商务英语谈判1st资料汇编.pptVIP

Hold fast to dreams For if dreams die Life is a broken-winged bird That can never fly. Hold fast to dreams For when dreams go Life is a barren field Frozen only with snow;To the Moon— by Percy Bysshe Shelley;To the Moon— by Percy Bysshe Shelley;五、成绩组成; 1. 语言素质（language competence ） 2. 文化素质（cultural quality） 3. 心理素质（psychological traits） 4. 思辩能力（speculative thinking ability） 5. 交际能力（communicative capability） 6. 道德修养（moral integrity ）;三、教学内容与资源;三、教学内容与资源;※商务谈判实务篇 1）商务谈判的准备（背景调查、组织准备、计划制订） 2）商务谈判的过程（开局阶段、磋商阶段、结束阶段） 3）商务谈判的环节（询价与答复、报盘与还盘、接受与签订合同） 4）商务谈判的类型（货物／服务销售谈判、投资谈判、技术转让谈判）;1. /hnp/ 2./index.php?do=star 3./digest/harvard.htm 4./nr/ 5.www.E 6.www.FCI.com 7. 8. Yale Open Courses--Game Theory;四.教学安排;　　　1.期末考查（占50%-）： 要求完成一份详细的模拟商务谈判计划书，掌握学到的主要的理论知识;分析案例的能力;使用英语进行相关的商务谈判与写作。 　　　2.Presentation (占20%） 　　　3.模拟谈判（占20%）：要求分组就特定案例进行模拟谈判 　　　4.出勤率与作业（占10%）;Principles of Business Negotiation;What is negotiation?;;;What is negotiation?;;Definitions of Negotiation;Definitions of Negotiation;Gerard I. Nierenberg ;Definitions of Negotiation;Negotiation includes:;Case study-(1);Case One-Further Story;Features of Negotiation;Motive of Negotiation ;Forms of negotiation;Negotiating Styles VS Degrees of AC;Arts in Negotiation;Art of language use;Skills in communication;Principle of collaborative negotiation;Win-win negotiation;Reference ;Implications;Case Study;Features of Collaborative N.;Disadvantages;Principled Negotiation ;Separate the people from the problem; Form up accurate perception;Persuasion with “Yes”;;“interest” and “position”;Case study;Two different ways;Invent options for mutual gain;; Case study;;Insist on Using Objective Criteria;The guidelines A fair procedural standard Discuss with the other party ; Integrative Bargaining;Distributive bargaining;Homework ;小小的便签