UNIT 2 Enquiry and Offer 英语谈判口语课件.ppt

c YOUR SITE HERE LOGO c 英语谈判口语UNIT 2 Enquiry and Offer 北京大学出版社 主编：刘玉玲 Unit 2 Enquiry and Offer A Glimpse of Negotiation Strategy The Two Most Important Kinds of Bargaining: Distributive (win-lose) vs. Integrative (win-win) Distributive (also called competitive, zero sum, win-lose or claiming value): ---One side “wins” and one side “loses.” ---There are fixed resources to be divided so that the more one gets, the less the other gets. ---One person’s interests oppose the others. ---The dominant concern in this type of bargaining is usually maximizing one’s own interests. ---Dominant strategies in this mode include manipulation, forcing, and withholding information. YOUR SITE HERE Unit 2 Enquiry and Offer Integrative (collaborative, win-win or creating value): ---There is a variable amount of resources to be divided and both sides can “win.” ---Dominant concern here is to maximize joint outcomes. ---Dominant strategies include cooperation, sharing information, and mutual problem solving. This type is also called “creating value” since the goal here is to have both sides leave the negotiating feeling they had greater value than before. It needs to be emphasized that many situations contain elements of both distributive and integrative bargaining.. For example, in negotiating a price with a customer, to some degree your interests oppose the customer (you want a higher price; he wants a lower one) but to some degree you want your interests to coincide (you want both your customer and you to satisfy both of your interests-you want to be happy; you want your customer to be happy) YOUR SITE HERE UNIT 2 Enquiry and Offer II. Some Knowledge about Business If a foreign company is interested in buying the exporter’s products, negotiation should be organized. Business negotiation plays a very important role in the conclusion and implementation of a sales contract. It has a great? Bearing on the economic interest of the parties concerned? No matter what way