business people now travel with laptop computers (notebook, sub-notebook or palm-top) in order to compactly carry along the vast amount of data necessary for quick decision making. These "electronic team members" can greatly reduce the number of personnel required to make presentations and/or assist in technical decisions. These machines also bring the added ability to make the CN, or team, more productive during travel or downtime. The CN must not be a casual or neophyte user of this technology as his competence may be judged at meetings by his ability to handle the newest hardware and software. In some ways, the laptop has become as useful, and potentially embarrassing (when they don't work), asthe slide projector of yore. Laptops can also become a security risk.Character TraitsSHREWDNESSThe CN, whether staff or consultant, carries the entire responsibility and trust of the company when acting on its behalf. The successful CN must be capable of: allowing the other side to see only what serves the strategy best, and this requires an ethical mixture of honesty and cunning. Forthrightness is a trait to avoid when selecting a CN, People who "wear their hearts on their sleeves" or insist on transparency in all dealings will make sorry negotiators in the global marketplace. While there's no room for duplicity, the CN must know which cards to lay on the table and when. For this reason, shrewdness heads the list for desirable characteristics. PATIENCEPatience is an indispensable attribute. Negotiations can be quite taxing—each offer brings a counteroffer and every maneuver a countermaneuver, while delays eat up time and energy. Corrupt officials, petty management, and incompetent staff members all must be handled with care. As will be seen in the sections on bias, some countries make patience a cultural requirement for working in their economic sector. Regardless of the locale, a CN who "flies off of the handle" will be of little use in international negotiations.ADAPTABILITYBecause negotiations are concerned with each side getting the other to change positions, the CN must be highly adaptable. Having an inflexible strategy and limited tactics will almost instantly bring negotiations to an unproductive close. Beyond the preplanned contingencies, the CN must be able to respondquickly and decisively to unforeseen developments. Negotiations seldom go completely according to plan, nor will they always change in preconceived patterns. Being able to "think on your feet" will go a long way toward success at the conference table.ENDURANCEWhile negotiating is primarily a mental activity, it can be physically demanding. The CN must be available for all sessions and eight-hour days will be rare. Add in travel fatigue, climatic changes, jet lag, foreign food, late-night socializing, and work stress and you have the makings of burnout. Many cultures use the tactic of physically and mentally wearing down their counterpartsin order to achieve concessions. The CN (and the entire team) must be on guard against fatigue,and there is no better place to start than during the selection process. Physical fitness, endurance, and a reasonably abstemious nature are highly desirable, and bankable, attributes in a CN.GREGARIOUSNESSNegotiating is by nature a social process. Many countries have little in the way of commercial contract law, and the success of the deal in such circumstances is based on trust and friendship. Even when the deal is bound by contract, the "relationship" will play a huge role in finalizing it. A competent CN is gregarious by disposition and excels in social settings. Just as many deals are made across the dinner table as are made across the conference table. The ability to hold a good, off-business-topic conversation with a counterpart, even in trans lation, will only advance the CN’s position. Remember, concessions must be extracted from adversaries but they're given by friends. CONCENTRATION International business can make substantial demands on itspractitioners. Time zone changes, language problems, and legal wranglings can all be major distractions from the goals set forth in the strategy. The potential for "losing track" is enormous. Many an executive has returned from an overseas negotiating trip with either a diminished sense of accomplishment or a firm belief that nothing went according to plan. For this reason, the ability to concentrate on those issues at the heart of the negotiation is an asset the CN cannot afford to be without. Counterparts will often attempt to put as many points as possible "on the table" in an effort to cloud the main issue. The CN must be able to maintain the team's (and his own) focus at all times.THE ABILITY TO ARTICULATEPeople who can't communicate their ideas or understand those put forth by counterparts are of little use around the negotiating table. Good CNs must be practiced listeners as well as articulate speakers. Everything about them—from their demeanor, to their clothes, to their body language, to how they handle subordinates—will be scrutinized. A CN must also have a keen sense of what is motivating his counterparts in order to communicate the proper image. Make no mistake, the negotiating arena is a stage, albeit small, and CNs play the largest roles.SENSE OF HUMORNegotiating can be a very stressful affair, and there will be moments when it hardly seems worth the effort A CN must be equipped with a highly developed sense of humor in order to weather persistent storms. Some of the negotiating delays, logistical problems, and social settings may seem like exercises in absurdity, and many of the discomforts of travel can be downright demeaning. Viewing such problems with a humorouseye and avoiding the syndrome of taking yourself too seriously can make all the difference in keeping negotiations on track. Organizational QualitiesWhen working overseas, the CN embodies the company in image and practice. Consequently, the CN must be highly organized in order to effectively handle the vast number of problems that will inevitably arise. The CN must be able to select, motivate, and control a team operating under high-stress conditions. He also must be able to arrange and rearrange schedules, as well as oversee staff in difficult circumstances. Every and any logistical detail can make the difference between success and failure.Because administrative support teams will be unavailable to all but the largest corporations, the negotiating team (or perhaps the CN alone) will be left to its own resources. Problems must be foreseen far in advance, and team members assigned to each task. There's little room for error. Every negotiating session should be preceded by a strategy session and followed by a recap. The professional CN leaves no detail unexamined.The Importance of Team SolidarityWhenever possible, the CN should have full control over the selection of negotiating team members. This is key, because the team must think as a unit at all times and have total respect for, confidence in, and loyalty to the CN. There can be no "turf wars" or disputes over the CN's authority or assignments. This may seem extreme to believers in less hierarchical management structures. However, high stakes, stresses, and the adversarial nature of international negotiations can't tolerate anything less than a unified effort if success is to be attained.caution: Dissention within a team will be exploited bycounterparts to the fullest extent.While team members will have varying levels of authority and responsibility, ' all direction must come from the CN. Any actions that depart from the preordained strategic, tactical, or contingency plans must be discussed with and condoned by the CN. As we will see later, Divide and Conquer is a very common negotiating technique, and the only defense against it is seamless unity. Lastly, because of the need for centralized decision making, it's wise to appoint a second in command (in case illness or calamity should befall the CN).Self-EvaluationIn smaller companies, it's often the case that a member of upper management is called upon to act as the CN. This can be for overseas negotiations or in the domestic market should a foreign company come calling. Although it may be necessary for top management to sign-off on the contract or attend meetings for appearances sake, it's by no means necessary that they actually negotiate the deal. In some cases, it may be contrary to the company’s be st interest to have upper management involved, at least until the details have been finalized. The following checklist can be used by managers, owners, or anyone else wishing to consider a career in international negotiations.SELF-SELECTION QUESTIONNAIRE YES NO1. Do I have the necessary time and attention to devote tothese crucial negotiations? ( ) ( )2. Am I the most experienced member of the organization interms of international business? ( ) ( )3. Do I understand the culture and commercial nuances ofmy counterparts? ( ) ( )4. Are my language skills suitable for the negotiation? ( ) ( )5. Have I ever worked with a translator before? ( ) ( )6. Have I negotiated major contracts before? ( ) ( )7. Am I physically well enough to engage in extended (Continued for a long period of time) and stressful negotiations? ( ) ( )8. Do I have the organizational skills to lead a team that's notentirely of my own choosing? ( ) ( )9.Do 1 have the technical expertise to run the negotiation? ( ) ( )10. Am I capable of working sixteen hours a day? ( ) ( )11. Am I at ease in unusual social situations? ( ) ( )12. Am I capable of living in physically demanding circumstances? ( ) ( )13. Do I find other cultures easy to accept? ( ) ( )14. Am I considered a patient person by my peers and subordinates? ( ) ( )15. Am 1 considered an extrovert? ( ) ( )16. Am I capable of accepting full responsibility for the ( ) ( )outcome of these negotiations? ( ) ( ) 17. Are my organizational skills optimal for leadingthe negotiation team? ( ) ( )18. Have I traveled overseas for extended periods on business before? ( ) ( )19. Will my absence from home cause me only slightemotional distress?( physical discomfort) ( ) ( )20. Will my absence from home cause my family only slightemotional distress? ( ) ( )If you found yourself answering "no" to any of these twenty questions, you may wish to re-evaluate your potential role as chief negotiator.What to Look For in a Potential CN ConsultantSometimes the right person to fill the role of CN will not be found within your company, or it could be that the best person for the job can't be spared from their domestic duties. In both instances, an outside company or consultant must be found. Keep in mind that, in some cases, the CN is the only representative of your company at the negotiations, while at other times, the CN's role is to advise your team on strategy and tactics. Either way, making a correct choice and a "good fit" will ultimately determine the success of your strategy. Here are some major points to consider.Match ethics Make it clear to candidates that you want the negotiations conducted in a specific manner. Check references thoroughly on this point. It's even advisable to resort to role-playing in order to assess the consultant's ability to act in accordance with your company's ethical standards. ?match cultures Negotiating in Japan is not like negotiating in Brazil. Make sure that the consultant has relatable experience in the target market. Language skills are helpful bur not absolutely necessary. If the consultant claims fluency in specific languages, put these to the test prior to making the decision to hire. The same goes for dialects. Remember, Cantonese is of limited use in Beijing.match technical prowess Most consultants specialize in specific industries or services. While some will insist that they can negotiate "anything, anywhere, anytime," you'll be best served by someone who has some expertise in your product or service. This is especially true in high-tech, telecom, and financial services.match commitment Because of the intensity of international negotiations, you can't afford to have a detached, dispassionateCN—consultant or not. The successful candidate must perform as if their own company's future is at stake. If the candidate gives you the impression that this is just another overseas assignment, end the interview. He or she must be deeply and noticeably committed to your success. The counterparts across the table should not be able to detect that your consultant CN is anything other than an employee of your company. In many cases, consultants are given company logo business cards with a staff title, such as "Vice President of Overseas Planning," in order to blur the consultant/employee distinction.note: It's advisable to check your home country's laws on independent contractors prior to issuing the cards or titles.match loyalty Many consultants complain of being given the responsibility for making the negotiations work and then having their authority undermined at every turn. Conversely, headquarters management often complains of consultants who are determined to follow their own agendas. Neither case is acceptable. Consultant CNs are paid to define strategy and execute prearranged tactics. They must be given 100 percent control of the negotiations and of any staff who may accompany them. In return, the consultant CN must tow the company line to whatever degree management stipulates. All of this must be made clear contractually far in advance of the negotiations. If the company can't find a consultant CN they can fully trust, it's best to forgo the hire. If the company recognizes other useful qualities in the candidate, it may wish to use him or her as an assistant to a staff CN.Match motivations The majority of consultants will charge for both expenses and fees. Expenses should allow the CN to project an image that befits the company. (Don't underestimate the valueof appearances.) Fees should be commensurate with the prospective CN's experience and the size of the project. Fees should also include payments for attaining specific portions of the strategy. Financial motivation feeds commitment. Consultants who will not agree to performance-based pay are best avoided.。
谈判商务英语
谈判商务英语Chapter 1:Dialogue one ,this dialogue is between jack who is pretty good at playing chess and his friend, a nextdoor neighbour, Mary, a member of the school chess club. Jack promised to play chess with Mary on Monday after school to help her get ready for a competition. if she did the dishes for him on Sunday. Marry did the dishes and now, Jack means to keep his promises.Jack: I'm going to the park to play baseball with the guys.Mary: But you promised to play chess with me this afternoon.Jack: Yeah, but that was before the guys ask me to join the team.Mary: So what?Jack:You know how much I want to be on the team ,and now there is an opening for me.If I don't go to practise today.They'll get someone else and I'll miss my chance.Mary:I don't care about baseball.You know I need to practice for the chess championship and you promised to help with me if I washed the dishes for you last Sunday, and I did.Jack:I know,and I will.Mary:When?Jack:After baseball practice.Mary:And then ,it'll be dinner time,then homework,and then your TVshow is on.You are going to break your promise.Jack:No,I won't.I'm going to skip TV tonight and work on your chess game with you if that's ok with you.Mary:Well,I'd rather do it the way we set up.But if you promiseto give me your best game,it's ok with me.Jack:No problem,I'll play as hard as I can and give you an extra game to say thanks.Let's listen again.Jack:I'm going to the park to play baseball with the guys.Mary:But you promised to play chess with me this afternoon.Jack:Yeah,but that was before the guys ask me to join the team.Mary:So what?Jack:You know how much I want to be on the team and now there is an opening for me.If I don't go to practice today.They'll get someone else and I'll miss my chance.Mary:I don't care about baseball.You know I need to practice for the chess championship and you promised to help with me if I washed the dishes for you last Sunday, and I did.Jack:I know,and I will.Mary:When?Jack:After baseball practice.Mary:And then ,it'll be dinner time,then homework,and then your TVshow is on.You are going to break your promise.Jack:No,I won't.I'm going to skip TV tonight and work on your chess game with you if that's ok with you.Mary:Well,I'd rather do it the way we set up.But if you promiseto give me your best game,it's ok with me.Jack:No problem,I'll play as hard as I can nad give you an extra game to say thanksDialog 2Jack and Mary are now grown up and dating.Their friendship is as strong as ever there's strong bond between them,so their dialog is relaxed and flows pretty freely.It's more like a married coupls than young dating to get to know each other.Mary:Let's have seafood tonight and then go see the new movie at Mall Cinema.Betsy told me it's a beautiful love story and I shouldn't miss it.Jack:Oh,Goodness, please not again.That's what we did last week.Mary:No,we didn'st week we went to see that movie about a man's struggle against mental illness.Jack:Right,it was a chick flick,just like this one,so what's the difference?没错,那是你们女生看的电影,这部也一样.哪里不同?Besides,this is the last week for the third movie in Destroyer series and I want to see that on a big screen.再说,《毁灭者》第三集这礼拜就要下档了，我希望能在大银幕上看这部电影。
教学课件 国际商务英语谈判--蒋磊
（2）According to the textbook, what is negotiation? In simplest terms, negotiation is a discussion
between two or more disputants who are trying to work out a solution to their problem. Negotiation is a mean of dealing with human relationship and resolving conflicts.
2 negotiation takes place between two or more people;
3 negotiation is used to solve problem or conflicts;
4 people negotiate each other in order to achieve their own aim.
Section Ⅰ
2.The Correct Understanding of Negotiation
（1）What is the conflict of negotiations?
A conflict is a dispute, disagreement or argument between two or more interdependent parties who have different and common interests. A conflict can block each other’s ability to satisfy their interest.
Definition and Characteristics of Business Negotiation
商务英语谈判chapter 1
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.
谈判 Chapter One
Ａ方：谢谢贵方的支持，不过５万元／亩与我们听到 的价相比还是高。 Ｂ方：我们刚才给您解释过了，每上一个大项目，我 这儿的租价就每亩上涨１万元。要是一年内有几个大 项目上马，我这儿的租价一年中就会跳好几下。您要 是早来，现在的价就是别人的，而您就拿到过去的价 了。 Ａ方：很遗憾，我们来晚了，但心是诚的，就凭这点 也应多鼓励我们。 Ｂ方：作为我们热情欢迎的表示，可以在支付条件上 给予优惠。 Ａ方：行。
商务谈判的特点?利益性?效益性?价格性商务谈判的原则平等原则互利原则合法原则信用原则协商原则商务谈判的价值评判标准?谈判目标的实现程度需要转化成一定的谈判目标?谈判的效率成本与效益?人际关系着眼于长远一场成功的或者理ma
Man's endless need vs. the finite world
Ａ方：我们是个小公司，投资规模也不大，成本太高 会影响我们的投资决心。 Ｂ方：贵方的想法可以理解，但我们的租价真不贵。 开发区正在发展中，租价随着项目的增加见涨，有时 在一年中涨好几次，大项目带动了地价，一个大项目 有时会使租价每亩涨１万元。有的地区已涨到工业用 地１７万元／亩，住宅用地３０万元／亩。 Ａ方：地价变化是大，这一点我们都懂，但作为开发 区嘛，就是要吸引投资者来，吸引就要有条件，贵方 总不能一出价就不变吧！ Ｂ方：我们可以考虑优惠政策，但不是表面优惠就对 贵方项目一定好。租价低，你的资产也会低，在一定 阶段也不利于企业经营。我们欢迎贵方来上项目，但 租价不能太低，顶多让５０００元／亩。
Negotiation is everywhere.
• Shopping • Arguing • Lawyers settling lawsuits
• Business meetings
• ...
商务英语谈判 全套课件
Unit 1 Negotiation Preparations
2. We forecast that the market for this kind of product will decline rapidly in the next several years.
3. To conclude, even though our target audience is clearly defined, introducing a new product is always a gamble.
Unit 2 Establishing Business Relations
II.Words and Expressions
distinguished: drink/propose a toast to … : set foot: cherish: enhance: integrity: equality: benefit:
Unit 1 Negotiation Preparations
10. The firm under inquiry enjoys a high reputation in the business circles for their punctuality in meeting obligations.
2. 大家都知道，五年来我们的市场发生了一些重要变化。 Everyone knows that there've been some major changes in our market the last five years.
商务英语谈判unit 1 Negotiation Preparations
Unit 1 Negotiation Preparations
I. Warm Up
Work in pairs with the following situation
You are a clerk in a research firm, and now you are demonstrating your research report, which has included some of the preliminary findings, to your customer. He is very satisfied with what you have done. Then you discuss a plan for the next step.
Unit 1 NΒιβλιοθήκη gotiation Preparations
IV. Keys to Exercises
1. Translate the following sentences into Chinese
1. One of the purposes of market research is to find out whether there's a market for the product. 市场调研的目的之一就是了解这种产品是否有市场。
2. Sometimes the companies do their own market research, and sometimes they employ specialists to do it. 有时候公司自己搞调研，有时请专家做调研。
Unit 1 Negotiation Preparations
国际商务谈判(英文)Unit 01 Making an Enquiry[精]
![国际商务谈判(英文)Unit 01 Making an Enquiry[精]](https://img.taocdn.com/s3/m/442646e7360cba1aa811da8f.png)
Making an Enquiry
Unit 1 Making an Enquiry
Introduction
An enquiry means to enquire about the terms and conditions of a transaction．In oral business negotiation， both the sellers and the buyers can make an enquiry．An enquiry is not only one of the most direct ways to get details about a product，but also an important beginning step in a business negotiation．
The more information you obtain，the more benefits you can get from the negotiation．
Unit 1 Making an Enquiry
Objectives
Know the important role in a business negotiation; Know how to make oral enquiries and the tactics of making proper enquiries; Have some knowledge of the information covered in different enquiries; Have a good command of words and expressions related to enquiry.
Unit 1 Making an Enquiry
Chapter1BusinessNegotiation商务谈判
Chapter 1 Business Negotiation
1.Some Basic Concepts of Negotiation
(1)The Concept of Negotiation A negotiation is a process of communication between parties
• 2.The Forms of Business Negotiation
Chapter 1 Business Negotiation
3.The Overall Framework of International Business Negotiation
Background Atmosphere Factors
1)the best target; 2)the intermediate target; 3)the acceptable target.
Chapter 1 Business Negotiation
• 5.Basic Rules of International Business Negotiation
• 1.Some Basic Conceots of Negotiation • 2.The Forms of Business Negotiation • 3.The Overall Framework of International Business
Negotiation • 4.Features of International Business Negotiation • 5.Basic Rules of International Business Negotiation • 6.The General Producer of International Negotiation • munication Skills for Negotiations • 8.Types of Negotiation Styles • 9.The Business Contract
商务英语谈判
Chapter 1 Principles of Business Negotiation商务谈判的原则何谓商务谈判?谈判是人们为了协调彼此之间的关系,满足各自的需要,通过协商争取达到意见一致的行为和过程。
Negotiation takes place between human beings. It is the most common form of social interaction. Almost everybody inthe world is involved in negotiations in one way or another for a good part of any given day. People negotiate over where to gofor dinner, which movie to watch or how to split household chores.Negotiation, in its modern sense, is defined in The Roots of Sound Rational Thinking as follows: the ability to deal with business affairs, to arrange by discussion the settlement of terms, to reach agreements through treaties and compromise, andto travel through challenging territory. All of these suggest a purposeful effort to resolve problems through talking andintellectual maneuvering. Negotiation includes consultation, bargaining, mediation, arbitration, and sometimes, even litigation.Competitive style To try to gain all there is to gain(竞争式谈判)Accommodative style To be willing to yield all there is to yield(通融式谈判)Avoidance style To try to stay out of negotiation(回避式谈判)Compromising style To try to split the difference or find (妥协式谈判) an intermediate point according tosome principleCollaborative style To try to find the maximum possible (合作式谈判) gain forboth parties----by carefulexploration of the interests of allparties----and often by enlarging the pieVengeful style To try to harm the other(报复式谈判)Self-inflicting style To act so as to harm oneself(自损式谈判)Vengeful and self-inflicting style To try to harm the other andalso(报复和自损式谈判) oneselfPeople who go for the competitive style are known as hard-bargaining negotiators. They start off with outrageous demands, using threats and other tactics to get what they want. One side typically starts out high and the other low. Afterseveral rounds of offer and counter-offer, the negotiators end up “spl itting the difference”. In this form, negotiation is viewed asa game where each side tries to get the best deal for themselves. Neither side exhibits concern for the other side.1.1Principle of Collaborative Negotiation合作式谈判的原则Ⅰ. Collaborative NegotiationNegotiation can also assume the form of collaborative style. It involves people with diverse interests working togetherto achieve mutually satisfying outcomes. Collaborative negotiation is known by many names. Some popular names include “problem-solving negotiation”, “consensus-building negotiation”, “interest-based negotiatio n”, “win-win negotiation”, “mutualgains negotiation”, and so on.The goal of collaborative negotiation is to manage the dispute so that the outcome is more constructive than destructive. A destructive outcome results in damages and involves exploitation and coercion. Aconstructive outcome fosters communication, problem-solving, andimproved relationships.● The negotiation parties have both diverse and common interests.● The common interests are valued and sought.● The negotiation process can result in both parties gaining something.● The negotiating arena is controlled by enlightened self-interest.● Interdependence is recognized and enhanced.● Limited resources do exist, but they can usually be expanded through cooperation and creativity.● The goal is a mutually agreeable solution that is fair to all parties and effective for the community/group.The collaborative negotiation focuses on interests rather positions. Integrative solutions are obtained by understandingother’s self-interests, not by jostling for positions.The collaborative negotiation places value on relationship. It requires trust and relies on full disclosure of relevant information.The disadvantages of this approach are:●It may pressure an individual to c ompromise and accommodate inways not in his best interest.●It avoids confrontational strategies, which can be helpful at times.●It increases vulnerability to deception and manipulation by a competitive opponent.●It makes it hard to establish defi nite aspiration levels and bottom lines.●It requires substantial skill and knowledge of the process.●It requires strong confidence in one’s perceptions regarding the interests and needs of the other side.Ⅱ. Principled NegotiationIn this form, each side of the negotiating parties attempt to meet the other side’s interest as well as their own. By thoroughly understanding their own interest as well as the other’s, both sides are often able to arrive at solutions neither alone could have envisioned or made possible. In this type of negotiation, each side recognizes and accepts the legitimate interests of the other side and they are committed to dealing with differences constructively in order to advance their own self-interests. This has been called “collaborativeprincipled negotiation”, a concept set forth by Roger Fisher and William Ury in their book Getting to Yes: Negotiating Agreement Without Giving In.Principled negotiation is particularly oriented to collaborative negotiations. However, it can be used in competitive negotiations and inother aspects of conflict management. It is a method that is centered around four considerations (PIOC):● People: Separate the people from the problem.● Interests: Focus on interests, not positions (inte rests always underlie positions).● Options: Invent options for mutual gains.● Insist on using objective criteria.1.Separate the people from the problemFisher and Ury pointed out that “negotiators are people first”. There are always relational and substantive issues in negotiation. The relational issue tends to become entangled with the problem and the positional bargaining puts relational and substantive issues in conflict with each other. Fisher and Ury suggested that the negotiators separate the relationship from the substance and deal directly with the people problem.It is a feasible to deal with a substantive problem and maintain a good working relationship between negotiating parties. People problems are usually caused by inaccurate perception, inappropriate emotions and poor communication. In order to deal with those problems, three techniques are recommended for both parties to follow:A.Establish an accurate perception.●Conflict, very often, is not caused by what happens, but by ho w people perceive what happens.●Increase the capability of each party to see the other side’s point of view (for example, by reversing roles).●Avoid blaming the other party for your problems.●Discuss each other’s perceptions of the problem.●Get the other party to participate in the mutual activities.●Seek to make negotiation proposals consistent with the other party’s values.B.Cultivate appropriate emotion.●Your emotion affects that of the other party.●Recognize and understand emotio ns of both parties.●Make emotions explicit and legitimate.●Allow the other party to let off steam.●Stay calm with the other party’s emotional outbursts.C. Strive for better communication.● Negotiation is a process of communicating between pa rties for the purpose of reaching a joint decision.● Be an active listener and acknowledge what is being said.● Speak to be understood.● Avoid criticism that may hurt the other party’s feelings.● Speak for a purpose.2. Focus on interests, not positionsIn such a case, negotiators need to distinguish between interests and positions and focus on interests not positions. A position is what you want or must have. An interest is why you want what you want.Positions can be thought of as a one-dimensional point in a spaceof infinite possible solutions. Positions are symbolic representations of a participant’s underlying motivating interests. In negotiation, there are many kinds of interests: multiple interests, shared interests, compatible interests and conflicting interests. Indentifying shared and compatible interests as “common ground” can be helpful in establishing a found for additional discussions. “Easy points of agreement”can be indentified and the principles underlying those easy points of agreement can often be extrapolated to help resolve other issues. Methods for focusing on interests instead of positions are as follows:A. 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 counterparty as human beings and recognize the needs and interests that underlie their positions.B. Discuss interests with the other party.●Give your int erests a vivid description. Be specific.●Demonstrate your understanding of the other party’s interests and acknowledge them as part of the overall problemthat you are trying to solve.●Discuss the problems before proposing a solution.●Direct the discussion to the present and the future. Stay away from the difficulties of the past.●Be hard on the problem but soft on the people.3.Invent options for mutual gainsHere are the steps for overcoming the obstacles and developing multiple solution options:A.Separate the act of inventing options from the act of judging them.●Run a brainstorming session.☆Before brainstorming:■Define your propose----what you would like to achieve at meeting.■Choose a few participant (between five and ei ght people)■Change the environment----select a time and place distinguishing the session from regular discussions.■Design an informal atmosphere----talking over a drink, meeting at a vacation lodge or any other forms that make participants feel relaxed.■Choose a facilitator----a facilitator is needed to keep the meeting on track, make sure everyone gets a chance to speak, and stimulate discussion by asking questions.☆During brainstorming:■Seat the participants side by side facing the problem.■Clarify the ground rules, including the no-criticism rule.■Brainstorm.■Record the idea in full view.☆After brainstorm:■Check the most promising ideas----mark those ideas that participants think are the best.■Explore improvements for prom ising ideas----take one promising idea and explore ways to make it better and practical.■Set up a time to evaluate ideas and make a decision.●Consider brainstorming with the other side; it can be very valuable.B.Develop as many options as possible before choosing one.●Adopt the four types of thinking in generating options.●Look at the problem through the eyes of different experts.●Develop different versions of agreement.●Change the scope of a proposed agreement----break the problem into smaller units.C.Search for mutual gains.●Identify shared interests.●Dovetail differing interests.4.Insist on using objective criteriaThe guidelines for objective criteria are:●Independent of wills of all parties.●Legitimate and practi cal.●Acceptable to all parties.After identifying objective criteria and procedures, it is time to discuss them with the other party. There are three basic points to remember:A.Frame each issue as a joint search for objective criteria.B.Reason and be open to reason as to which standards are most appropriate and how they should be applied.C.Never yield to pressure, only to principle----yield to an argument or presentation that is based on reason and principle,not to one based on pressure.1.2Principle of Interest Distribution利益分配原则In negotiations at the domestic level, there are two types of interests involved: personal and organizational; at the international level, there are three: personal, organizational and national.Organizational RolesPrinciples and Agents1.3Principle of Trust in Negotiation信任的原则Trust is something of great importance in negotiation. Professor Richard C. Reuben defined it as “a state involving expectations about another’s motives and actions with re spect to oneself in situations entailing risk of uncertainty”. In the outline of his Negotiation----Law 5810, he states that there are three types of trust in professional relationships:●Deterrence-based trust (威慑型信任)☆ Calculus-based trust (预计型信任)●Knowledge-based trust (了解型信任)●Identification-based trust (识别型信任)Ⅰ. Trust Building in Negotiation1.Speak their language2.Manage your reputation3.Make dependence a factor4.Make unilateral concessions your concessions6.Explain your demandsIn their book entitled The Only Negotiating Guide You Will Ever Need, Peter B. Stark and Jane Flaherty list fifteen things that a negotiator can do to build trust with his counterpart.1.Demonstrate your competence2.Make sure the nonverbal signals you are sending match the words you are saying3.Maintain a professional appearancemunicate your good intentions5.Do what you say you are going to do6.Go beyond the conventional relationship7.Listen8.Over-communicate9.Discuss the indiscussibles10.Provide accurate information, without any hidden agenda11.Be honest----even when it costs you something12.Be patient13.Uphold fairness14.Negotiate for abundance, not scarcity15.Take calculated risksⅡ. Maximiz ing Joint Gain1.4Principle of Distributive, Integrative & Complex Negotiation两分法谈判、双赢谈判和复杂谈判的原则Ⅰ. Distributive NegotiationJennifer E. Beer listed a set of distributive bargaining strategies in Culture at work:1.Preparation2.Opening offers3.Exchange information and arguments4.Concessions and decisionsⅡ. Integrative Negotiation。
商务英语谈判 unit 1
Part Three
Public Speaking in Business
Getting to Know Public Speaking
Strategies for Becoming a Better Speaker
Make sure that you plan your communication appropriately
Give your opinion and give mean.
Try to give more than just the basic answer.
You are being tested on your English, not your knowledge of business.
Unit 1 Dream Job
Part One
Situational Practice
Meeting at the Airport
You are the secretary in ABC Company. You are going to meet an important customer of your company, Mr. White from America. You identify yourself, greet him and start an informal talk about his flight and the weather in your city.
Step 3: Deliver your talk in the class.
Part Four
BEC Focus
Part
Speaking task
Grouping
Length
Talking about yourself and expressing One One –to –one About 3 minutes opinions One-minute presentation on a business theme (choice of three) followed by questions from other candidates Discussion of a business scenario from prompts Individual and About 6 minutes pairwork
商务英语谈判和会话unit1new
Questions that suggest an answer or bias the response in a specific direction
Perception skills
Logical arguments
Presenting facts, statistics, and evidence to support one's position
Negotiating differences
Resolving differences and negotiating solutions to problems
Phase of achieving an agreement
Summarizing the negotiation results
Summarizing the main points of the negotiation and highlighting the key issues
Start stage
Greeting and introduction
01
Expressing greetings and introducing one self
and the other party
Outlining the negotiation agenda
02
Briefly introducing the topics and objectives of
Open and Honey Communication
Use open and honey language to discover your ideas and positions, while examining the other party's views
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Stakes
Stakes are the values that may be gained or lost,
and costs that may be incurred or avoided.
Disputable interests No free lunch (one for one) Comparison of benefits Current interest vs. long-term interest
Case One
一个被单独囚禁的囚犯整日无所事事。一天，他忽然闻到一 种万宝路的香烟味道。他很喜欢这种牌子的烟。原来门廊的卫兵 正在吸烟，钩起了他的烟瘾。他用手指轻轻的敲了敲门。卫兵走 过来傲慢的说：“你要干什么？”囚犯答道：“请给我一只烟， 就是你抽得那种万宝路。”卫兵感到很惊异，囚犯还要抽烟，真 是异想天开。他嘲弄的哼了一声，就转身走开了。
Analysis of Case Two:
1. The two parties inform each other of their actions
and reactions, which makes negotiation proceed.
2. The construction company gets the essential
Case Two
世界著名的迪斯尼公司在20世纪90年代遇到这样 一件事情。公司耗资50亿美元在巴黎附近兴建的主题公 园准备于1992年4月12日开张，工程结束前，建筑承包 商却要求迪斯尼公司为工人的额外劳动追加近150万美 元的工资。建筑承包商之所以在当时要钱，其奥秘不言 自明。欧洲迪斯尼总经理称这一要求为敲诈，完全不与 理会。
The result is based on free will of the parties:
the art of persuasion
Motive of Negotiation
Needs and wants are the motive for negotiation. Needs from the other is the motive of negotiation. The more your opponent wants from you, the more likely you will succeed.
Is this a successful negotiation for the prisoner? How did the prisoner achieve his purpose through negotiation?
Features of Negotiation
Negotiation is
Business Negotiation
课程介绍
教学目标：
1. 掌握商务谈判的理论基础（科学性）
2. 了解商务谈判的技巧（艺术性）
3. 熟悉商务谈判领域的英语词汇表达 4. 结合谈判理论，分析案例，模拟谈判
教学安排
教材： 余慕鸿、章汝雯. 商务英语谈判. 北京：外语教学与研究出版社， 2005. (主教材) 白远. 国际商务谈判---理论案例分析与实践. 北京：中国人民大 学出版社，2002. (参考教材)
Analysis of Case One:
Initially, the need for a cigarette urged the prisoner to negotiate, but the guard has no need from the prisoner, so he refused to negotiate. In order to achieve his purpose, the prisoner created a need for the guard to negotiate with him.
What are the prisoner’s stake? What are the guard’s stake?
Disputable interests
Negotiating parties will either gain the
interests they expect to win from the negotiation or lose what they hope to attain, which indicates that the talks are pertinent to relevant parties’ own affairs and interests.
Fundamental Reason
Fundamental reason: scarce resources
Why did Israel negotiate with Egypt? Why does foreign company negotiate over investment or cooperation contract with local Chinese companies? Why do people trade? Why do employees negotiate over salary with the boss?
Introductotiation
Introduction to Negotiation
Definitions of Negotiation Features of Negotiation
Negotiation Styles
Negotiation Elements Homework
Conflict occurs when two or more people
compete over limited resources.
What is conflict?
What are the features of conflict?
Conflict
A Conflict is a dispute, disagreement or
information: the opening date of the Disney Park.
3. Information transfer method: the use of
information broadcasting to the mass adds danger for Disney on the one hand and makes Disney believe in his determination to arrange a strike on the other hand.
argument between two or more interdependent parties who have different and common interest.
Three essential points Interdependent parties (relationship developed by interrelated interest) Both common and different interests Fight for one’s own interests
安排：
1. 教材共七章，每章结束后布置书面作业一份。 2. 每章中小节后的练习要求学生作为课后练习，自觉完成。 3. 每位同学准备一个谈判案例并进行技巧分析，在每次上课时
进行课堂演示。
成绩构成
期末成绩占60%A 平时成绩占40%
课堂纪律20% 课程表现20% 测试60%
Case Two (cont.)
但在第二次的交涉中，公司进一步了解到事态的发 展过程，发现建筑商获得法国新闻界的支持，许多报纸公 开报道并夸大宣传此事，一时间满城风雨。令迪斯尼公司 更感到威胁的是，对方决定在主题公园的盛大开张日举行 示威游行。认识到自己处于一个无法取胜的境况之后，迪 斯尼公司立刻转变态度，声称将与对方全面协商，并很快 付清了工人工资。
have to pay for the gaining at either high cost or low cost depending on how well negotiators manage the situation.
Information transfer
Negotiation is based on the information
for some purpose： motive of negotiation
between two or more parties： 1. there is something you want from others 2. a process of information transfer 3. unpredictability of the result
Negotiation is the process we use to satisfy our
needs when someone else controls what we want. Whenever people exchange ideas with the intention of changing relationships, whenever they confer for agreement, then they are negotiating.
Only when a party has stakes connected with
the issues to be talked, can it become actively engaged in the negotiation.
No free lunch