商务英语Chapter2.pptVIP

Chapter Two The General Procedures of Business Negotiation Learning Focus学习要点 1 .Understand the consequence of non-task sounding. 理解开局前试探的重要性。 2. Master the usual ways to give information efficiently. 掌握有效提供信息的常用方法。 3. Comprehend and use freely the persuasive tactics. 理解并自如运用说服的策略。 4. Find the reason why each should be concerned about the mutual benefits of the relationship. 找出谈判方应关注双方共同利益的原因。 5. Read the text extension freely. 熟读拓展课文。 Chapter Two Text: The General Procedures of Business Negotiation As we know in an international business，the most difficult aspect is the actual conduct of the face-to-face communication. If negotiation situations have not been managed very well，things will go wrong during the meetings. So controlling the steps of negotiation is very important to us. Generally speaking，there are three steps，which are non-task sounding，creating value and overcoming barriers to agreement，at the negotiation table. Chapter Two 1 .Non-Task Sounding This is the first stage in business negotiation，during which the two parties of negotiation should communicate with each other enough fully. The most important point about it is to get to know the real requirement of the other side. So the main skill is to ask the other party questions as many as possible in order that you can master their requirement. x Chapter Two 2. Creating Value This is the middle stage of negotiation. Through the communication from each other, both parties know the necessity of each other, but they are not able to reach an agreement，because they all dont attain the maximum benefit and this is not a perfect plan. So the two parties try their best to search a better solution by bargaining. In this step，we need task-related exchange of information，which includes giving information and getting information. 3. Overcoming Barriers to Agreement Generally speaking，in the negotiation，there