商务英语重点.docVIP

第一章 Basic points about BN 1.Negotiating Subject 2. Negotiating Object 3. Negotiating Aim Intention Reciprocity Negotiating Basic Character of BN Business Negotiation: Profit Intention Equality Profit Veracity Strictness 商务谈判基本特征： 以追求经济利益为目的 追求平等互惠 注重合同的准确性和严密性 The principles of BN 1.Intention 2. Free Will 3.Equality 4. Flexibility 5.Sincerity 6.Double Win 7.Hearken 8.Legal 商务谈判的原则 诚信原则 双赢原则 倾听原则 合法原则 Contents of NB :1 . Economic Activity 2. equality and reciprocity 3. Legal Activity P·D·V·MarshNegotiate Stucture Pattern P·D·V·马什的谈判结构模式谈判计划准备阶段 谈判开始阶段，谈判过渡阶段(对谈判开始阶段的回顾、总结)实质性谈判阶段交易明确阶段，Close谈判结束阶段英国谈判学家比尔·斯科特独特的“谈判技巧理论谋求一致 皆大欢喜以战取胜 “囚徒困境Prisoners Dilemma”false错误感知apperceive Mind-set心理定势 HaloEffect 晕轮效应 Selective-Apperceive 选择性感知 Casting-Effect投射效应 第二章 Triology of BN Claiming Value申明价值 Creating Value创造价值 Overcoming barriers to agreement克服障碍 Step1---Team Setup （NEGCOM）筛选人员，组织队伍 LSS: leadership and spokesperson skills CLA: clear thinking and analytical ability COM: communication skills, being articulate INS: insightfulness, reading the mind of others STR: strategic thinking NEG: negotiation and bargaining skill IMM: socialising abilities with foreigners and strangers Dream Team : Have a learning and problem-solving attitude, diverse business competencies ---legal,financial,marketing,technology,production,enginering,etc. Be ready for any challenge, Not being aggressive or defensive Being composed and confident. 1.Basic human needs underlie all negotiation. so 搕heory攕ays, if you understand the 搉eed? you can shape your offer to it most precisely. 2.In reality,it is difficult to discover what the particular need are in each case.Asking “why”will rarely give you the ture anwser,often because people themselves have not thought about it,or they have reasons to be secretive. 3.If a negotiator uses any kind of pressure or threat of intimidation to try to induce agreement by the other side,it