商务英语谈判 negotiation Principles.ppt-sl
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商务英语谈判lecture 2.ppt
▪ 9、春去春又回，新桃换旧符。在那桃花盛开的地方，在这醉人芬芳的季节，愿你生活像春天一样阳光，心情像桃花一样美丽，日子像桃子一样甜蜜。 2020/12/102020/12/10Thursday, December 10, 2020
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▪ You are a receptionist at G and B Company. Student A would like to speak to Ms Black, but she is out of office. Take a message and make sure you get the following information:
Solution:
But an interest-oriented examination of the dispute leads to the question: How can the higher cost of manufacturing four models be allocated between the American importer and the Chinese manufacturer? In this example, the parties were able to devise a formula that increased the unit cost of different models to reflect the Chinese manufacturer’s increased manufacturing cost.
英语商务谈判(课堂PPT)
5
The definition of quotation
❖Narrowly: it is a way to indicate a particular price at which one party will buy or sell the specific commodity.
❖Broadly: including other terms and conditions for a deal: the name of the commodity, quality, quantity, price, packaging, shipping, insurance, payment terms, inspections, claims索赔, arbitration 仲裁…
11
psychological pricing
❖Units of measurement: RMB-Euro/Dollar ❖3 Dollar--- 20 Yuan exchange rate汇率 ❖换算单位 kilo---pound
10
Differentiation
❖This strategy allows a company to buy or sell the same product at different prices based on their grades, quantity, delivery destination, shipment, methods of payment and other related factors.
买方的价格区域
底价 底价
最低报价
可能成交的区域
谈判区域
卖方的首次出价
买方底价
可能达成 协议的区域
The definition of quotation
❖Narrowly: it is a way to indicate a particular price at which one party will buy or sell the specific commodity.
❖Broadly: including other terms and conditions for a deal: the name of the commodity, quality, quantity, price, packaging, shipping, insurance, payment terms, inspections, claims索赔, arbitration 仲裁…
11
psychological pricing
❖Units of measurement: RMB-Euro/Dollar ❖3 Dollar--- 20 Yuan exchange rate汇率 ❖换算单位 kilo---pound
10
Differentiation
❖This strategy allows a company to buy or sell the same product at different prices based on their grades, quantity, delivery destination, shipment, methods of payment and other related factors.
买方的价格区域
底价 底价
最低报价
可能成交的区域
谈判区域
卖方的首次出价
买方底价
可能达成 协议的区域
国际商务谈判(英文) 全套课件-PPT资料238页
总评成绩=平时成绩:30%+其中成绩:30%+期末 成绩:40%
考核方式
商务谈判口语是一门专门用途口语课程，因此考 试形式为团队对抗模拟谈判的口语考试。从一开 始明确考核的方式是团队考核，每个成员要发挥 作用，否则影响团队分数。在学期初形成固定的 谈判代表队， 最后用抽签的方法决定最后的谈 判模拟中哪一队和哪一队进行谈判。
Unit 1 Making an Enquiry
3．What do you usually ask for in the enquiries?
Catalogue，sample，price-list，quotation，terms of payment， date of delivery，etc
4．How do you invite a best possible price in an enquiry?
Teacher-centered
Explanation of language expressions, special terms, negotiation skills and concerned knowledge
Student-centered
Practice in the situation offered in groups
3. Three Steps to Follow :
Different items and situations demand different skills, generally you have to follow three steps:
1)devise a target 2) do some preparations 3) negotiate for the target
考核方式
商务谈判口语是一门专门用途口语课程，因此考 试形式为团队对抗模拟谈判的口语考试。从一开 始明确考核的方式是团队考核，每个成员要发挥 作用，否则影响团队分数。在学期初形成固定的 谈判代表队， 最后用抽签的方法决定最后的谈 判模拟中哪一队和哪一队进行谈判。
Unit 1 Making an Enquiry
3．What do you usually ask for in the enquiries?
Catalogue，sample，price-list，quotation，terms of payment， date of delivery，etc
4．How do you invite a best possible price in an enquiry?
Teacher-centered
Explanation of language expressions, special terms, negotiation skills and concerned knowledge
Student-centered
Practice in the situation offered in groups
3. Three Steps to Follow :
Different items and situations demand different skills, generally you have to follow three steps:
1)devise a target 2) do some preparations 3) negotiate for the target
EtiquetteinBusinessNegotiation商务谈判礼仪 ppt课件
the same or similar rank, title and status in charge of the greeting and send-off.)
1. Etiquette for Greeting and Send-off
2. Know well about the arrival and departure time (accurate information on their arrival time and be at the
2. Business Meeting Etiquette
f. The chair should appoint someone to record the proceedings, documenting major decisions or action points.
g. If the outcome of the meeting affects those who were not present, it is considered proper business etiquette to inform them.
1. Etiquette for Greeting and Send-off
b. Accompany the guests to the airport, train station or
Seaport when they are ready; or go directly to the airport, train station or seaport to see them off.
in the office or meeting room)
2. Business Meeting Etiquette
1. Etiquette for Greeting and Send-off
2. Know well about the arrival and departure time (accurate information on their arrival time and be at the
2. Business Meeting Etiquette
f. The chair should appoint someone to record the proceedings, documenting major decisions or action points.
g. If the outcome of the meeting affects those who were not present, it is considered proper business etiquette to inform them.
1. Etiquette for Greeting and Send-off
b. Accompany the guests to the airport, train station or
Seaport when they are ready; or go directly to the airport, train station or seaport to see them off.
in the office or meeting room)
2. Business Meeting Etiquette
商务英语谈判chapter One1精品PPT课件
Whenever people exchange ideas with the intention of changing relationships, whenever they confer for agreement, then they are negotiating.
Case One
一个被单独囚禁的囚犯整日无所事事。一天，他忽然闻到一 种万宝路的香烟味道。他很喜欢这种牌子的烟。原来门廊的卫兵 正在吸烟，钩起了他的烟瘾。他用手指轻轻的敲了敲门。卫兵走 过来傲慢的说：“你要干什么？”囚犯答道：“请给我一只烟， 就是你抽得那种万宝路。”卫兵感到很惊异，囚犯还要抽烟，真 是异想天开。他嘲弄的哼了一声，就转身走开了。
Thus, the ancient Roman business person would “deny leisure” until the deal has been settled.
Definitions of Negotiation (Cont.)
Negotiation is the process we use to satisfy our needs when someone else controls what we want.
Is this a successful negotiation for the prisoner?
How did the prisoner achieve his purpose through negotiation?
Features of Negotiation
Negotiation is
will succeed.
Analysis of Case One:
Initially, the need for a cigarette urged the prisoner to negotiate, but the guard has no need from the prisoner, so he refused to negotiate. In order to achieve his purpose, the prisoner created a need for the guard to negotiate with him.
Case One
一个被单独囚禁的囚犯整日无所事事。一天，他忽然闻到一 种万宝路的香烟味道。他很喜欢这种牌子的烟。原来门廊的卫兵 正在吸烟，钩起了他的烟瘾。他用手指轻轻的敲了敲门。卫兵走 过来傲慢的说：“你要干什么？”囚犯答道：“请给我一只烟， 就是你抽得那种万宝路。”卫兵感到很惊异，囚犯还要抽烟，真 是异想天开。他嘲弄的哼了一声，就转身走开了。
Thus, the ancient Roman business person would “deny leisure” until the deal has been settled.
Definitions of Negotiation (Cont.)
Negotiation is the process we use to satisfy our needs when someone else controls what we want.
Is this a successful negotiation for the prisoner?
How did the prisoner achieve his purpose through negotiation?
Features of Negotiation
Negotiation is
will succeed.
Analysis of Case One:
Initially, the need for a cigarette urged the prisoner to negotiate, but the guard has no need from the prisoner, so he refused to negotiate. In order to achieve his purpose, the prisoner created a need for the guard to negotiate with him.
有关商务谈判的英语版本的PPT
• 3) collectivism, they like discussing • 4)they are more cautions to make discion than other countries. • 5)They are very patient to negotiate .They don’t like refusing the other party ,respecting the face of other party too much.
economy globalization today, as international business communication activities of frequent and close, understand the cultural differences between countries is especially important
International and crosscrosscultural negotiation
Linda
The map of tcultural facts and negotiation from all over the world.
• Reasons : In the world
• 4:Pay attention to efficiency, cherish it • 5:Legal consciousness deeply rooted • 6:Like the balance of the overall make "package deal"
The culture of Arab in negotiation
The culture of Japan in negotiation
商务英语谈判课件(PPT 35页)
Business Negotiation English
Objectives
1. Introduce the students to the main principles of business negotiation.
2. The students get familiar with the types of negotiation.
*Separate the people from the problem.
Techniques: ---Establish an accurate perception. ---Cultivate appropriate emotions. ---Strive better communication.
Disadvantages :
Pressure an individual to compromise and accommodate in ways not in his interest.
Avoid confrontational strategies, which can be helpful at times.
11.Getting a child to go to bed.
12.Picking a successor for the CEO of a company where you are on the board.
3. Types of negotiation:
1. Competitive style 2. Accommodative style 3. Avoidance style 4. Compromising style 5. Collaborative style 6. Vengeful style 7. Self-inflicting style 8. Vengeful and self-inflicting style
Objectives
1. Introduce the students to the main principles of business negotiation.
2. The students get familiar with the types of negotiation.
*Separate the people from the problem.
Techniques: ---Establish an accurate perception. ---Cultivate appropriate emotions. ---Strive better communication.
Disadvantages :
Pressure an individual to compromise and accommodate in ways not in his interest.
Avoid confrontational strategies, which can be helpful at times.
11.Getting a child to go to bed.
12.Picking a successor for the CEO of a company where you are on the board.
3. Types of negotiation:
1. Competitive style 2. Accommodative style 3. Avoidance style 4. Compromising style 5. Collaborative style 6. Vengeful style 7. Self-inflicting style 8. Vengeful and self-inflicting style
国际商务谈判 双语ppt课件
Negotiators should be aware that potential differences can be used to reach agreement
It is also possible to create value through shared interests and through scale (task too big for one party to accomplish alone)
The other potential consequence of interdependent relationships is conflict
Value Creation
Synergy: the notion the "the whole is greater than the sum of its parts".
Five Major Strategies for Conflict Management:
4 Problem solving Actors show high concern in obtaining
own outcomes, as well as high concern for the other party obtaining their outcomes 5 Compromising Actors show moderate concern in obtaining own outcomes, as well as moderate concern for the other party obtaining their outcomes
The Dual Concerns Model
The Sandtraps of Negotiation
It is also possible to create value through shared interests and through scale (task too big for one party to accomplish alone)
The other potential consequence of interdependent relationships is conflict
Value Creation
Synergy: the notion the "the whole is greater than the sum of its parts".
Five Major Strategies for Conflict Management:
4 Problem solving Actors show high concern in obtaining
own outcomes, as well as high concern for the other party obtaining their outcomes 5 Compromising Actors show moderate concern in obtaining own outcomes, as well as moderate concern for the other party obtaining their outcomes
The Dual Concerns Model
The Sandtraps of Negotiation
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﹡Look at the problem through the eyes of different experts. ﹡Change the scope of a proposed agreementbreak down the problem into smaller units. Agreements may be partial, involve fewer parties, cover selected subject matters, or remain in effect for a limited period of time.
The collabrative negotiation focuses on interests rather than positions, place value on relationship.
Principled Negotiation
(It is particularly oriented to collaborative negotiations.)
3. Invent options for mutual gains The brainstorming of options prior to decision-making is a critical piece for the success of the collaborative negotiation process. The ability to invent options is one of the most useful assets a negotiator can have. 1) Separate the act of inventing options from the act of judging them 2) Develop as many options as possible before choosing one 3) Search for mutual gains 4) Find ways to help make the other party’s decision easy
• 3) Strive for better communication. • ﹡Be an active listener and acknowledge
what is being said. • ﹡ Speak to be understood. • ﹡Avoid being judgmental or debating the other party as an opponent. • ﹡Avoid criticism that may hurt the other party’s feelings.
Four key words are focused: • People & problems • Interests or position • Options for mutual gains • Criteria: insist on using objective criteria (continued for more details)
Some Basic Negotiation Principles
1. Principle of willingness ( premise of negotiation ) 2. Equality Principle ( foundation of negotiation ) 3. Principle of Mutual Benefits ( aim or goal of negotiation )
1. Separate the people from the problem
People problems are often caused by inaccurate perceptions, inappropriate emotions and poor communication. Three techniques are recommended: 1) Establish an accurate perception 2) Cultivate appropriate emotion 3) Strive for better communication
1) Separate the act of inventing options from the act of judging them
• ﹡Before brainstorm • ﹡During • ﹡After
2) Develop as many options as possible before choosing one
• ﹡Your success in a negotiation depends
upon the other party’s making a decision you want; therefore, you should do what you can to make that decision an easy one.
Principle of Collaborative Negotiation (CN)
The six guidelines for CN 1. Acknowledge the concerns of the other side and focus on interests rather than positions. 2. Encourage joint fact finding. 3. Offer contingent commitments to minimize impacts if they do occur, and promise to compensate knowable but unintended impacts.
• 1) Identify the self-interests. • ﹡Respect your counterparts as human beings and
recognize the needs and interests that underlie their positions. • 2) Discuss interests with the other party • ﹡Give your interests a vivid description. Be specific. • ﹡Demonstrate your understanding of the other party’s interests and acknowledge them as part of the overall problem that you are trying to solve.
4. Principle for Common interests ( key of negotiation ) 5. Principle for efficiency ( guarantee of negotiation )
6. Principle of legality (foundation of negotiation)
• 1) Establish an accurate perception. • ﹡Conflict ,very often, is not caused by what
happens, but by how people perceive what happens. • ﹡Increase the capability of each party to see the other side’s point of view by reversing roles. • ﹡Avoid blaming the other party for your problem
• ﹡Discuss the problems before
proposing a solution. • ﹡Be concrete but flexible. • ﹡Be hard on the problem but soft on the people.
2. Focus on interests instead of positions Methods: 1) Identify the self-interests 2) Discuss interests with the other party
• 2) Cultivate appropriate emotion. • ﹡Your emotion affects that of the other party. • ﹡Recognize and understand emotions of both
parties. • ﹡Make emotions explicit and legitimate • ﹡Allow the other party to let off steam. • ﹡Stay calm with the other party’s emotional outbursts.
Negotiation environment
The composition of international negotiation environment:会影响谈判的战略和策略 1.Political system 2.Economical system 3.Social system 4.Cultural system
Lecture Two
Principles of Business Negotiation
Hale Waihona Puke 4Cs in Negotiation
The context of the 4Cs in which negotiation takes place.谈判要明确的四点背景内容 1. Common interests (谈判者追求的目标) 2. Conflicting interests （要谈的内容） 3. Compromise （取舍点） 4. Criteria or objectives（明确目标及实现 的准则）
The collabrative negotiation focuses on interests rather than positions, place value on relationship.
Principled Negotiation
(It is particularly oriented to collaborative negotiations.)
3. Invent options for mutual gains The brainstorming of options prior to decision-making is a critical piece for the success of the collaborative negotiation process. The ability to invent options is one of the most useful assets a negotiator can have. 1) Separate the act of inventing options from the act of judging them 2) Develop as many options as possible before choosing one 3) Search for mutual gains 4) Find ways to help make the other party’s decision easy
• 3) Strive for better communication. • ﹡Be an active listener and acknowledge
what is being said. • ﹡ Speak to be understood. • ﹡Avoid being judgmental or debating the other party as an opponent. • ﹡Avoid criticism that may hurt the other party’s feelings.
Four key words are focused: • People & problems • Interests or position • Options for mutual gains • Criteria: insist on using objective criteria (continued for more details)
Some Basic Negotiation Principles
1. Principle of willingness ( premise of negotiation ) 2. Equality Principle ( foundation of negotiation ) 3. Principle of Mutual Benefits ( aim or goal of negotiation )
1. Separate the people from the problem
People problems are often caused by inaccurate perceptions, inappropriate emotions and poor communication. Three techniques are recommended: 1) Establish an accurate perception 2) Cultivate appropriate emotion 3) Strive for better communication
1) Separate the act of inventing options from the act of judging them
• ﹡Before brainstorm • ﹡During • ﹡After
2) Develop as many options as possible before choosing one
• ﹡Your success in a negotiation depends
upon the other party’s making a decision you want; therefore, you should do what you can to make that decision an easy one.
Principle of Collaborative Negotiation (CN)
The six guidelines for CN 1. Acknowledge the concerns of the other side and focus on interests rather than positions. 2. Encourage joint fact finding. 3. Offer contingent commitments to minimize impacts if they do occur, and promise to compensate knowable but unintended impacts.
• 1) Identify the self-interests. • ﹡Respect your counterparts as human beings and
recognize the needs and interests that underlie their positions. • 2) Discuss interests with the other party • ﹡Give your interests a vivid description. Be specific. • ﹡Demonstrate your understanding of the other party’s interests and acknowledge them as part of the overall problem that you are trying to solve.
4. Principle for Common interests ( key of negotiation ) 5. Principle for efficiency ( guarantee of negotiation )
6. Principle of legality (foundation of negotiation)
• 1) Establish an accurate perception. • ﹡Conflict ,very often, is not caused by what
happens, but by how people perceive what happens. • ﹡Increase the capability of each party to see the other side’s point of view by reversing roles. • ﹡Avoid blaming the other party for your problem
• ﹡Discuss the problems before
proposing a solution. • ﹡Be concrete but flexible. • ﹡Be hard on the problem but soft on the people.
2. Focus on interests instead of positions Methods: 1) Identify the self-interests 2) Discuss interests with the other party
• 2) Cultivate appropriate emotion. • ﹡Your emotion affects that of the other party. • ﹡Recognize and understand emotions of both
parties. • ﹡Make emotions explicit and legitimate • ﹡Allow the other party to let off steam. • ﹡Stay calm with the other party’s emotional outbursts.
Negotiation environment
The composition of international negotiation environment:会影响谈判的战略和策略 1.Political system 2.Economical system 3.Social system 4.Cultural system
Lecture Two
Principles of Business Negotiation
Hale Waihona Puke 4Cs in Negotiation
The context of the 4Cs in which negotiation takes place.谈判要明确的四点背景内容 1. Common interests (谈判者追求的目标) 2. Conflicting interests （要谈的内容） 3. Compromise （取舍点） 4. Criteria or objectives（明确目标及实现 的准则）