谈判Lesson 3

• Defensive Tactics 防守型的策略
• A. Minimum response and pretended misunderstanding (尽是少做反应并假装误解) • B. Side-stepping (转移话题) • C. The „Yes-but‟ technique(“是的，但……”技巧 ) • D. The counter questions (提出反问 ) • E. Straw issues (无价值的条款) • F. Exposing dirty tricks (有技巧地揭穿不正当手段)
Lesson 3. Negotiation Strategies on International Business (2)
国际商务谈判策略 (2)
New Words and Expressions
• • • • • • • • 1. offensive [] a. 冒犯的；攻击的 2. defensive [] a. 自卫的；防御用的 3. springboard [] n. 跳板；出发点 4. concession [] n. 让步；特许（权） 5. presuppose [] v. 预料；假 定；以……为先决条件 6. reconciliation [] n. 和 解；调和 7. suspicious [] a. 怀疑的；多疑的 8. commitment [] n. 承诺，保证； 承担义务；委托；借口 9. paramount [] a. 最重要的，主要 的；至高无上的 10. warranty [] n. 担保；保证
2. Read and translate the followings into Chinese:
• 1) Negotiations work wonders. This is particularly so in international business since it is mostly through negotiations that exporters and importers bridge their differences and reach a fair and mutually satisfactory deal. 1) 谈判出奇迹。在国际贸易中，情况更是如此。因为出口 商和进口商要消除分歧，达成一项公平和相互满意的交易， 大多是通过谈判才能做到的。
ቤተ መጻሕፍቲ ባይዱ
1. Comprehension Questions:
• 1) What are the main differences between offensive and defensive negotiation strategies? • Key: Offensive tactics are designed to take the initiative. Defensive tactics are the counter to offensive tactics, and they are the springboards from which a counteroffensive can be launched. • 2) How many offensive tactics can you list? • Key: Asking questions; making the other side appear unreasonable; “pulling the pig‟s tail”; use of commitments; discovering interests; presenting arguments; “the right answer” strategy; “the best alternative” strategy.
2. Situation Strategies • Offensive Tactics 进攻型的策略
• A. Asking questions (提问) • B. Making the other side appear unreasonable (让对方显 得无理 ) • C. „Pulling the pig‟s tail‟ (将对方引向相反的方向) • D. Use of commitments (利用借口 ) • E. Discovering interests (善于发现对方的利益所在) • F. Presenting arguments (积极有效地提出己方的观点) • G. „The right answer‟ strategy (“正确答案”策略) • H. „The best alternative‟ strategy (“最佳选择”策略 )
Comprehension Exercises
Teachers note that here we only give you some examples of the exercises. You are free to add more to the PPT file according to your actual teaching situation.
1. Introduction
• Situation tactics, which are concerned with the initiative, may be divided into two classes: offensive and defensive. • 情景策略与主动性相关，可分为两类：进攻型的策略和防 守型的策略。 • Negotiators can not rely on defensive tactics only, because no defense is ever perfect, a weak point will be found upon which the Opponent can concentrate his attack. • 谈判人员不能只采用防守的策略，因为没有一个防守是完 美的，对手终究会找到攻击的弱点。
2) 出口商通过精心组织和周密策划，提出一个 比较全面的一揽子谈判方案，就能够提高其 谈判的效果，并从长远观点来看，还可以提 高其出口的效益。
3. Read and translate the followings into English:
• 1) 如另一方想强迫（本方）接受不公平的立场， 还击路线还是一样，可以向他们轮番提问来反击。 If the other party tries to force acceptance of unfair positions, the defense route is the same by throwing persistent questions to them. • 2) 如果另一方不说实话，一个行之有效的方法就 是起草严密的合同条文。事实上，一条“如 果……那么……”条款就足以达到目的了。 • If the other party does not tell the truth, a viable way is good contract drafting. Actually a „what if‟ provision is enough to serve the purpose.
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• 11. facilitate [] v. 促进；帮助； 使容易 • 12. convincing [] a. 令人信服的； 有说服力的 • 13. technical assistance 技术支持 • 14. sort out 清理；把……分类 • 15. down-to-earth实际的；现实的；具体的 • 16. state of deadlock 僵局 • 17. tender [] n. 投标 • 18. align [] v. 使结盟；使成一行 • 19. installation [] n. 安装， 装置 • 20. viable [] a. 可行的
3）As pricing is often the most sensitive issue in business negotiations, the subject should usually be postponed until all of the other aspects of the transaction have been discussed and agreed upon. It is estimated that about 80% of the issues negotiated are of a nonprime nature. Decisions to place orders involving a long-term commitment are in any case rarely made on the basis of price alone but rather on the total export package. This is particularly so in markets where consumers are highly conscious of quality, style and brand names; where marketing channels are well structured; and where the introduction of the product in the market is time consuming and expensive.