商务谈判65201.docVIP

Language Skills in Negotiation 1.1 What is Negotiation?(P4) Negotiation is a discussion aimed at reaching an agreement. 1.2 Four Main phases of Negotiation.(P2) There are four main phases of negotiation listed below: The preparing phase 预备阶段 The debating phase 争论阶段 The proposal phase 建议阶段 The bargaining phase 讨价还价阶段 1.3 Four Stages of Business Negotiation.(P4) Business negotiations proceed through four stages: non-task sounding 开局前的试探 task-related exchange of information 交换与谈判目标有关的信息 persuasion 说服 concessions and agreements 让步与同意 1.4 Some issuers that Chinese Corporations and Negotiation Need to Address.(P6) There are at least two differences in the way of business communication between Chinese and American Businessmen: Chinese businessmen tend to have business negotiation in a rather indirect manner, as opposed to the direct manner of American businessmen. The decision-making process of Chinese companies is generally both slow and time-consuming. On the other hand, American companies usually operate with quick decision made by the top management. 2.Decision-Making Types of Chinese and American: Most Chinese companies keep to the bottom-up, then top-down and then bottom-updecision -making principle which involves many people at different levels. American-type, or the top-down,management emphasizes efficiency and competition among workers, but it often frustrates many workers. 3.Work Ethic of Chinese and American: Chinese work ethic is based on social pressure and community belonging,the American work ethic seems to be more individual oriented. Summary of Different Business Communication Styles between CA 1.5 Chinas Foreign Trade Policy.(P55) In developing our foreign trade relations with other countries, China still follow the principle of equality, mutual benefit and exchanging what one has for what one needs(平等互利，互通有无） P52 第九题 Counter Trade 対销贸易 是指在互惠的前提下，由两个或两个以上的贸易方达成协议。规定一方的进口产品可以部分或全部以相对的出口产品来支付。 対销贸易不同于单方面的进口或出口，实质上是将进口和出口结合起来的贸易方式，体现了互惠的特点。 対销贸易的主要形式： 易货贸易