世纪商务英语综合教程4 3 Unit3.pptVIP

尚辅网 尚辅网 尚辅网 Unit 3　Negotiation Text B 尚辅网 Unit 3　Negotiation Guided Presentation 1 Retelling Part 1 Blank Filling Complete the following summary with missing information. 　　The best alternative to a negotiated agreement or BATNA is the _________________ taken by a party to obtain the same value as expected. It should be _________ before the start of negotiations, and persisted in the course of negotiation, otherwise, there is no _____ in proceeding. So it’s essential to _______________ all considerations and accurately ______them except for those not easily __________ and ___________ factors. BATNA is used as a safety net as well as a point of ________in negotiations. the course of action ascertained point take into account valued measurable quantifiable leverage 尚辅网 Unit 3　Negotiation Guided Presentation 1 Retelling Part 2 Retell the main idea of the passage with about 80 words. The information above will be for your reference. 尚辅网 (　) (　) Unit 3　Negotiation Guided Presentation 2 Decide whether the following statements are True or False. According to negotiation theory, BATNA means another agreement that will be reached by a party if the current negotiation fails and an agreement cannot be reached. Before the start of a negotiation, the parties should have ascertained their own individual BATNA. To ensure the deals are accurately valued, all the considerations that should be taken into account are usually measurable definitely. BATNA is seen in negotiation fields merely as a safety net. Most managers overestimate their BATNA. F T (　) F (　) F (　) T 尚辅网 Unit 3　Negotiation Guided Presentation 3 Group work: Could you find some background information about Roger Fisher and Bill Ury and their book Getting to YES? And then share with your classmates about your collection. 尚辅网 Unit 3　Negotiation Real Life Practice Make a dialogue with your partner according to the situation and clues given below. Situation 　　Your partner, the manufacturer of the shirts you are interested