国际商务英语谈判Chapter 1Basic Concepts.ppt

（5）Negotiation is a social phenomenon and a special embodiment of human relations. 谈判是一种社会现象，是人与人之间关系的特别体现。 （6） Due to mutual contact, conflict and differences in viewpoints, needs, basic interests and action mode, both parties try to persuade the other party to understand or accept their viewpoints and to satisfy their own needs. 由于双方磋商中的接触、冲突、不同观点、需要、根本利益和行为模式的原因，双方都试图劝对方了解或接受自己的观点以达到自己的目的。 (7) Negotiation is at the heart of every transaction and, for the most part, it comes down to the interaction between two sides with a common goal (profits) but divergent methods. 谈判是交易的核心, 通常是双方为了共同的目标(利润) 以不同的方式进行交流。 Language points （8）It can be a very trying process with confrontation and concession. 这是一个既对立又要让步的过程。 (9) Both parties share open information. In this case, both sides sincerely disclose them and listen to the others objectives in order to find something in common. 双方要介绍各自的一些情况。在这方面，双方应真诚的展示产品、认真倾听对方的目的，以求达成共识。 Language points (10) Both parties know that they have common and conflicting objectives, so they try to find a way to achieve common and complementary objectives acceptable to them both. 双方在了解彼此的共同目标和差异后，要试着寻找一条途径弥补差异，最终达到双方都可接受的目的。 (11) Theres no such thing as take it or leave it in international business. 国际商务中不存在“要么拥有，要么舍弃”的事物。 (12) International business negotiation is known as the zero-sum game. One sides gains are directly the other sides losses. 国际商务谈判好似一种零和游戏。一方的收益直接为另一方的损失。 Language points Section Ⅴ Goals of International  Business Negotiation Mini Negotiation ? Task 1 ? Task 2 Mini Negotiation 1. I’ve been calling your office and sending you proposals, and you’ve never responded before. 我打电话、寄商业提案给你，你从来没有回复过。 2. … as you probably know I buy from a selected group of suppliers and don’t, as a rule, deal with new people. 你应该知道我一向都和固定的供货商下单，照惯例，我不和不熟的人做生意。 3. Once I