国际商务谈判英文版分析.ppt

检测要求 熟练掌握国际商务谈判专业知识 熟练运用国际商务谈判策略与技巧 检测内容： (1) Professional Knowledge Quiz (2) Free Talk What should we do to ensure a successful international business negotiation? 评分标准 准确掌握国际商务谈判专业知识 20 熟练掌握国际商务谈判策略技巧 20 熟练运用专业知识与技能自由陈述 20 熟练运用英语表述专业知识与技能 20 熟练运用英语自由陈述谈判专题 20 Free Talking:  What should we do to ensure a successful international business negotiation? 检测内容1： Why do we negotiate? Negotiation is a common＿activity＿＿ that most people probably do it at some point every day. Negotiation is not only common but also essential for dealing with many organizational ＿problems＿＿. 检测内容2： What is successful negotiation? The outcome of negotiation is a result of mutual ＿giving＿ and ＿taking＿＿. One sided concession or compromise can not be called a successful negotiation. 2. Negotiations happen due to the existence of ＿conflict＿＿, however, no negotiations can proceed smoothly顺利进行and come to a satisfactory solution without ＿collaboration 合作＿＿＿ between the participants. 检测内容3： CONFLICTS 1. Contradictions矛盾and interests＿＿利益coexist共存的＿. If there are only contradictions and no sharing of common interests, negotiations become groundless无理由的and unnecessary. 2. Two parties in a conflict will naturally fight for each other’s own interests and make every effort to gain ＿more＿＿＿ from the other side, as a result it will ＿reduce＿＿ gain of interests expected initially. 检测内容4： STAKES The negotiators will have to decide ＿how much of＿ they may gain if they choose option A instead of option B. Negotiators will have to compare and ＿balance＿ the relation between the current interests and long term interests or underlying潜在的desires in order to make decision on ＿satisfactory＿＿ long term interests at the cost of current interests. 检测内容5： Guiding rules Negotiation is a __voluntary_____ activity in the sense that either party can break away from or refuse to enter into discussion at any time. (2)Negotiation does not have to be a