Chapter1 国际商务沟通与谈判.pptVIP

Outline of Business Negotiation Wang Dan Part I ABC to Business NegotiationCommunication Part II Practical Business Negotiation Part III Practical Business Negotiation Part IV Intercultural Business Negotiation Communication Chapter13 Intercultural Awareness in Business Activities Chapter 14 Cross-cultural Negotiation Chapter1 Brief Introduction to Business NegotiationCommunication 1. The Characteristics of Business Negotiation 2. The Components of Business Negotiation 3. The Basic Rules of Business Negotiation 谈判的五大特点 互利性——有共同的需要，相互依存，为了达到各自的目标都需要对方，这是谈判的前提和基础； 自愿性——谈判是自愿的，非强迫的，是因各方的利益需要把彼此拉近，并乐意通过谈判来达成共识； 分歧性——由于各自的利益不同，站的立场、角度不同，必然会出现分歧，这是实施谈判的原因，也是要通过谈判来解决的问题； 融合性——有共同需要并不能导致谈判成功，如果彼此的分歧不能解决，谈判要么陷于僵持，要么破裂。只要融合各方利益，调和彼此矛盾，才能推进谈判； 创造性——不困囿于分歧和矛盾，不限于固有的规制和惯例，集思广益，寻找创造性解决方案，变对抗性为合作性谈判。 谈判实力的10大要素 妥 协 互 助 原 则 Chapter2 Principles of Business NegotiationCommunication Chapter3 Process of Business NegotiationCommunication Chapter4 Strategies Background of Business NegotiationCommunication Major Personal Styles Team Styles Strategies Tactics 蚕食策略-切香肠策略（分段议题） 狐狸策略-暗示对方 乱中取胜 囚犯策略-让对方猜不透最佳策略 囚笼策略-本次只讨论A主题 不谈B主题 Prisoners Dilemma Game Theory Chapter5 Oral Communication in Business Chapter6 Written Communication in Business(1) Chapter7 Written Communication in Business(2) Chapter8 Electronic Communication Chapter 9 Sales Negotiation Chapter 10 Investment Negotiation Chapter11 Technology Trade Negotiation Chapter 12 International Business Contract Negotiation 1. An Introduction to International Business Contract 2. Procedures of Business Contract Negotiation Chapter13 Intercultural Awareness in Business Activities 1 Impact of Culture Difference 2 Business Protocol and Etiquette 贵为领袖也要入乡随俗 Chapter 14 Cross-cultural Negotiation 1 Different Business Culture Types 2 Business Negotiating Style of Different Culture 3 Cultural Conflicts Management Team Work Thank you ! * * Chapter