1internationalbusinessnegotiation.pptVIP

International Business  Negotiation 2010 32 hours Requirements for the course Be on time for class No mobile phones in class Homework in time Make progress in negotiation Arrangements for the course Written work 1. Exercises 2. Internet surfing, book reading reports 3. case analysis Oral work 1. Questions answers 2. Oral presentation 3. Group work 4. case analysis Arrangements for the course Evaluation : 1. Presentation 30% 2. Oral presentation/group work 20% 3. 2 papers 25% 4. Simulation of negotiation 25% Contents Introduction to BN Principles of BN Categories of BN Phases of BN Modules of BN Strategies Tactics of BN 7. cross-cultural Negotiation Negotiation Procedure Structure Negotiation Lubrication Negotiating Power Related Factors Win-win Concept Collaborative Principled Negotiation Law of Interest Distribution Law of Trust Personal Style Negotiation Modes Culture Patterns VS Negotiation Patterns Reference books to recommend 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. 国际商务谈判 Jefferey Curry 上海外语教育出版 2000 国际商务谈判（中英文） 白远 中国人民大学出版社 2002 Getting to Yes—Negotiating Agreement without Giving In Roger Fisher 外语教学与研究出版社 2005 商务沟通 徐宪光 外语教学与研究出版社 2005 商务谈判英语 丁衡祁等 对外经济贸易大学出版社 2005 商务谈判实训 中国劳动社会保障出版社 2005 国际商务谈判 刘园 对外经贸大学出版社 2006 国际商务谈判 袁其刚 高等教育出版社 2007 新世纪谈判全攻略 刘必荣 机械工业出版社 2008 商务谈判理论与实务 王福祥 科学出版社 2008 国际商务谈判（英语）宋格兰 高等教育出版社 2009 Unit 1 Negotiation Motives key Terminology What do you know about negotiation? Mom’s bargaining at the free market Discussion about bedtime with your roommate Asking your boss to raise your salary The bookseller sold you three books at the price of two. Negotiation between 2 or more units Negotiation between 2 or more countries What do you know about business negotiation? Reasons Preparation Strategy skills Process result Unit 1 Negotiation Motives ke