商务英语谈判2.pptVIP

Business Negotiation English Objectives The students need to grasp Principle of Interest Distribution Study Principle of Trust in Negotiation, how to build trust Principle of Distributive, Integrative Complex negotiation Chapter 2 A. Principle of Interest Distribution: Types of Interests: ---Personal Interests ---Organizational Interests ---National Interests Personal Interests -----interests of individuals who participate in negotiation. Organizational Interests: ---interests of collective bodies such as private or state-owned enterprises, institutions and other kinds of entities. National Interests Interests of the whole nation---the entire population of a country--- not merely the interests of certain groups. 1.personal interests vs. organizational interests --- personal interests are in line with organizational interests 2.personal interests vs. national interests ---defend the interests of the nation 3. organizational interests vs. national interests --- national interests should always be of top priority Question: According to your view, is it right that personal interests should submit to organizational and national interests? Why? Case study During the cold war, the Department of Agriculture of the US consistently recommended that the US sell grain to Moscow in times of shortage (this benefited US farmers). The US Department of Defense consistently recommended against it. If you are in their shoes, do you think the Department of defense did the right thing? What principle did the Department of Defense follow? B. Principle of Trust in Negotiation Trust: a state involving expectations about another’s motives and actions with respect to oneself in situations entailing risks of uncertainty. Three types of trust in professional relationships: Deterrence-based trust(威慑型) --calculus-based trust（预计型） Knowledge-based trust（了解型） Identification-based trust（识别型） Trust building in negotiation Speak their language * understand technical terms and lingo. *