1.国际商务谈判Chapter_One.pptVIP

Business English for Negotiation Preface Chapter One: Preparation for N. Chapter Two: Structure and Sequence of N. Chapter Three: Negotiation Tactics / Strategy Preface: Introductory Knowledge I. buyer/seller bargaining on the price mobility, different price, mutually satisfying agreement, own purpose, concession a. Two elements i. cooperation: mutual interest ii. conflict: interest opposed argued b. Two direction i. hold on or lose all ii. give in lower reward c. adjust themselves by exchanging ideas on common interest; neither wholly satisfied; for both more beneficial. d. integral part of business activity. N. do not isolate – in the course of selling providing service. N. a tool to get profit. e. time scale: 1) N.or’s preparation for N. first contact. 2) reach agreement – common interest operated during 3rd period — may cause further N. 3) extended period: both sides — continue co. ※ agreement disciplines both sides, if cooperate, effect of bargain — limited, in the long run, unfair—correct. f. measure of success: not—achieve max. profit but—successful operation of trade. “Good begun is half done.” Preparation / vital for the highest level of success. II. The definition of N. Gerard I. Nierenberg, author of the first book on the formalized process of N, The Art of N.ing, stated, “ Whenever people exchange ideas with the intention of changing relationships, whenever they confer for agreement, then they are N.ing.” In modern sense—in book The Roots of Sound Rational Thinking “the ability to deal with business affairs, to arrange by discussion the settlement of terms, to reach agreements through treaties and compromise, and to travel through challenging territory. ” -suggests a purposeful effort to resolve problems through talking and intellectual control. 　Including consultation, bargaining, mediation（调解）, ar