国际商务谈判双语版教材配套教学课件（完整版）（文字可修改版）.pptx

; Chapter 1 Basic Theories for International Business Negotiation （国际商务谈判基本理论） ; Contents （目录） 1. Quotation （引言） 2. Definition of business negotiation（商务谈判定义） 3. Characteristics of business negotiation （商务谈判特征） 4. The basic principles of business negotiation （商务谈判的基本原则） 5. Key terms of business negotiation（重要术语） 6. Determinants that affect business negotiation（影响商务谈判的决定因素） 7. Chinese case（中国案例） 8. Chinese culture（中国文化）;1. Quotation （引言） ★ In business as in life, you don’t get what you deserve, you get what you negotiate. —Chester L. Karras, American business negotiation expert 人生如对弈，商场如人生，你只能通过谈判得到你应该得到的。 —切斯特?卡拉斯 (美国商务谈判专家) ;2. Definition of business negotiation The word “negotiation” derives from the Latin word “negotiari”, which means “to do business”. In a broad sense, negotiation is a social phenomenon and a special embodiment of human relations. Negotiation is a process of information exchange between two sides, which are counterparts of matched qualification and rather independent in material force, personality and social status, etc. Due to mutual contact, conflicts and differences in viewpoints, needs, basic interests and action modes,;both parties try to persuade the other party to understand or accept their viewpoints and to satisfy their own needs.;2. 商务谈判定义;3. Characteristics of business negotiation Business negotiation demonstrates the following characteristics: 3.1 The objective of business negotiation is to obtain financial interests. 3.2 The core of business negotiation is price. 3.3 There are randomness and variability in business negotiation. 3.4 Cooperation and exclusion of the business negotiating parties coexist. 3.5 There is no absolute fairness or equality in business negotiations. ;3. 商务谈判的特征 商务谈判具有以下特点: 3.1 商务谈判的目的是获得经济利益。 3.2 商务谈判的核心是价格。 3.3 商务谈判具有随机性和