商务英语谈判chapter1学习课件.pptVIP

Chapter 1 Basic Concepts of Business Negotiation Contents 1. Motivation of Business Negotiation Why do human beings negotiate? Economics: to study alternative way to use scarce and limited but productive resources to produce goods and services to satisfy man’s unlimited demand. Conflicts Between natural resources Between human beings Settlement Military method Peaceful method——Negotiation 2. Implications of Business Negotiation Business negotiation is a bargaining situation in which two or more players have a common interest to cooperate, but at the same time have conflicting interests over exactly how to share. 3. Elements of Business Negotiation A process of information exchange between two sides Two parties are counterparts of matched qualification and rather independent Both parties try to persuade the other party to accept their viewpoints Elements of Business Negotiation contain: It is an element of human behavior and depends on communication It takes place only over negotiable issues It takes place only between people who have the same interest It takes place only when negotiators are interested not only in taking but also in giving It takes place only when negotiating parties trust each other to some extent Basic questions in the negotiation Why they negotiate; Who they negotiate with; What they negotiate about; Where they negotiate; When they negotiate; How they negotiate. Exercises 4. Characteristics of Business Negotiation Two parties interact with each other with a common goal but divergent methods. A process with confrontation and concession. Both parties share open information. Both sides try to understand each other’s point of view. Finding a way to achieve common and complementary objectives. Everything is negotiable. Zero-sum game. Case Study 5. Types of negotiation Distributive Negotiation A negotiation in which the parties compete over the distribution of a fixed sum of value. The key question in a distributive neg