chapter_1_negotiation概要1.ppt

Foreign Trade Negotiation外贸谈判 By: Benjamin Chen Unit 1 An Overview of International Business Negotiation 谈判概述 Main contents 1 Course Introduction 2 Definition and Features of Negotiation. 3 Forms of Negotiation. 4 Nature and Core of Negotiation Course introduction See the syllabus 1.1 Your marks from: 用英语解释名词（5） 占10% 单选题（10） 占20% 名词或短语翻译成汉语（5） 占10% 英译汉或汉译英（5） 占20% 谈判案例分析与问答题（4） 占40% 1.3 Teaching method 1.4 How to learn 2 Definition and features of negotiation Negotiation Business Negotiation International business negotiation 2.1 Negotiation Definition: Negotiation is the process of communicating between both parties back and forth for the purpose of reaching an agreement. 协调关系：朝美关系 满足各自的需要：小孩子要东西，商品-金钱 通过协商：谈判+沟通 达成意见一致。 Case One 一个被单独囚禁的囚犯整日无所事事。一天，他忽然闻到一种万宝路的香烟味道。他很喜欢这种牌子的烟。原来门廊的卫兵正在吸烟，勾起了他的烟瘾。他用手指轻轻的敲了敲门。卫兵走过来傲慢的说：“你要干什么？”囚犯答道：“请给我一支烟，就是你抽得那种万宝路。”卫兵感到很惊异，囚犯还要抽烟，真是异想天开。他嘲弄的哼了一声，就转身走开了。 Is this a negotiation? Is this a successful negotiation? Case One-Further Story 囚犯又用手敲了敲门，这次他态度威严。那个士兵吐出一口烟雾，恼怒的扭过头问：“你又想干什么？”囚犯回答：“对不起，请你在30秒之内给我一支烟；否则我就用头撞着混凝土墙，直到撞得自己血肉模糊，失去知觉为止。当我醒来时，我就说是你干的。也可能当局不相信我。但是，你必须出席每一次听证会，不断证明你是无辜的，你必须填写各种报告——所有这些都是因为你拒绝我一支劣质的万宝路！就一支烟，我保证不再给您添麻烦了。” 结果卫兵从小窗里给他递了一支烟，并替他点上。 Features of Negotiation Negotiation is for some purpose： motive of negotiation between two or more parties： 1. there is something you want from others 2. a process of information transfer 3. unpredictability of the result The result is based on free will of the parties: the art of persuasion Motive of Negotiation Needs and wants are the motives for negotiation. The more your opponent wants from you, the more likely you will succeed. Analysis of Case One: Initially, the need for a cigarette urged the prisoner to negotiate, but the guard has no need from the prisoner, so he refused to negotiate. In order to achieve his purpose, the prisoner created a need for the guard to negotiate with him. Conflict A Con