国际商务英语谈判Chapter 2Principles.ppt

Principles of Business Negotiation Chapter 2 Learning Focus 1 2 3 4 5 Master the basic principles of negotiation Master the Principle of Collaboration Negotiation Master the Principle of Trust in Negotiation Master the Principle of Interest Distribution Master the Win-Win Principle Lead-in：Case Study 1.What is the dispute between the Chinese manufacturer and American importer? 2. For this dispute, what is the position of the Chinese manufacturer? and American importer? 3. How to solve this conflict? 4. What do you learn from this case? 1. Negotiation takes place within the context of Common Interests ，Conflicting Interests, Compromise and Criteria or Objectives. 2. In modern negotiation, equality and mutual benefit is a very basic principle. 3. Negotiation takes place within the context of an environment composed . Section I 1.What is the important things of Business Negotiation? 4. Negotiators must develop a broad perspective that includes the larger context within which they negotiate. 5. Over time, the four Cs change and the information. 6. The unique characteristic of international versus domestic business negotiations Section I 1.What is the important things of Business Negotiation? 2.The four components of business negotiation Separate the People from the Problem √Develop empathy: We put ourselves in their shoes; We avoid blaming them for our problems; We help them participate in the process. √Manage emotions: We allow them to let off steam;We do not overeact to emotionalout bursts √Communicate: We listen and summarize what we hear; （2）Focus on Interests, not Positions √ Identify the self-interests： Explore and recognize the interests of the other party that stand in your way；Examine the different interests of different people on the other side；Respect your counterparts as human beings and recognize ； Be specific. Demonstrate your understanding of the other party’s interests ； √ Discuss the problems