《商务英语综合教程》实训指导书.docVIP

PAGE PAGE 65 实训指导书 International Business Negotiation A negotiation is a meeting or a series of meetings in which the parties need each other’s agreement to reach a specific objective. The fundamental principles of negotiation 1. Negotiation is an element of human behavior. 2. Negotiation takes place only over issues that are negotiable. 3. Negotiation takes place only between people who have the same interest. 4. Negotiation takes place only when negotiators are interested not only in taking but also in giving. 5. Negotiation takes place only when negotiating parties trust each other to some extent. Chapter 1 Negotiation motives and key terminology 谈判动机与关键词语 Negotiation谈判 Conflicts冲突 Stakes利益 Case study: Matsushita Electric Corporation 松下电器公司 ———————————————————————————————————— NEGOTIATION谈判 A successful negotiation must satisfy at least the following conditions: 1. The outcome of negotiation is a result of mutual giving and taking. One sided concession or compromise can not be called a successful negotiation. 2. Negotiations happen due to the existence of conflicts, however, no negotiations can proceed smoothly and come to a satisfactory solution without collaboration between the participants. 3. Negotiation is a behavioral process, not a game; in a good negotiation, everybody wins something. Success isn’t winning everything; it’s winning enough. CONFLICTS冲突 The definition of conflicts states three points: 1. Parties in conflicts are interdependent, which means there remains a kind of relationship developed by interrelated interests and concerns. There would be no conflict if two parties were not interrelated and had nothing to do with each other. 2. Contradictions and interests coexist. If there are only contradictions and no sharing of common interests, negotiations become groundless and unnecessary. 3. Two parties in a conflict will naturally fight for each other’s own interests and make every effort to gain more from the other side, as a resul