国际商务谈判内容资料.ppt

Business English商务英语;Course Objectives教学目标;Objectives;Course Format课程形式;主要内容;Subject安排;Part One第一部分;Negotiation;Negotiation defined: 谈判的定义 A means of getting what you want… back and forth communication and moves about agreement; It is about creating value through agreements… whatever people find useful or desirable: dollars, utility, happiness, etc.; It is about differences and handling differences of interests, which are often a mixture of common and opposed. a mixed-motive enterprise that simultaneously tests a person’s ability to cooperate and compete. ;Some History谈判学的发展 三本重要的书籍 A revolution occurred in the early 1980s in US business schools: the development of a management education curriculum designed around negotiation behavior and decision making. This coincided with the publication of 3 books: Howard Raiffa’s The Art and Science of Negotiation (1981), Roger Fisher’s Getting to Yes (1981), and Dean Pruitt’s Negotiation Behavior (1981). ;The Books 主流教材;This Negotiation Class谈判的教学;;;;;;;;A few, fundamental negotiation terms术语;The Game of Chicken;A few, fundamental negotiation terms术语;ZOPA;Even-split plot;Even-split plot;Contingent agreement;Anchoring effect;Anchoring effect;Power-right-interests;;;;强力;权利;利益;;Part Two第二部分;(1200, 0);ACME;Part Three第三部分;Self-assessment Test;Bargaining style assessment;Bargaining style assessment;Record Your Results Add up all you A, B, C, D, E answers, and put totals below: A_____ B_____ C_____ D_____ E_____ ;;Part Four第四部分;A thought experiment;A thought experiment;The offer;Understand the rule?理解规则了吗？;Your strategy?你的战略？;Think and write down想一想，写下来你的想法;Avoiding躲避型;Avoiding;Avoiding;Compromise折中型;Compromise;Compromise;Compromise;Accommodation妥协型;Accommodation;Accommodation;Accommodation;Competitive竞争型;Competitive;Competitive;Competitive;Collaborative or problem solving合作型;Collaborative or problem solving;Collaborative or problem solving;Collaborative or problem solving;Collaborative or problem solving;A strong inclinatio