国际商务谈判(英文)-全套课件.pptx
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1、Chapter 1 Fundamentals of International Business Negotiating 第一章第一章 国际商务谈判概述国际商务谈判概述 11 Concepts and principles of negotiation 基本概念与谈判原则 12 Correct understanding of negotiation 对谈判的正确理解 1 3 Stages of negotiation 谈判的几个阶段 14 Psychology in negotiating 谈判的心理Introduction Everybody negotiates all the time
2、, at work, at home, and as a consumer. We can say that since the beginning of time, or since the development of human language, there has been negotiations made amongst humans. Negotiating as a significant social activity is a means of dealing with human relationships and resolving conflicts and has
3、 never been nonexist. On the other hand, negotiation as a product of social competition has got its different meaning and content with the development of the times. 1.1 Concepts and principles of business negotiation What is business negotiation?“Recently two of my sons were squabbling over some app
4、le pie, each insisting that he should have the larger slice. Neither would agree to an even split. So I suggested that one boy cut the pie any way he liked, and the other boy could choose the piece he wanted. This sounded fair to both of them, and they accepted. Each felt that he had gotten the squa
5、re deal.” “fundamental principles” of negotiation: First, “negotiation” is an element of human behavior. Secondly, “Negotiation” takes place only over issues that are “negotiable”. Thirdly, “Negotiation” takes place only between people who have the same interest. Fourthly, “Negotiation” takes place
6、only when negotiators are interested not only in taking but also in giving. Finally, “Negotiation” takes place only when negotiating parties trust each other to some extent. As the stakes in some of these negotiations are not so high, people need not have to get preplans for the process and the outc
7、ome. There are other cases like international business negotiations in which the stakes are too high to be ignored, people have to be more cautious. In negotiations, both parties should know: a. why they negotiate b. who they negotiate with c. what they negotiate about d. where they negotiate e. whe
8、n they negotiate f. how they negotiateCharacteristics of business negotiation Some of the characteristics of business negotiation include: Negotiation is at the heart of every transaction and, for the most part, it comes down to the interaction between two sides with a common goal (profits) but dive
9、rgent methods. These methods (the details of the contract) must be negotiated to the satisfaction of both parties. It can be a very trying process with confrontation and concession. Both parties share open information. In this case, both sides sincerely disclose them and listen to the others objecti
10、ves in order to find something in common. Both sides try to understand each others point of view. Both parties know that they have common and conflicting objectives, so they try to find a way to achieve common and complementary objectives acceptable to them both. Whether its trade or investment, one
11、 side will always arrive at the negotiation table in a position of greater power. That power (e.g., the potential for profit) may derive from the extent of the demand or from the ability to “supply.” The purpose of negotiation is to redistribute that potential. Theres no such thing as take it or lea
12、ve it” in international business. Everything is negotiable. It all depends on the expertise of the negotiators. International business negotiation is known as the zero-sum game. One sides gains are directly the other sides losses. To summarize: no matter what kind of negotiation it is, we can say th
13、at negotiation is a cooperative enterprise; common interests must be sought. Negotiation is a behavioral process, not a game; in a good negotiation, everybody wins something. Its important to realize that while the size of the playing field may vary from venture to venture, the overriding concept re
14、mains the same: Success isnt winning everything, its winning enough.The basic principles of negotiation (1) Equality principle (2) Sincere cooperation (3) Keep it flexible and fluid 1.2 Correct understanding of negotiation 1.2.1 Conflict1.2.2 Key aspects of negotiation1.2.3Tips for a successful inte
15、rnational business negotiation mission1.2.4 About translators in international business negotiation 1.3 Stages of negotiation Pre-negotiation Face-to-face negotiation Post-negotiation 1.4 Psychology in negotiating The need theory One of the key theories about “People at work” is Maslows “hierarchy o
16、f human needs”. Maslow suggests that human beings take actions in order to satisfy essential needs. He classifies human needs under five main headings: (1) Physical or survival needs (2) Security and safety needs (3) Social needs (4) Ego or esteem needs (5) Self-realization needs Need theory and neg
17、otiating (1) Survival needs and negotiating (2) Security needs and negotiating (3) Social needs and negotiating (4) Ego needs and negotiating (5) Self-realization needs and negotiatingPractical Sentences Welcoming and IntroductionsOn behalf of ABC Company, I am very glad to welcome you to our head o
18、ffice.Well, Im delighted to welcome you all to our processing plant here in Shanghai.How was the weather when you left home?How was the flight over?Is everything OK with the hotel?Shall we just go round the table, making sure we all know each other?Mr. Smith, would you like to introduce your team?Le
19、t me introduce you to Marion Billis. She is our key Account Manager.I think wed better get started now. Weve got a very full agenda. Now, the first thing we really need to do today is coming up with some firm proposals.Fill in the banks. 1) Negotiation is an element of _behavior. 2) Negotiation take
20、s place only over issues that are_. 3) Negotiation takes place only between people who have the same_. 4) Negotiation takes place only when negotiators are interested not only in taking but also in_. 5) Negotiation takes place only when negotiating parties _each other to some extent.True or false. N
21、egotiation depends on communication. In a good negotiation, everybody wins something. Both sides should try to understand each others point of view before making a decision. There is such case as take it or leave it” in international business. In the bidding stage each is negotiating towards the bes
22、t advantage. The stages of the negotiation always follow one another in sequence. When negotiating, representatives or negotiators represent their own but often others interest. Being close or friendly with the other side may bring about the best outcome. International negotiations often require the
23、 use of translators to attain this goal. When counterparts are speaking, negotiators should look at them but not the translators. Put the following into English. 1)你的立场有磋商的余地吗? 2)我肯定还有商量的余地。 3)在我们开始谈判之前,你要先出个价才行。 4)我们可以把它也列入议程。 5)在我们开始之前,有人想要什么饮料吗? 6)看看我还能尽些什么力。 7)要是我能做到的话,我一定会做。 8)我知道我可以拜托你。 9)这次会议
24、的结果我们都会是赢家。 10)我会尽量使你满意。 KeyAre you negotiable?Im sure there is some room for negotiation.Before we have anythingto negotiate, you have to make me anoffer.We could add it to the agenda.Would anyone like something to drink before we begin?See what I can do.I would if I could.I know I can count on you
25、.Well come out from this meeting as winners.Ill try to make you happy.Question What is meant by “negotiation”? How would you define “negotiation”? Chapter 2 Proper Behaviors in International Business Negotiations 第二章 国际商务谈判中的正确行为举止 Assumptions假定 Listening听 Talking说 Inquiring问 Observing观察Introduction
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