国际商务谈判课件1.pptVIP

引子1(introduction one) 谈判在日常生活中随处可见，事实上人们每天都在进行着谈判。 Negotiations take place in our routine life and occur everywhere 例1：上街买菜、到个体商店买衣服等 例2：在家里为做家务事与父母兄弟协商 例3：同学在宿舍里出现矛盾而进行协商。 例4：房屋拆迁与拆迁公司就补偿进行谈判 例5：工商企业从国内外采购原辅材料 例6：中国加入WTO的谈判； 例7：中国商务部就中欧纺织品的反倾销谈判 例8：朝核六方谈判与伊朗核危机谈判等 Example 9: Copenhagen climate talks pertain to the global climate warm tendency OR trends 引子2(introduction two) 我们来做一个实际案例演练(practice for bargaining)： 请两位同学上台，一方是卖衣服的个体老板，另一方同学要去买一件时装。假设衣服的进货价100元；而老板开价400元；买衣服同学心理成交价位在150元。试演练价格谈判的过程。 Pls perform the whole procedure for cloths bargaining. Talking about the difference between” bargaining” and “negotiation “ 案例演练总结(summary) 1、总是让对方先自己降低价格。 Always price reduction by his opponent 2、讨价过程中“事不过三”原则。 Never exceed three during bargaining 3、讨价过程中不断找出不同理由。 Finding out the different reasons during bargaining 4、还价要低，出价要高。 Counteroffer with lower limitation ,as offer with higher limitation 案例演练总结(summary) 5、要善于在谈判中说服对方。 To be good at persuading opponent during the negotiation 6、有时要欲擒故纵 playing hard is necessary sometimes 7、抬价压价策略的运用 Applying the strategy of high ball and low ball 8、要善于对标的挑缺点。 Critical attitude towards the objects 1. Concept of Negotiation Relevant reading material 1 Introduction to Negotiation Then tell us “What is negotiation?” in your opinion? Next pls read some listed definition (定义) of “negotiation” by authorized (权威) scholars Compare the difference between your definitions and scholars’ What’s about negotiation Nierenber state:Whenever people exchange ideas with the intention of changing relationships ,whenever they confer for agreement, then they are negotiating. negotiation takes place between human beings. It is the most common form of social interaction. “ the ability to deal with business affairs;to arrange by discussion the settlement of term ;to reach agreements through treaties and comprise, and to travel through challenging territory. All of these suggest a purposeful effort to resolve problems through talking a