商务英语Chapter9.pptVIP

Chapter Nine The Styles of BusinessNegotiation Learning Focus学习要点 1.Realize the importance of Business negotiation style in the negotiating process. 领悟商务谈判风格在谈判过程中的重要性。 2.Master the six behaviors of Chinese Business negotiation style. 掌握中国商务谈判风格的6种行为。 3.Get to know the styles of western negotiators. 了解西方谈判代表的个人谈判风格。 4.Comprehend the differences between Chinese and Western Business English negotiation style.理解中西商务谈判风格的不同之处。 5.Read the text extension and case attentively. 专致阅读拓展课文和案例。 The Styles of BusinessNegotiation Text: The Styles of Chinese Business Negotiation When you negotiate, to what degree should you conduct, what you hope to receive from the negotiation and how should you go about revealing your desires? The answer to a great extent depends on the type of person or country youre negotiating with and the intention you wish them to perceive of you. Its very important that you understand the negotiation style of the person or country youre negotiating with, because that will be yourself. The following are six aspects into how you could negotiate according a determining factor as to how you should represent of Chinese Business English negotiation style and insight to these styles. The Styles of BusinessNegotiation In this section we will talk about six aspects of Chinese Business English negotiation style which describe six primary patterns of Chinese business negotiating behaviors: political，legal social，technical，commercial and strategic aspects. 1 .Political Behavior Political behavior concerns how Chinese business decision-making process is influenced by Chinese politics. 2 .Legal Behavior Legal behavior deals with the Chinese attitude toward contracting and other legal arrangement. The Styles of BusinessNegotiation 3. Social Behavior Social behavior refers to how the Chinese establish trust toward the counterpart through personal contacts and