chapter 1 general idea of IBN
国际商务谈判教学Chapter 1
In fact conflict can be productive.The objective is to learn how to manage it so that the destructive elements are controlled while the productive aspects are enjoyed.
Conflict
---the levels
Conflict exists everywhere. One way to classify conflict is by level, and four levels of conflict are commonly identified. (Roy J. Lewicki et al, 1985. Negotiation. p17-18. McGraw Hill)
6) Successful negotiation involves the management of intangibles（无形） as well as the resolving of tangibles（有形）.
Correct understanding of negotiation(3 issues)
Chapter One:
The General Overview of
International Business Negotiation
•I: Terminology of Negotiation •II: Understanding the Framework of IBN •III: Psychology in negotiation •IV: Case study: (Items & necessity)
简爱Chapter 1
Chapter 1THERE was no possibility of taking a walk that day. We had been wandering, indeed, in the leafless shrubbery an hour in the morning; but since dinner (Mrs Reed, when there was no company, dined early) the cold winter wind had brought with it clouds so sombre, and a rain so penetrating, that further outdoor exercise was now out of the question.I was glad of it; I never liked long walks, especially on chilly afternoons: dreadful to me was the coming home in the raw twilight, with nipped fingers and toes, and a heart saddened by the chidings of Bessie, the nurse, and humbled by the consciousness of my physical inferiority to Eliza, John, and Georgiana Reed.The said Eliza, John, and Georgiana were now clustered round their mamma in the drawing-room: she lay reclined on a sofa by the fire side, and with her darlingsabout her (for the time neither quarrelling nor crying) looked perfectly happy. Me, she had dispensed from joining the group, saying, 'She regretted to be under the necessity of keeping me at a distance; but that until she heard from Bessie, and could discover by her own observation that I was endeavouring in good earnest to acquire a more sociable and childlike disposition, a more attractive and sprightly manner —something lighter, franker, more natural, as it were —she really must exclude me from privileges intended only for contented, happy little children.''What does Bessie say I have done?' I asked.'Jane, I don't like cavillers or questioners, besides, there is something truly forbidding in a child taking up her elders in that manner. Be seated somewhere; and until you can speak pleasantly, remainsilent.'A small breakfast-room adjoined the drawing-room, I slipped in there. It contained a bookcase; I soon possessed myself of a volume, taking care that it should be one stored with pictures. I mounted into the window- seat: gathering up my feet, I sat cross- legged, like a Turk; and, having drawn the red moreen curtain nearly close, I was shrined in double retirement.Folds of scarlet drapery shut in my view to the right hand; to the left were the clear panes of glass, protecting, but not separating me from the drear November day. At intervals, while turning over the leaves in my book, I studied the aspect of that winter afternoon. Afar, it offered a pale blank of mist and cloud; near, a scene of wet lawn and storm-beat shrub, with ceaseless rain sweeping away wildly before a long and lamentable blast.I returned to my book —Bewick's History of British Birds: the letter press thereof I cared little for, generally speaking; and yet there were certain introductory pages that, child as I was, I could not pass quite as a blank. They were those which treat of the haunts of sea-fowl; of 'the solitary rocks and promontories' by them only inhabited; of the coast of Norway, studded with isles from its southern extremity, the Lindeness, or Naze, to the North Cape —'Where the Northern Ocean, in vast whirls, Boils round the naked, melancholy isles Of farthest Thule; and the Atlantic surge Pours in among the stormy Hebrites. Nor could I pass unnoticed the suggestion of the bleak shores of Lapland, Siberia, Spitzbergen, Nova Zembla, Iceland, Greenland, with 'the vast sweep of the Arctic Zone, and those forlorn regionsof dreary space —that reservoir of frost and snow, where firm fields of ice, the accumulation of centuries of winters, glazed in Alpine heights above heights, surround the pole, and concentre the multiplied rigours of extreme cold '. Of these death-white realms I formed an idea of my own: shadowy, like all the half-comprehended notions that float dim through children's brains, but strangely impressive. The words in these introductory pages connected themselves with the succeeding vignettes, and gave significance to the rock standing up alone in a sea of billow and spray; to the broken boat stranded on a desolate coast; to the cold and ghastly moon glancing through bars of cloud at a wreck just sinking.I cannot tell what sentiment haunted the quite solitary churchyard, with its inscribed headstone; its gate, its two trees,its low horizon, girdled by a broken wall, and its newly risen crescent, attesting the hour of eventide.The two ships becalmed on a torpid sea, I believed to be marine phantoms.The fiend pinning down the thief's pack behind him, I passed over quickly: it was an object of terror.So was the black, horned thing seated aloof on a rock, surveying a distant crowd surrounding a gallows.Each picture told a story; mysterious often to my undeveloped understanding and imperfect feelings, yet ever profoundly interesting: as interesting as the tales Bessie sometimes narrated on winter evenings, when she chanced to be in good humour; and when, having brought her ironing-table to the nursery-hearth, she allowed us to sit about it, and while she got up Mrs Reed's lace frills, and crimped her nightcap borders, fed our eagerattention with passages of love and adventure taked from old fairy tales and older ballads; or (as at a later period I discovered) from the pages of Pamela, and Henry, Earl of Moreland.With Bewick on my knee, I was then happy: happy at least in my way. I feared nothing but interruption, and that came too soon. The breakfast- room door was opened.'Boh! Madam Mope!' cried the voice of John Reed; then he paused: he found the room apparently empty.'Where the dickens is she?' he continued. 'Lizzy! Gcorgy! (calling to his sisters) Jane is not here: tell mamma she is run out into the rain —bad animal!''It is well I drew the curtain, ' thought I, and I wished fervently he might not discover my hiding-place: nor would John Reed have found it out himself; he was notquick either of vision or conception; but Eliza just put her head in at the door, and said at once:'She is in the window-seat, to be sure, Jack.'And I came out immediately, for I trembled at the idea of being dragged forth by the said Jack.'What do you want?' I asked with awkward diffidence.'Say, "what do you want, Master Reed,"' was the answer. 'I want you to come here'; and seating himself in an arrn-chair, he intimated by a gesture that I was to approach and stand before him.John Reed was a schoolboy of fourteen years old; four years older than I, for I was but ten; large and stout for his age, with a dingy and unwholesome skin; thick lineaments in a spacious visage, heavy limbs and large extremities. He gorged himself habitually at table, which madehim bilious, and gave him a dim and bleared eye with flabby cheeks. He ought now to have been at school; but his mamma had taken him home for a month or two, ' on account of his dedicate health'. Mr. Mila, the master, affirmed that he would do very well if he had fewer cakes and sweetmeat sent him from home; but the mother's heart turned from an opinion so harsh, and inclined rather to the more refined idea that John's sallowness was owing to over-application, and, perhaps to pining after home.John had not much affection for his mother and sisters, and an antipathy to me. He bullied and punished me; not two or three times in the week, nor once or twice in a day, but continually: every nerve I had feared him, and every morsel of flesh on my bones shrank when he came near. There were moments when I was bewildered by the terror he inspired,because I had no appeal whatever against either his menaces or his inflictions; the servants did not like to offend their young master by taking my part against him, and Mrs Reed was blind and deaf on the subject: she never saw him strike or heard him abuse me, though he did both now and then in her very presence; more frequently, however, behind her back.Habitually obedient to John, I came up to his chair: he spent some three minutes in thrusting out his tongue at me as far as he could with out damaging the roots: I knew he would soon strike, and while dreading the blow, I mused on the disgusting and ugly appearance of him who would presently deal it. I wonder if he read that notion in my face; for, all at once, without speaking, he struck suddenly and strongly. I tottered, and on regaining my equilibrium retired back a step or two from his chair.'That is for your impudence in answering mamma a while since, ' said he, 'and for your sneaking way of getting behind curtains, and for the look you had in your eyes two minutes since, you rat!' Accustomed to John Recd's abuse, I never had an idea of replying to it: my care was how to endure the blow which would certainly follow the insult.'What were you doing behind the curtain?' he asked.'I was reading.''Show the book.'I returned to the window and fetched it thence.'You have no business to take our books; you are a dependant, mamma says; you have no money; your father left you none; you ought to beg, and not to live here with gentlemen's children like us, and eat the same meals we do, and wear clothes at our mamma's expense. Now, I'll teach you torummage my book-shelves: for they are mine; all the house belongs to me, or will do in a few years. Go and stand by the door, out of the way of the mirror and the windows.'I did so, not at first aware what was his intention; but when I saw him lift and poise the book and stand in act to hurl it I instinctively started aside with a cry of alarm: not soon enough however; the volume was flung, it hit me, and I fell, striking my head against the door and cutting it. The cut bled, the pain was sharp: my terror had passed its climax; other feelings succeeded.'Wicked and cruel boy!' I said. 'You are like a murderer —you are like a slave-driver —you are like the Roman emperors!'I had read Goldsmith's History of Rome, and had formed my opinion of Nero,Caligula, &c. Also I had drawn parallels in silence, which I never thought thus to have declared aloud.'What! what!' he cried. 'Did she say that to me? Did you hear her, Eliza and Georgiana? Won't I tell mamma? but first —'He ran headlong at me: I felt him grasp my hair and my shoulder: he had dosed with a desperate thing. I really saw in him tyrant: a murderer. I felt a drop or two of blood from my head trickle down my neck, and was sensible of somewhat pungent suffering: these sensations for the time predominated over fear, and I received him in frantic sort. I don't very well know what I did with my hands, but he called me 'Rat! rat!' and bellowed out aloud. Aid was near him: Eliza and Georgiana had run for Mrs Reed, who was gone upstairs; she now came upon the scene, followed by Bessieand her maid Abbot. We were parted: I heard the words: —'Dear! dear! What a fury to fly at Master John!''Did ever anybody see such a picture of passion!'Then Mrs Reed subjoined:'Take her away to the red-room, and lock her in there.' Four hands were immediately laid upon me, and I was borne upstairs.。
傲慢与偏见
傲慢与偏见Chapter 1 第一章IT is a truth universally acknowledged, that a single man in possession of a good fortune must be in want of a wife.凡是有钱的单身汉，总想娶位太太，这已经成了一条举世公认的真理。
However little known the feelings or views of such a man may be on his first entering a neighbourhood, this truth is so well fixed in the minds of the surrounding families, that he is considered as the rightful property of some one or other of their daughters.这样的单身汉，每逢新搬到一个地方，四邻八舍虽然完全不了解他的性情如何，见解如何，可是，既然这样的一条真理早已在人们心目中根深蒂固，因此人们总是把他看作自己某一个女儿理所应得的一笔财产。
"My dear Mr. Bennet," said his lady to him one day, "have you heard that Netherfield Park is let at last?"有一天班纳特太太对她的丈夫说：“我的好老爷，尼日斐花园终于租出去了，你听说过没有？”Mr. Bennet replied that he had not. 班纳特先生回答道，他没有听说过。
"But it is," returned she; "for Mrs. Long has just been here, and she told me all about it."“的确租出去了”她说，“朗格太太刚刚上这儿来过，她把这件事的底细，一五一十地告诉了我。
英语阅读远大前程书
英语阅读远大前程书Chapter 1: The BeginningIt was a cold winter morning when Jane Smith woke up to the sound of her alarm clock ringing loudly. She groggily rolled out of bed and made her way to the bathroom to freshen up. Today was an important day for her - the day she was starting her new job at a prestigious law firm in the city.As she got dressed in her best suit, Jane felt a mix of excitement and nervousness. She had worked hard to get to this point in her career and she was determined to make the most of this opportunity. After a quick breakfast, she grabbed her briefcase and headed out the door.The office building where Jane's new job was located was a towering skyscraper in the heart of the city. As she made her way through the bustling streets, she couldn't help but feel a sense of pride at the thought of working in such a prestigious place.When Jane arrived at the office, she was greeted by the receptionist who directed her to her new office on the top floor. The office was spacious and modern, with a breathtaking view of the city skyline. Jane felt a surge of excitement as she settled into her new workspace and prepared for her first day on the job.Throughout the day, Jane met with her new colleagues and familiarized herself with the firm's operations. She was impressed by the level of professionalism and expertise of her colleagues, and she knew that she would have a lot to learn from them in the coming months.As the day drew to a close, Jane felt a sense of satisfaction at having successfully completed her first day of work. She knew that this job was just the beginning of a long and fulfilling career in the legal field, and she was determined to make the most of every opportunity that came her way.Chapter 2: The ChallengesAs Jane settled into her new job, she soon realized that working at a prestigious law firm came with its own set of challenges. The workload was demanding, and the expectations were high. Jane often found herself working long hours and weekends to meet deadlines and impress her superiors.Despite the challenges, Jane was determined to prove herself and excel in her role. She took on new responsibilities and sought out opportunities to learn and grow in her career. She attended seminars and workshops, networked with industry professionals, and kept herself updated on the latest developments in the legal field.One of the biggest challenges Jane faced was balancing her work life with her personal life. As the demands of her job increased, she found herself spending less time with her familyand friends. She missed important events and milestones in their lives, and she felt guilty for not being able to be there for them when they needed her the most.However, Jane knew that achieving success in her career required sacrifices, and she was willing to make them in order to reach her goals. She found support in her loved ones who understood the demands of her job and encouraged her to keep pushing forward.Chapter 3: The TriumphsDespite the challenges she faced, Jane's hard work and determination began to pay off. She was assigned to high-profile cases and given more responsibilities at the firm. Her skills and expertise were recognized by her colleagues and clients, and she quickly earned a reputation as a top performer in the firm.With each successful case she handled, Jane gained more confidence in her abilities and grew as a professional. She was praised for her attention to detail, her strategic thinking, and her ability to communicate effectively with clients and colleagues. She was on the fast track to becoming a partner at the firm, and she was determined to make the most of this opportunity.As Jane's career continued to flourish, she made sure to give back to her community and help those in need. She volunteered at legal clinics, mentored young lawyers, and advocated for social justice causes. She believed that true success was not just measured by one's achievements in the workplace, but also by the impact one had on others and the world around them.Chapter 4: The FutureAs Jane looked towards the future, she saw a world of endless possibilities and opportunities. She knew that her career was far from over, and that there were still many challenges and triumphs ahead of her. She aspired to become a leader in the legal field, to inspire and mentor the next generation of lawyers, and to make a lasting impact on the world.Jane also dreamed of starting her own law firm one day, where she could provide affordable legal services to those in need and create a supportive and inclusive work environment for her employees. She wanted to use her success to make a positive difference in the world and leave a legacy that would inspire others to follow in her footsteps.As Jane reflected on her journey so far, she felt a sense of gratitude for all the opportunities and experiences that had come her way. She knew that she had worked hard to get to where she was, but she also acknowledged the support and guidance she had received from her mentors, colleagues, and loved ones along the way.With a renewed sense of purpose and determination, Jane stepped into the future with confidence and optimism. She knew that there would be challenges and obstacles ahead, butshe also knew that she had the skills, the passion, and the drive to overcome them and achieve her goals.And so, as the sun set on another day in the city, Jane Smith looked towards the bright future that lay ahead of her, ready to embrace whatever challenges and triumphs came her way.The End.。
商务谈判(双语)chapter1
In negotiation people should know the following：5W1H ：
1、掌握商务谈判概念 、 2、理解并掌握谈判的原则 、 3、理解谈判的特点，并掌握国际商务谈 、理解谈判的特点， 判的特点 4、初步了解国际商务谈判的主要内容 、
请阅读教材1.1 请阅读教材 Introduction，然后 ， 回答下列问题： 回答下列问题：
1、Do you have any experience of negotiating 、
with anyone? 2、Please share your experience with us. 、
1.2 Concepts &Characteristics of &Characteristics Business Negotiation Q1、 What is negotiation? 、 Q2、Why do people negotiate？ 、 ？ Q3、What are Characteristics of 、 Business Negotiation ？
homework(10%) Attendance record & homework(10%) Notes (10&) Final exam (80%)
Liulinglinglll@ 13407316200
chapter one Introduction and Overview of
作业： 作业：
查阅2005年11月 查阅2005年11月8日，中美 2005 签署的《 签署的《关于纺织品和服装 贸易的谅解备忘录》相关资 贸易的谅解备忘录》 回答： 料，回答： 1）中美双方签署这个协议 的共同利益是什么？ 的共同利益是什么？ 2）谈谈应该如何理解互利 互惠的原则？ 互 Correct Understanding of the Features of IBN 对国际商务谈判的特点的正确理解 1.5 The Main Content of Negotiation on International Business
现代大学英语精读6文章概述
现代大学英语精读6文章概述如何使我们不为穷人的存在而内疚A brief summary of the essayIn the essay, the author brings up 5 historical solutions in presenting both historical solutions and current designs at first. He then concentrates on 5 current designs for getting the poor off our conscience. In presenting both historical solutions and current designs he expresses his critical attitudes implicitly. At the end of the essay, he warns the policy makers and people who are wealthy that "civil discontent and its consequences do not come from contented people.”and that poverty is the permanent ailment of society.Five solutions:1. The next life theory 2. Utilitarianism 3. Poor people’s fault 4. Survival of the fit test 5. Vague denial Five designs:1. Incompetent government 2. Harmful to the poor 3. Adverse effect on incentive 4. Adverse effect on freedom 5. Simple psychological denialThe main idea of the essay:Based on the analysis of historical solutions and current designs, the author ironically criticizes the attitude of getting the poor off our conscience, on which the scholars and politicians have been elaborating for centuries.1、Why the author chooses such a title as this essay?Look at the following photos. Millions and millions of people are struggling for their survival, thousands and thousands of people die of hunger, cold and illness. While ‘Millennium Development Goals are to meet the needs of the world’s poorest”, do you think the author really tries t o call people to get the poor off their conscience?“Plutarch was led to say”implies that it was the actual existence of the rich and poor or the logic of his analysis that made him come to such a conclusion: …If the Rome republic suffered from the same problems 2,000 years ago, it proves the author’s point that poverty is a perpetual (permanent) problem.2.five historical solutionspara. 3 The first solution (next-life theory)Does the author really think that this is an admirable solution?No, he doesn’t.He is being ironical here. He calls it “an admirable solution”because now the rich “get the poor off their conscience”.Para. 4:The second solution (utilitarianism)utilitarianism is a general philosophical idea like idealism. which means the greatest happiness of the greatest number. Utilitarianism is the moral doctrine that we should always act to produce the greatest possible balance of good over had for everyone affected by our action.Consequently, the greatest happiness of all constitutes the standard that determines whether an action is right or wrong. If they promote the greatest human welfare actions are right, if they do not actions are wrong.Para. 5: the third solution (poor people’s fault)Para. 7: the forth solution (Social Darwinism -- survival of the fittest)…the rich were not responsible for either its creation or its amelioration:The rich were not to blame for the existence of poverty so they should not be asked to undertake the task of solving the problem.Para. 9: the fifth solution (more vague denial of poverty)It declined in popularity, and references to it acquired a condemnatory tone:People began to reject Social Darwinism because it seemed to glorify brutal force and oppose treasured values of sympathy, love and friendship. Therefore, when it was mentioned, it was usually the target of criticism.3.Para. (10-11):a transition（1）Why does the author call it a revolution?Because it broke away from the traditional conception that the federal government was not responsible for social welfare. The Social Security Act of 1935 laid foundation for the current social welfare system of the United States. Readers can easily sense that the author is for the revolution.（2）What did people feel when a number of social welfare measures were put into practice? Were they right in thinking so? (para.10)People felt that the policy of ignoring the poor and refusing assistance had been abandoned. Since the government was making efforts to relieve the misery of the poor, they did not need to pay attention to any more.They were not completely right. The government did take many measures, but the desire to get the poor off our conscience still lingered on, waiting for chances to come back.4.five current designsPara.12: the first designdesign: planWhat is the argument of the first design?The argument is: Most of the assistance to the poor has to be undertaken by the government, but the government is in essence incompetent and ineffective and will make a mess of thejob. Therefore, the government should not be asked to aid the poor.What is the essence of the first design?The essence of the first design is to take away the responsibility to aid the poor from the government and to put an end to the social welfare policies since the New Deal.Para.13: analysis of the first designIn paragraph 12 and 13 , the author, on three occasions, mentions the pentagon or national defense. Why does he make these references?The author wants to point out the ironical fact that those people who attack the government or the bureaucracy will not include the military establishment. They want the government to do less or nothing in social welfare but more on “national defense”. The author is highly critical of such a view. He opposes huge military expenditures.What is the basic view of the author?On the whole, the author is positive about public service and government employees. He thinks that the American government has recruited many talented and dedicated people. His criticism is directed at the military establishment. Para. 14-15: the second designThe second design is: Any form of public help to the poor will hurt the poor themselves. Such help will destroy poor people’s motivation, make them lazy and break up their marriages. This is another typical argument put forward today by the conservatives in the U.S. in the discussion of social welfare reform.Does the author agree to the argument?No, the author thinks the accusations are groundless. Hefurther points out that those who support the design have no way to prove that the damage of the aid to the poor is greater than the damage to them caused by a loss of public assistance.Para.16: the third designThe third design: When you give public assistance to the poor, you take money away (through taxes) from the rich and give it ( in the form of public assistance) to the poor. The result is the rich become less willing to work hard and create wealth and the poor are encouraged to remain idle.The author’s view:The author uses two rhetorical questions to counter the argument. He implies that it is not the case that most poor people would prefer welfare to paying job. As for corporate executives, they are working very hard, showing no sign of lack of incentive. To say they are being lazy because they are not paid enough is an insult to the business executives. (the author is using a clever retort here.)Para.17-18: the forth design:The forth design argues that transferring money from the rich to the poor through the government has bad effect on freedom. By freedom, the designers mean spending as much money as one sees fit and giving the government as little as possible.This is possibly the most transparent of all the designs: No mention is ordinarily made of the relation of income to the freedom of the poor:The author is being ironical when he uses the word “transparent”. He means it is the most obvious that when these people talk about freedom they only have in mind the freedom of the rich.Para. 19: the fifth design: psychological denialThis is a psychic tendency that in various manifestations is common to us all.We all have the tendency to close our eyes to unpleasant things or refuse to think about them. This tendency may take different forms.5.conclusionIn the last part, the author subtly points out that public assistance to the poor is in the interest of conservatives. The ending seems not that dramatic but it is in line with the mild irony of the whole piece.肯尼迪总统就职演说The speech claims that all Americans should take on the responsibility of defending freedom and they should oppose Autocratic, poverty, disease and war that are enemies of mankind and in order to accomplish this task, to ensure common prosperity of human life, we compose of large global alliance.General analysis of a political speech1. He must try every possible means to arouse the feelings of audience. What he says represents the interests of the whole people. successful appeal to the emotion of the audience2. specific policyThe speech must have high-sounding words and empty promises3. The speech must be concise and short4. clever-choice of words to convey different meanings/tones.5. the use of biblical style to make it formal/ rigid.6. the use of a lot of rhetorical devices to make his address as powerful/ impressive as possible.1。
Chapter 1 a panaramic view of
Caerphilly Castle, South Wales
Beaumaris Castle, N. Wales
National parks: Snowdonia, brecon Beacons and Pembrokeshire
Northern Ireland
• Irish Clover, or The shamrock, has beenLeabharlann Focal Questions
•
•
What is the full name of the British state? What countries does it consist of? What is the difference between the Unit Kingdom, Great Britain, and England? What is the total population of the United Kingdom? Where do most people live?
*The Gulf Stream, together with its northern extension towards Europe, the North Atlantic Drift, is a powerful, warm, and swift Atlantic ocean current that originates in the Gulf of Mexico, exits through the Strait of Florida, and follows the eastern coastlines of the United States and Newfoundland before crossing the Atlantic Ocean. The process of western intensification causes the Gulf Stream to be a northward accelerating current offshore the east coast of North America. At about 30°W, 40°N, it splits in two, with the northern stream crossing to northern Europe and the southern stream recirculating off West Africa. The Gulf Stream influences the climate of the east coast of North America from Florida to Newfoundland, and the west coast of Europe. Although there has been recent debate, there is consensus that the climate of Western Europe and Northern Europe is warmer than it would otherwise be; and that this is due to the North Atlantic drift, one of the branches from the tail of the Gulf Stream
Chapter 1-1
3
Language is ……
What is language?
4
Comments on the following ideas
1. Language is a means of communication. 2. Language has a form-meaning correspondence. 3. The function of language is to exchange information.
The subject matter of linguistics
• The subject matter of linguistics is all natural languages, living or dead. • It studies the origin, growth, organization, nature and development of languages. • It discovers the general rules and principles governing languages.
21
Phonetics (语音学)
• It is the scientific study of speech sounds, including the articulation, transmission and reception of speech sounds, the description and classification of speech sounds. • [b] 双唇爆破辅音
• Linguistics differs from traditional grammar at least in three basic ways:
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Topic 1: General Idea of International Business Negotiation 1. Conflicts and negotiations around 2. Definition of negotiation 3. Definition and components of business negotiation 4. Definition of IBN and its features 5. Classification of Negotiation 6. Basic subjects in IBN
Topic 1: General Idea of International Business Negotiation
Relevant key concept:
conflicts Conflict is the reason why a negotiation is possible to develop. A conflict is a dispute, disagreement or argument between two or more interdependent parties who have different and common interest. If being handled properly, conflicts will brigh about favorable outcomes rather than unfavorable results. stakes Clash of stakes or interests is the reason why a conflict happens. Stakes are the value of benefits that may be gained or lost, and costs that may be incurred or avoided. Stakes are compared to the status quo, options and alternatives, and are expressed as interests, which can be long term or underlying desired and issues articulated for negotiation.
Topic 1: General Idea of International Business Negotiation
Biding and bargaining call for using either competitive tactics or collaborative tactics, depending on the negotiation game plan. Key skills in the settling stage include recognizing when it is time to move towards agreement and controlling the drafting of the documents. Future work on the topics of negotiation skills is likely to include further investigation of how negotiation expertise is gained, how information processing influences negotiations, and how the effectiveness of various negotiation skills differs across cultures.
features of BN:
1. The focal point of BN is economic benefits, most
often, prices take the core. 2. It’s a continuous adjustment process of requirements and benefits by participants, trying to achieve final agreement. 3. The lowest benefit limit of the other side should be taken into account, or a deadlock or breakup will follow.
Topic 1: General Idea of International Business Negotiation International Business Negotiation (Culture Business Negotiation) Concept and Features
Definition: IBN is a process of information exchanging, talking and discussing, aiming at coming to an agreement in order to satisfy certain demand(s) of participants’ from different nations or regions in international business. Features: Compared with domestic business negotiation, IBN carries several typical characteristics. 1. Cross-border / transnational. 2. Strongly policy-relevant 3. Cross-cultural
Topic 1: General Idea of International Business Negotiation
Negotiations under different circumstances in real life
1. Man’s endless need and demand not only produce confrontation against nature but trigger conflicts among themselves. 2. Negotiations about economic conflicts. 3. Negotiations on political issues. 4. Negotiations on military or security issues. 5. Negotiation is a way to solve human conflicts peacefully but militarily. 6. Negotiations are not confined to significant issues. People are negotiating on various trivial things in pursuit of their interest.
Topic 1: General Idea of International Business Negotiation
An American professor, named Lisa Hope Pelled: Negotiation is a process of joint decision making between people with different preferences. It has been studied by game theorists using an abstract mathematical approach and by other social scientists using a more real-life-oriented approach. The findings of both research streams have contributed to current knowledge about negotiation skills. Each stage of the negotiation process--exploration, biding and bargaining, and settling--calls for a distinctive set of skills. The exploration stage calls for information-gathering and planning skills.
Topic 1: General Idea of International Business Negotiation
4. More complicated and volatile. 5. More difficult. 6. Higher quality requirements of IBN participants.
Topic 1: General Idea of International Business Negotiation
What’s negotiation?
Definition: A negotiation is a process of communication between parties to manage conflicts in order for them to come to an agreement, solve a problem or make arrangements. For better understanding of the concept of negotiation, four of traits of it should be perceived: 1. it’s an interactive process with result of mutual giving and taking. 2. A negotiation is comprised of both “conflicts” and “cooperation”. 3. A negotiation is “reciprocal”, but not an “equal” one. 4. Each party shares the veto right to the result.