国际商务交际 Unit 9
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essential preparation actions. Match them with the corresponding reasons on the right for doing so.
Communicating with others Task 4
Pair work. When preparing for negotiations, people normally have a discussion. Study the following words used in such discussions and f ind out their corresponding explanations from
and two of you are visitors. The visitors have arrived at the hosts’ company for a business negotiation. Practice the following steps, the hosts initiating the contact and the visitors responding appropriately.
Win-lose negotiations
The purpose of this type of negotiation is to resolve conf licts. Possibly, each side regards the other as an opponent and seeks to win the argument. This is a winlose negotiation.
Learning about communication
How to prepare for negotiations
Research
Try to f ind out as much as you can about your opposite party and his or her business. Use the resources of a business library and/or talk to your business contacts.
Precpraeraitnegsany refaisgounraebs,le
calecxuplaetcitoantsioand other mnsaterials.
helps you
Prkenpoawritnhgean maorpkenti,ntghe stcaotnetmexetnt. in which you
Learning about communication
Negotiation Preparation
Independent negotiations
This negotiation is not based on mutual benef it, but on obtaining the best deal possible for one’s own side. In this situation, both teams negotiate to independent advantage, which means each side is more concerned with their own best interest than with any repeat business.
Building your skills
Task 2 Fill in the table below with what you have learned about the types of negotiations.
obtainiInngdebpeensdtedntenaelgpootisastiiobnles for one`s own side
Objective
Try to take a long-term view and decide on a range of objectives so that you can be more f lexible and offer more alternatives during the negotiations itself. Remember you are looking for a winwin situation of benef it to both parties, thus paving the way for further deals in the future.
Strategy
Plan your negotiation strategy carefully, taking into consideration the personality and position of your opposite party, as well as your own strengths and weaknesses.
Learning about communication
Task-oriented negotiations Typically, an American business culture is very task- or achievementoriented.
Little time is spent on social niceties and negotiations quickly get down to settling business matters. The parties focus on specif ic issues — which can mean that time is saved and objectives are met effectively. However, personal issues may be ignored, which can be the ones that make or break the deal.
want to work
Task 3
Knowing the types of negotiation is the start of negotiating preparation. Then you need take some actions to f inally get yourself ready. Below on the left are 4
Learning about communication
Negotiation Preparation
Understanding different types of negotiations
Win-win negotiations
A business negotiation which is similar to a discussion between friends fixing a social engagement. The two parties share objectives and work in a mutually benef icial way. Proposals and counter proposals are discussed until agreement is reached. Both sides see future business prospects and wish to further them. This is an agreement-based negotiation, sometimes referred to as a win-win negotiation.
Tfaoscku-osriinegntoend nsepgeoctiiaftiiocn issues
Wobint-awiniinngnemgouttiuatailonbsenef it
Wreins-loolsveinngegcotoinatfiolnicts
Prseemoipanllefl-ootrraiceliknnstgedbisensfeugooertseiabttihyonessome meeting
◆ Welcome the visitors to the company. ◆ Greet the visitors. ◆ Allow the visitor to introduce his/her colleagues to you. ◆ Introduce your colleagues. ◆ Ask about the visitors’ trip. ◆ Offer the visitors a drink. ◆ Get down to business.
Unit 9
Starting Negotiations
CATALOGUE
1
2
3
Preparing for negotiations
Understanding types of negotiations and how to prepare for negotiations
Opening negotiations
Building your skills
C1
A2
D3
B4
means you Knowicnagnyour
asimupspaonrdt objeycotuirves.
argument
helps clear KnБайду номын сангаасohwiinnkginygour own satnrdengths
purapnodse weaknesses.
Learning about communication
Limits Decide what your sticking point(s) must be and why. Knowing your negotiating
limits and their reasons will help you negotiate more conf idently and comfortably.
Preparing for negotiations
Understanding types of negotiations and how to prepare for negotiations
Starting up
Task 1 Work in groups of four. Two of you are hosts,
People-oriented negotiations Often people reinforce issues such as culture, gender, etc. They spend time on
some small talks before the meeting starts because they believe this will improve communication and lay the basis for possible future relationships. Other people place great importance on the events around the discussion of the deal. This is the diffuse approach to negotiation. Examples of people-oriented negotiations may include lunch together, social meetings, etc.
Steps in opening negotiations, creating a constructive atmosphere (small talk) and giving an opening statement
Making inquiry and offers
Three phases of inquiring and offers and how to make inquiry and offers
Communicating with others Task 4
Pair work. When preparing for negotiations, people normally have a discussion. Study the following words used in such discussions and f ind out their corresponding explanations from
and two of you are visitors. The visitors have arrived at the hosts’ company for a business negotiation. Practice the following steps, the hosts initiating the contact and the visitors responding appropriately.
Win-lose negotiations
The purpose of this type of negotiation is to resolve conf licts. Possibly, each side regards the other as an opponent and seeks to win the argument. This is a winlose negotiation.
Learning about communication
How to prepare for negotiations
Research
Try to f ind out as much as you can about your opposite party and his or her business. Use the resources of a business library and/or talk to your business contacts.
Precpraeraitnegsany refaisgounraebs,le
calecxuplaetcitoantsioand other mnsaterials.
helps you
Prkenpoawritnhgean maorpkenti,ntghe stcaotnetmexetnt. in which you
Learning about communication
Negotiation Preparation
Independent negotiations
This negotiation is not based on mutual benef it, but on obtaining the best deal possible for one’s own side. In this situation, both teams negotiate to independent advantage, which means each side is more concerned with their own best interest than with any repeat business.
Building your skills
Task 2 Fill in the table below with what you have learned about the types of negotiations.
obtainiInngdebpeensdtedntenaelgpootisastiiobnles for one`s own side
Objective
Try to take a long-term view and decide on a range of objectives so that you can be more f lexible and offer more alternatives during the negotiations itself. Remember you are looking for a winwin situation of benef it to both parties, thus paving the way for further deals in the future.
Strategy
Plan your negotiation strategy carefully, taking into consideration the personality and position of your opposite party, as well as your own strengths and weaknesses.
Learning about communication
Task-oriented negotiations Typically, an American business culture is very task- or achievementoriented.
Little time is spent on social niceties and negotiations quickly get down to settling business matters. The parties focus on specif ic issues — which can mean that time is saved and objectives are met effectively. However, personal issues may be ignored, which can be the ones that make or break the deal.
want to work
Task 3
Knowing the types of negotiation is the start of negotiating preparation. Then you need take some actions to f inally get yourself ready. Below on the left are 4
Learning about communication
Negotiation Preparation
Understanding different types of negotiations
Win-win negotiations
A business negotiation which is similar to a discussion between friends fixing a social engagement. The two parties share objectives and work in a mutually benef icial way. Proposals and counter proposals are discussed until agreement is reached. Both sides see future business prospects and wish to further them. This is an agreement-based negotiation, sometimes referred to as a win-win negotiation.
Tfaoscku-osriinegntoend nsepgeoctiiaftiiocn issues
Wobint-awiniinngnemgouttiuatailonbsenef it
Wreins-loolsveinngegcotoinatfiolnicts
Prseemoipanllefl-ootrraiceliknnstgedbisensfeugooertseiabttihyonessome meeting
◆ Welcome the visitors to the company. ◆ Greet the visitors. ◆ Allow the visitor to introduce his/her colleagues to you. ◆ Introduce your colleagues. ◆ Ask about the visitors’ trip. ◆ Offer the visitors a drink. ◆ Get down to business.
Unit 9
Starting Negotiations
CATALOGUE
1
2
3
Preparing for negotiations
Understanding types of negotiations and how to prepare for negotiations
Opening negotiations
Building your skills
C1
A2
D3
B4
means you Knowicnagnyour
asimupspaonrdt objeycotuirves.
argument
helps clear KnБайду номын сангаасohwiinnkginygour own satnrdengths
purapnodse weaknesses.
Learning about communication
Limits Decide what your sticking point(s) must be and why. Knowing your negotiating
limits and their reasons will help you negotiate more conf idently and comfortably.
Preparing for negotiations
Understanding types of negotiations and how to prepare for negotiations
Starting up
Task 1 Work in groups of four. Two of you are hosts,
People-oriented negotiations Often people reinforce issues such as culture, gender, etc. They spend time on
some small talks before the meeting starts because they believe this will improve communication and lay the basis for possible future relationships. Other people place great importance on the events around the discussion of the deal. This is the diffuse approach to negotiation. Examples of people-oriented negotiations may include lunch together, social meetings, etc.
Steps in opening negotiations, creating a constructive atmosphere (small talk) and giving an opening statement
Making inquiry and offers
Three phases of inquiring and offers and how to make inquiry and offers