chapter One--1.pptVIP

Business Negotiation 课程介绍 教学目标： 1. 掌握商务谈判的理论基础（科学性） 2. 了解商务谈判的技巧（艺术性） 3. 熟悉商务谈判领域的英语词汇表达 4. 结合谈判理论，分析案例，模拟谈判 教学安排 教材： 余慕鸿、章汝雯. 商务英语谈判. 北京：外语教学与研究出版社，2005. (主教材) 白远. 国际商务谈判---理论案例分析与实践. 北京：中国人民大学出版社，2002. (参考教材) 安排： 1. 教材共七章，每章结束后布置书面作业一份。 2. 每章中小节后的练习要求学生作为课后练习，自觉完成。 3. 另外，每位同学准备一个谈判案例及技巧分析，在每次上课时安排在课堂上演示。 成绩构成 期末成绩占60% 平时成绩占40% 章节书面作业60% 课堂案例演示20% 课堂纪律10% 课堂问答10% Chapter 1: Principles of Business Negotiation Introduction to Negotiation Principle of Collaborative Negotiation Principle of Interest Distribution Principle of Trust in Negotiation Principle of Distributive, Integrative and Complex Negotiation Introduction to Negotiation Definitions of Negotiation Features of negotiation Negotiation styles Negotiation elements Definitions of Negotiation Negotiation derives from the Latin infinitive negotiari meaning “to trade or do business”. The verb it self was derived from negare meaning “to deny” and a noun otium meaning “leisure”. Thus, the ancient Roman business person would “deny leisure” until the deal has been settled. Definitions of Negotiation Negotiation is the process we use to satisfy our needs when someone else controls what we want. Whenever people exchange ideas with the intention of changing relationships, whenever they confer for agreement, then they are negotiating. Case One 一个被单独囚禁的囚犯整日无所事事。一天，他忽然闻到一种万宝路的香烟味道。他很喜欢这种牌子的烟。原来门廊的卫兵正在吸烟，钩起了他的烟瘾。他用手指轻轻的敲了敲门。卫兵走过来傲慢的说：“你要干什么？”囚犯答道：“请给我一只烟，就是你抽得那种万宝路。”卫兵感到很惊异，囚犯还要抽烟，真是异想天开。他嘲弄的哼了一声，就转身走开了。 Is this a negotiation? Is this a successful negotiation? Case One 这个囚犯却不这么看待自己的处境。他又用手敲了敲门，这次他态度威严。那个士兵吐出一口烟雾，恼怒的扭过头问：“你又想干什么？”囚犯回答道：“对不起，请你在30秒之内给我一只烟；否则我就用头撞着混凝土墙，直到撞得自己血肉模糊，失去知觉为止。当我醒来时，我就说是你干的。也可能当局不相信我。但是，你必须出席每一次听证会，不断证明你是无辜的，你必须填写各种报告---所有这些都是因为你拒绝我一只劣质的万宝路！就一只烟，我保证不再给您添麻烦了。” 结果卫兵从小窗里给他递了一只烟，并替他点上。 Is this a successful negotiation for the prisoner? How did the prisoner achieve his purpose through negotiation? Features of Negotiation Negotiation is for some purpose： motive of negotiation between tw