谈判10.ppt

English for International Business Negotiation Module Convenor: Yong Yen Course Details Module Name: English for International Business Negotiation Module Convenor: Yong Yen (严 勇) Mobile Phone: (664967) E-mail: yanyong992@ Office : Division of international economics and trade, Building 13 Lecture Slides Download from: negotiation_2@126.com password:111111 Objectives With the accelerated development of regional and global economy ,no doubt, it involves in more and more international /transnational business activities. Many transnational and multinational companies are in a great demand of talents with business negotiation skills. This course aims to provide students with an in-depth understanding of the related theories and skills of international business negotiation. Course Structure Section1:Introduction of Business Negotiation (Chapter 1) Section2:Pre-negotiation Section3:At the negotiation Section4:Post-negotiation:Contract (Chapter 10) Chapter 1 An Introduction of Business Negotiation Getting-in: What is business negotiation? How can people be a good negotiators? Four Main Phases of Negotiation: (1). The Preparing Phase ——work out what you want (2). The Debating Phase —— find out what the other side wants (3). The Proposal Phase ——suggest some of the things you could trade, offer or concede (4). The Bargaining Phase ——indicate what it is you will actually trade, offer or perhaps concede EXERCISE 1.If your price is reasonable and quality is high, we will order 5,000 pieces at once 2.I’m sorry that is our rock-bottom price. If you find it unworkable, we have no choice but to call the deal off. 3.I can let you have orders for at least 6,000 cases. 4.May I have an idea of your mode of payment? Ten Rules for Negotiation: Find out how many points are to be discussed Start