国际商务英语谈判教学课件完整版电子教案.ppt

;Chapter 1 Basic Concepts of International Business Negotiation; ;;;;1. The definition of negotiation 2. The correct understanding of negotiation ; ;; （2）According to the textbook, what is negotiation? In simplest terms, negotiation is a discussion between two or more disputants who are trying to work out a solution to their problem. Negotiation is a mean of dealing with human relationship and resolving conflicts. ;;; ; ;;;Language points ; (3) In simplest terms, negotiation is a discussion between two or more disputants who are trying to work out a solution to their problem. Negotiation is a mean of dealing with human relationship and resolving conflicts. 简而言之，谈判是在两个或两个以上的试图解决问题的争论者之间的讨论. 谈判是处理人们之间关系或者解决争端的一种方式。 (4) Negotiation is the process we use to satisfy our needs when someone else controls what we want. 谈判是当我们所需被别人掌控时，我们用此来满足自身需要的过程。 (5) Most of us do tend to think of negotiation in terms of win/lose scenarios. 我们大多数人把谈判视为一种输赢的竞技活动。;(6) Elements of Negotiation ? It is an element of human behavior and depends on communication, that is, it occurs between individuals; 谈判是人类行为的重要组成部分。他依靠交流的方式作用于多者之间 ? It takes place only over negotiable issues; 谈判仅适用于可磋商的问题。 ? It takes place only between people who have the same interest; 谈判仅适用于有相同利益的人们之间。 。; ? It takes place only when negotiators are interested not only in taking but also in giving; 谈判不仅意味着获得也意味着给予 ? It takes place only when negotiating parties trust each other to some extent 就某种程度上讲，谈判依赖于彼此的信赖。 (7) Successful negotiations are not sensational. Both parties must feel as though they have gained something, even if one side has to give up a great deal. 成功的谈判不能夹杂个人感情，尽管有一方得到的少一些，但双方都必须有所收益。;Section 2. Definition and Characteristic of Business Negotiation;Section 2. Definition and Characteristic of Business Negotiation;Section 2. Definition and Characteristic of Business Negotia