高级职业英语读写教程2 unit 5-Reading and Writing.ppt

Unit 3 Negotiations Section 1 Getting Things Ready Section 1 Getting Things Ready Section 1 Getting Things Ready Activity 2: Read the passage in Section 2 and complete the following paragraph. Section 2 Things to Do Section 2 Things to Do Activity 1 Listen and Write. Section 2 Things to Do Section 2 Read and Think Negotiations 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 negotiators get down to business soon after the introduction, while people-oriented negotiators are more aware of developing a nice relationship and creating a friendly atmosphere. Whatever attitude negotiators have, a negotiating Section 2 Read and Think Section 2 Read and Think communicate in a more positive way. A good many bargaining skills are strongly required, such as exerting pressure, making conditions and even helping others to get what they want in exchange of one’s own interest. The last process in negotiation is to close the meeting. Both parties make summary, agree on certain actions and bid farewell. The result of negotiation is either a “win-lose” or “win-win” situation. “Win-lose” negotiation suggests that there should be a winner and a loser in the game. One party’s benefit comes from the other party’s loss. However, “win-win” negotiation treats negotiation as only a part of an open and long-term relationship. By offering certain concessions, “win-win” negotiation makes benefits for both parties possible.（329 words） Section 2 Read and Think Task 1 Test your problem-solving ability. Find out more about win-win, win-lose, and l