最好国际商务谈判教案授课教师们福气.docVIP

某某学院教师授课教案课程名称国际商务谈判上课时间2010年3 月3日1-2节课 题Unit 1 Preparing the ground教学目的Learning negotiation preparation items, including motives and key terminology.教学重点agreeing objectives, strategy and roles教学难点Strategy arrangement教学方法Instruction 教 学 内 容 提 纲kinds of business negotiation classified by scale of participatorsOne-on-one negotiation only 1 person from each side－ when to use it: ① the 2 parties have long relationship, be familiar to each other with clear transaction terms;② between salesman and customer, who has the right to decide ③ renew the contract with few changes④ details in big negotiation.－ most difficult kind－ advantage: flexible; quick decision; avoid to expose bad cooperation; good to keep secret.collective negotiation 2 or more people from each side classified by venuehome court negotiationaway ground negotiationneutral place negotiation classified by ways of proceedingvertical negotiation: solve the problem one by one for small and simple negotiation, especially when the 2 sides have cooperated beforelateral negotiation: solve the problem one by one at the beginning, when there is a difference in opinion for an item, put it away and go to next one. Repeated the method until all the problems are solved. for big or multilateral negotiation.basic pattern of business negotiation “win-lose” style: more conflicts than cooperation, with obvious win and lose. “win-win” style: each party benefits from the negotiation.advantage: ① to enhance the loyalty of each other; ② good guarantee to increase efficiency; ③ beneficial to renew the marketing concept.evaluation criteria of business negotiationif the negotiator’s needs are satisfiedif the negotiation is efficient: negotiation efficiency: contrast between cost and gain; cost includes 3 parts: ①difference between the expected profit and real profit; ② sum of all resources consumed for the negotiation, including manpower, materials, financial resources and time;③ opportunity cost.if the neg