商务英语谈判PPT概要1.pptVIP

* Negotiation is a bargaining situation in which two or more players have a common interest to cooperate , butat the same time they have conflicting interests over xeactly hao to share.In other words , the players can mutually benefit from reaching an agreement on an outcome from a set of possible outcomes , but have conflicting interests over the set of outcomes . The Basic Principles of Business Negotiation Principle of Collaborative Negotiation (合作试谈判原则) Principle of Interest Distribution (利益分配原则) Principle of Trust in Negotiation (信任原则) Principle of Integrative Negotiation (双赢原则) Deterrence -based trust (威慑型信任) Calculus -based trust (预计型信任) Knowledge -based trust （了解型信任） Indentification -based trust （识别型信任） The General Procedures of Business Negotiations 1.Non-Task Sounding 2.Creating Value Giving information Getting information 3.Overcoming Barriers to Agreement Bargaining Bargaining strength—refers to the power that one part is able to exert against another. Bargaining rang—refers to the degree of movement that is possible for each party with respect to individual issues on the agenda. Persuasion Promise:A statement in which the source indicates his or her intention to provide the target with a reinforcing consequence which the source antipatea the target will evaluate as pleasant. Recommendation:Astatement in which the source that a pleasant environmental consequence will occur to the goal. Threat:Same as promise,except that the reinforcing consequences are thought to be unlieasant. Reward:A statement by the source that is thought to create pleasant consequences for the target. Punishment:Same as reward,except that the consequences are unpleasant. Commitment:A statement by the source to the effect that his future bids will not go below or above a certain level. Question:A statement in which the source asks the target to reveal information about itself. The main contents of Business Negotiation Inquiry and Repl