商务英语谈判lecture 1.pptVIP

Business Negotiation English Objectives 1. Introduce the students to the main principles of business negotiation. 2. The students get familiar with the types of negotiation. 3. A detailed study of one negotiation method---principled negotiation. 4.Case Study 5.Simulated negotiations Chapter 1 Principles of Business Negotiation: What is negotiation? ----the process we use to satisfy our needs when someone else controls what we want. (Robert Maddux) ----Whenever people exchange ideas with the intention of changing relationships, whenever they confer for agreement, then they are negotiating. (Gerard I. Nierenberg) Definitions: ----the ability to deal with business affairs, ----to arrange by discussion the settlement of the terms, ----to reach agreements through treaties and compromise, ----to travel through challenging territory. consultation,bargaining, mediation, arbitration, and litigation 2. When do people negotiate? ---where to go for dinner ---which movie to watch ---how to split household chores, etc ---whether to buy a computer ---who to have the first apple Practice: Please check off the following situations that represent negotiations. Purchasing a computer at a department store. Deciding with the family where to go for the weekend. Bidding for a second-handed car. Deciding how the house will be cleaned up. Borrowing a musical instrument from a friend. Selecting a contractor to build a new kitchen. Deciding whether to stay late at work to finish up a project. 8. Getting an extension on your unfinished assignments. 9. Making up, or rebuilding a relationship with someone you love. 10.Deciding on a date for the next meeting with your customer. 11.Getting a child to go to bed. 12.Picking a successor for the CEO of a company where you are on the board. 3. Types of negotiation: Competitive style: To try to gain all there is to gain. Accommodative style: To be willing to yield all there is to yield. Avoidance style: To try to stay out of negotiation. Typ