unit 5-Negotiation专用课件.pptVIP

Unit 5 Negotiation negotiation: (n.) talk/dialogue (n.) negotiate: (v.) negotiate with sb. about sth. negotiator: (n.) negotiating: (adj.) party: (n.) （谈判）一方 Section 1 Getting Things Ready Section 1 Getting Things Ready Language Study ★ bargain: (v.) 谈判，讨价还价 e.g.她与小贩讲价钱。 She bargained with the vendor over the price. e.g. The trade union bargained that its members should have another weeks holiday. 工会提出其会员增加一周假日的要求。 Language Study ★ conflict: 冲突，争端（指双方坚持已见、互不妥协，怀有敌意的争论，多暗示分歧极为严重，有时用语言无法解决，只得诉诸武力） e.g. 自上个世纪以来，阿拉伯国家(Arab) 和以色列 (Israel)一直存在冲突。 There has been continuing conflict between Arab countries and Israel in the past century. ★ dispute: 争议（普通用词，侧重指长时间，言词激烈，针锋相对的争辩） e.g. After a long dispute, he at last made a concession to me. 经过长时间的争论，他终于对我让步。 Section Two Things to Do Activity One Listen and Write Section 2 Things to Do Process of Negotiation Negotiation is a dialogue intended to resolve disputes, to produce an agreement upon courses of action, to bargain for individual or collective advantage, or to craft outcomes to satisfy various interests. Negotiation can be divided into five phases: Introduction Presenting one’s proposition（表明立场） Bargaining Compromising（让步） Making an agreement Section 2 Things to Do Negotiation Skills There are some very good negotiation skills and the most effective are as follows: Friendly environment Solving disputes: Hiding one’s emotions Introduction (Para. 1) Negotiation Negotiation is a dialogue among nations, companies, non-profit organizations or individuals. It aims at solving disputes and producing agreements through a series of bargaining. It is carried out by negotiators on behalf of different parties and it goes through a series of processes. Negotiation begins by making clear the objectives, roles and communication skills of one’s own party. Such preparations are required in the opening introduction. Task-oriented negotiator