(经贸英语文章选读)Unit 14 Negotiation.ppt

Unit 14 Negotiation Contents Teaching Aims After studying this unit, you are required to 1. Have a general idea of the process of negotiation in the business activities. 2. Understand the ways to become a successful negotiator. 3. Understand the power of silence in a negotiation 4. Master the difficult words and expressions. Text A How to Be a Good Negotiator Introduction to Negotiation Definitions of Negotiation Features of Negotiation Negotiation Styles Negotiation Elements Definitions of Negotiation Negotiation derives from the Latin infinitive negotiari meaning “to trade or do business”. The verb it self was derived from negare meaning “to deny” and a noun otium meaning “leisure”. Thus, the ancient Roman business person would “deny leisure” until the deal has been settled. Negotiation is the process we use to satisfy our needs when someone else controls what we want. Whenever people exchange ideas with the intention of changing relationships, whenever they confer for agreement, then they are negotiating. Case One 一个被单独囚禁的囚犯整日无所事事。一天，他忽然闻到一种万宝路的香烟味道。他很喜欢这种牌子的烟。原来门廊的卫兵正在吸烟，钩起了他的烟瘾。他用手指轻轻的敲了敲门。卫兵走过来傲慢的说：“你要干什么？”囚犯答道：“请给我一只烟，就是你抽得那种万宝路。”卫兵感到很惊异，囚犯还要抽烟，真是异想天开。他嘲弄的哼了一声，就转身走开了。 Is this a negotiation? Is this a successful negotiation? Case One-Further Story 囚犯又用手敲了敲门，这次他态度威严。那个士兵吐出一口烟雾，恼怒的扭过头问：“你又想干什么？”囚犯回答：“对不起，请你在30秒之内给我一只烟；否则我就用头撞着混凝土墙，直到撞得自己血肉模糊，失去知觉为止。当我醒来时，我就说是你干的。也可能当局不相信我。但是，你必须出席每一次听证会，不断证明你是无辜的，你必须填写各种报告——所有这些都是因为你拒绝我一只劣质的万宝路！就一只烟，我保证不再给您添麻烦了。” 结果卫兵从小窗里给他递了一只烟，并替他点上。 Features of Negotiation Negotiation is for some purpose： motive of negotiation between two or more parties： 1. there is something you want from others 2. a process of information transfer 3. unpredictability of the result The result is based on free will of the parties: the art of persuasion Motive of Negotiation Needs and wants are the motive for negotiation. Needs from the other is the motive of negotiation. The more your opponent wants from you, the mor