方法论分析谈判英文
英文谈判与要点
英文谈判与要点英文谈判与要点The Negotiation Process/谈判过程：It's time to negotiate! Here are a few golden rules to successful negotiations:现在是谈判的时间了！下面是成功谈判的黄金原则：1) Always try to negotiate for at least 15 minutes. Any less than that and it is unlikelythat either party has had enough time to fairly consider the other side. Generally, thesize or seriousness of the negotiation determines the amount of time needed to negotiateit. Setting a time limit is a good idea. Approximately 90% of negotiations get settled inthe last 10% of the discussion.至少让谈判持续15分钟，。
少于这个时间的话谈判的一方是不会有足够的时间去考虑另一方的观点的。
一般来说谈判的规格或严肃性决定了它所需要的时间。
设置一个时间限是一个好主意。
大约90%的谈判是在最后10%的讨论过程中建立的。
2) Always offer to let the other party speak first. This is especially important if you arethe one making a request for something such as a raise. The other party may haveoverestimated what you are going to ask for and may actually offer more than what you weregoing to request.总是让对方先说，这点尤为重要特别当你是提要求的一方比如要求加薪时。
5W2H分析法
何为 5W2H 分析法，简单的说就是多问自己的几个为什么，从 why、what、where、 when、when 等方面着手，然后考虑怎么做的过程，下面看看新浪微博用户@电商行业 关 于 5W2H 方法论的整理： 【5w2H 分析法】⒈Why①思考原因；⒉what①目的②概述③重点④工作对象⑤规范原则 ⑥目标结构；⒊Where①范围②地点③切入点；⒋How much①量化程度②数量③质量④ 成本；⒌How①方法②如何做；⒍Who①执行对象；⒎When①何时开始②何时结束③适 宜时机。 【谈判的 5W2H 法则】首先你必须明白自己的谈判目标(what),然后制定谈判策略(how),多 问自己几个为什么(why),接着才是找个合适的时间(when),合适的地点(where),找到关键的 人(who)开始谈判,谈判中需评估进展程度(how much),达到谈判目标。这是一种通用分析问 题的方法,和领导谈判亦然。
(责任编
【最新推荐】商务谈判中的英语技巧讲解-精选word文档 (4页)
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I 会听”要尽量鼓励对方多说，向对方说：“yes”，“please go on”，并提问题请对方回答，使对方多谈他们的情况。
II 巧提问题用开放式的问题来了解进口商的需求，使进口商自由畅谈。
“can youtell me more about your campany?”“what do you think of our proposal?”对外商的回答，把重点和关键问题记下来以备后用。
进口商常常会问：“can not you do better than that?”对此不要让步，而应反问：“what is meant by better?”或“bet ter than what?”使进口商说明他们究竟在哪些方面不满意。
进口商：“your competitor is offering better terms。
”III 使用条件问句用更具试探性的条件问句进一步了解对方的具体情况，以修改我们的发盘。
典型的条件问句有“what…if”，和“if…then”这两个句型。
如：“what would you do if we agree to a two-year contract?”及“if we modif your specifi cations， would you consider a larger order?”互作让步。
只有当对方接受我方条件时，我方的发盘才成立。
获取信息。
寻求共同点。
如果对方拒绝，可以另换其它条件，作出新的发盘。
代替“no”。
“would you be willing to meet the extra cost if we meet youradditional requirements?”如果对方不愿支付额外费用，就拒绝了自己的要求，不会因此而失去对方的合作。
谈判的英文
谈判的英文Negotiation, as a vital communication skill, plays a crucial role in our lives. Whether it is a business deal or a personal matter, mastering negotiation can help you achieve your goals and improve your relationships with others. In this article, we will explore the importance of negotiation and some effective negotiation strategies.Importance of NegotiationNegotiation is essential in many aspects of life, such as business, politics, diplomacy, and personal relationships. Here are some reasons why negotiation is vital:1. Achieving GoalsNegotiation helps individuals and organizations achieve their goals by reaching mutually beneficial agreements. In business, successful negotiation can lead to new partnerships, increased revenue, and improved long-term relationships with clients. In personal relationships, negotiation can help resolve conflicts, improve communication, and build stronger bonds.2. Problem-SolvingNegotiation is an effective problem-solving tool. When faced with a problem or issue, negotiation allows individuals to work collaboratively to find a solution that works for both parties. This can lead to better outcomes, increased innovation, and more efficient problem-solving.3. Building RelationshipsSuccessful negotiation requires effective communication, listening skills, and the ability to understand another party's perspective. Building relationships based on trust, respect, and understanding can improve cooperation and collaboration in the future.Negotiation StrategiesEffective negotiators have several strategies at their disposal to reach mutually beneficial agreements. Here are some of the most common negotiation strategies:1. PreparationPreparation is key to successful negotiation. Before entering a negotiation, it is important to gather all relevant information, research the other party's position and interests, and establish clear goals and objectives.2. Active ListeningActive listening is another fundamental component of effective negotiation. By listening carefully to the other party's position and interests, negotiators can identify areas of agreement and potential compromises.3. Win-Win ApproachThe win-win approach is a negotiation strategy that seeks to find a solution that benefits both parties. By focusing on common goals and interests, negotiators can work collaboratively to find creative solutions that meet both sides' needs.4. CompromiseCompromise involves both parties giving up something to reach an agreement. Successful negotiators understand that compromise is often necessary to achieve mutually beneficial outcomes.5. Building RelationshipsBuilding relationships based on trust and respect can improve the likelihood of successful negotiation. By establishing a positive rapport with the other party, negotiators can create an environment that fosters effective communication and problem-solving.6. BATNABATNA (Best Alternative to a Negotiated Agreement) is an important concept in negotiation strategy. Having a clear understanding of your BATNA can help you set realistic goals and objectives and evaluate potential outcomes.ConclusionNegotiation is a vital communication skill that can help individuals and organizations achieve their goals, improve problem-solving, and build stronger relationships. Effective negotiators use a variety of strategies, including preparation, active listening, the win-win approach, compromise, building relationships, and understanding BATNA. By mastering negotiation skills, you can improve your personal and professional relationships and achieve greater success in your goals and objectives.。
商务谈判Strategy and Tactics of Integrative Negotiation
Both may want to win on the same dimension , such as the financial package or control of certain policy decisions . In these situations , their goals are mutually exclusive and lead to conflict.
inappropriate
adj. 不恰当的，不适宜的； （1）不适用的;不适合的 eg.The industry is inappropriate to the future needs 该 行业不适合该地区未来的需要 （2）表示程度的副词或介词词组修饰的形容词I feel the comment was inappropriate for such a serious issue. 我认为对于如此严肃的问题来说,该评论不合 时宜。
mutual
adj. 共有的；共同的；相互的；彼此的 • 含“共同的，相互的”之意的形容词 mutual common joint
initially
• adv 开始，最初 • 例句： Feathers initially developed from insect scales. • 羽毛最初由昆虫的翅瓣演化而来。
岗位职责三工作总结项目运维项目实施银青高速视频监控东毛隧道停车场项目全面实施ip设置贵州独平高速项目全面实施监控室机柜布线四心得体会在这段时间的学习过程中我对部门很多产品从零学起刚到公司的时候感觉压力很大经过这些时间的认真学习和实际操作调整心态现已完全能融入公司的各项岗位职责和管理制度中
Strategy and Tactics of Integrative Negotiation
谈判技巧(英文版) PPT课件
Stage 4: Closing
Closing a deal in the right way at the right time
Formulating an agreement
Ensuring implementation include an implementation program in the agreement set up a joint implementation review team ensure adequate information and explanation
Integrative Approach
Negotiation based on co-creation of understandings about the problem and an integration of parties’ needs is known as an integrative approach.
Negotiation
Concepts Approaches Stages
Concepts-what is negotiation
Negotiation is a process of interaction, by which two or more parties who need to be jointly involved in an outcome but who initially have different objectives, seek by the use of argument and persuasion, to resolve their differences in order to achieve a mutually acceptable solution.
商务英语谈判技巧
商务英语谈判技巧谈判中有时仅靠以理服人，以情动人是不够的，毕竟双方最关心的是切身利益，断然拒绝会激怒对方，甚至交易终止。
商务英语谈判技巧有哪些?下面店铺整理了商务英语谈判技巧，供你阅读参考。
商务英语谈判技巧：谈判对话Dialogue 1A: Is there any way you can cut us a better deal on your wholesale price for this order?B: We did the best that we could to give you a low price. Did you get our latest estimate?A: Based on the estimate you gave us, by the time we figure in transportation and other expenses, our profit is shot. With the offer you’ve given us, we’re making next to nothing. Can’t you do any better?B: I’ve already given you a discount of 20% off of what we normally charge… if I go any lower, we’ll have loss on the project.I really want to work with you on this, but we’ve already gone as low as we could go.A: To be honest… Our budgeted cost can’t exceed more than $150 dollars per unit. That’s our bottom line. If you can meet that price, you will get a deal. Otherwise…B: I’ll say that… I’ll go over the numbers again with our fina ncial team and see what I can do. I can’t give you any guarantees, but I’ll try.Dialogue 2A: You’ve got the email with all the specifications for the project from us, we’ll be accepting bids until noon on Tuesday, if you have any questions in the meantim e, please let me know…B: Actually, I do have a question. We’d like to know whatyou had in mind for a budget on this project. We’re hoping to put together a really competitive bid, but at the same time, we’d like to hit your target price too.A: I understand, but unfortunately it is our policy not to disclose our bottom line. You can be assured that price is a weighty consideration when we review the proposals, but we also take other elements into consideration, including design and practicality. We also give weight to the reputation of the submitting company.B: Do you have any price range? Is there any way you can give me some ideas of which direction to go, or how high is too high?A: We are just looking for a reasonable price according to the specificat ions in our project blueprint. That’s all I can say.安格英语老师认为学会迂回是谈判中非常重要的一项技能，而选择何时亮出自己的底线也需要大家在职场中多年的实践和学习才能够灵活地掌握。
谈判的一种方法英文
谈判的一种方法英文Negotiation is the process of reaching an agreement between two or more parties with different interests or goals. It is essential in various aspects of life, such as business, politics, and personal relationships. There are several negotiation methods that individuals can employ to achieve a satisfactory outcome. In this article, we will discuss one such method known as the collaborative negotiation approach. Collaborative NegotiationCollaborative negotiation, also known as integrative or principled negotiation, is an approach that focuses on finding a mutually beneficial solution for all parties involved. It promotes cooperation, understanding, and open communication between negotiators. Unlike other methods that might rely on aggressive tactics or deception, collaborative negotiation aims to build trust and create value for both sides. Principles of Collaborative NegotiationCollaborative negotiation is guided by a set of principles that facilitate a productive and respectful dialogue. These principles include:1. Focus on Interests: Instead of positions, negotiators should identify the underlying needs, concerns, and goals of both parties. By understanding each other's interests, it becomes easier to find creative solutions that meet everyone's needs.2. Separate People from Problems: It is crucial to distinguish betweenindividuals and the issues being discussed. By doing so, negotiators can prevent personal biases and emotions from hindering the negotiation process.3. Generate Options for Mutual Gain: Both sides should engage in brainstorming to develop multiple possibilities that satisfy the interests of all parties. This creates a collaborative environment where solutions are not limited to "win-lose" scenarios.4. Use Objective Criteria: Instead of relying solely on personal preferences or subjective judgments, negotiators should base their decisions on objective standards, such as market value, industry standards, or legal regulations. This ensures a fair and unbiased outcome.5. Maintain Effective Communication: Active listening, empathy, and clear communication are essential aspects of collaborative negotiation. All parties should express their thoughts and concerns openly while respecting different perspectives.Steps in Collaborative NegotiationCollaborative negotiation involves several steps that pave the way for a successful resolution:1. Preparation: Before entering into a negotiation, it is essential to gather relevant information about both sides' interests and needs. This includes researching market conditions, understanding legal frameworks, andconsidering potential compromises.2. Relationship Building: Effective negotiation relies on a positive relationship between the parties involved. Building rapport, establishing trust, and finding common ground are key components of this step.3. Identifying Interests: Both sides should openly express their interests, concerns, and needs. This allows for a deeper understanding of the underlying motivations driving each party.4. Generating Options: By employing creative thinking techniques and brainstorming, negotiators can develop a wide range of potential solutions. The focus should be on finding mutually beneficial alternatives rather than forcing concessions.5. Evaluating Alternatives: After generating options, it is crucial to assess their feasibility, potential impact, and alignment with the agreed-upon principles. Selecting the most suitable solution requires careful consideration.6. Reaching an Agreement: Negotiators should work together to incorporate the chosen option into a formal agreement. This step involves clarifying responsibilities, timelines, and any necessary actions to ensure both parties uphold their commitments.Benefits of Collaborative NegotiationCollaborative negotiation offers several benefits compared to more competitive or distributive approaches. Some of the advantages include:- Long-term Relationships: By focusing on cooperation rather than antagonism, collaborative negotiation promotes the development of long-lasting relationships between the parties involved.- Win-Win Solutions: Collaborative negotiation seeks outcomes that create value for all parties. It prioritizes mutual gain rather than azero-sum game where one side's victory is the other side's loss.- Creativity and Innovation: The open and collaborative nature of this approach encourages individuals to explore innovative solutions that might not have otherwise been considered.- Better Communication: By emphasizing active listening and effective communication, collaborative negotiation enhances understanding between negotiators, reducing the chances of misunderstandings and conflicts.- Increased Satisfaction: Negotiators are more likely to be satisfied with the agreement reached through collaborative negotiation. The process incorporates their interests and concerns, resulting in a solution that meets their needs.In conclusion, collaborative negotiation is a method that promotes cooperation, trust, and mutual gain. By adhering to principled guidelines and engaging in open communication, negotiators can foster positive relationships and reach agreements that benefit all parties involved.Employing this approach can lead to more satisfying outcomes and establish a foundation for future collaborations.。
谈判技巧 -英文版-ppt课件
Concepts-basic characteristics
Negotiation involves two or more parties The parties must need each other’s involvement in achieving
some jointly desired outcome The parties start with different interests and objectives, and these
negotiation what happens in the course of the actual negotiation what happens at the end of the actual negotiation
9
Stage 1: Before negotiation begins
7
Approaches to Negotiation
Integrative Negotiation Distributive Negotiation
Open sharing of information Tradeoff of valued interests Interest-based discussion Mutual goals Problem solving Explanation Relationship building Hard on problemroach
Negotiation in which strategic influence and guarding information have priority over dialogue and relationship is frequently described as a distributive approach.
管理沟通：谈判NEGOTIATING
第二节 谈判策略
一 互利型谈判策略
精诚所至
充分假设
润滑剂策略 游刃有余
把握契机
二 我方有利型谈判策略
最后期限法 声东击西
疲劳策略
得寸进尺
既成事实
三 讨价还价策略
谈判策略
投石问路
常用的石头有：
1如果我们与你们签订为期两年的合同;你们 的价格优惠是多少
2如果我们采取现金支付和采用分期付款的形 式；你们的产品价格会有什么差别
be more than you realize
Consider the other party's point of view first Identify the objectives of the individual negotiators what are
their hidden agendas and try to match them with your search towards satisfactory agreements
the relative power of the partners involved Try to build your bargaining power before the negotiation starts
CHECKLIST: key points about negotiating
Bargaining power may vary across the issues being negotiated Development and use of negotiating skills can have major
五 说服技巧环节 原则 技巧
CHECKLIST: key points about negotiating
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QUALITAh 2. Grounded theory
3. Case study
They started with the research question Major purpose : explanatory as it reflects to a cause and effect relationship
Common set of questions + additional personal ones Categorized into:
CASE STUDY METHOD
Interviews
Introduction questions Individual questions Quartet questions
conclusion
1. A study of British strings quartets 2. Three paradoxes: the leadership versus democracy paradox, the paradox of the second fiddle and the conflict paradox of conflict versus compromise. 3. Qualitative research : Action research /Grounded theory/Case study 4. Gathering data via interview >>>In order to explanation 5. Interview >>> questions(common/personal) + face to face 6. Explanation hypothesis includes: quantitative analysis & qualitative analysis
RESEARCH NEGOTIATION METHODOLOGY
BY
Marion ROUSTAN Morgane MOUTOME Clément SELLIER Tian GE
Samrat NAWAB
This qualitative presentation is about the dynamics of intense work groups of British strings quartets.
Face-to-face, one-on-one interviews
clear, nonverbal cues time consuming, costly, pre-training
Use quantitative analysis to divided groups in more or less successful quartet He apply a qualitative analysis to this quantitative analysis to find an explanation about his hypothesis. Quantitative results: Qualitative Result Leader Democracy Paradox Paradox of the second Fiddle Confrontation VS Compromise Similarity Vs Diversity More successful group Less successful group Demographics (sex, ages, school background)
CASE STUDY METHOD
Data gathering :
Through 80 quartet musicians interviewed individually during between 45 minutes and 4 hours over a day or two Exhaustive study Interviews made at interviewees' homes or local pubs, audio-tape recorded
RESULTS
The combination of both analyses give him a good explanation about his qualitative hypothesis Example: More successful quartets: Recognize the first violinist is the leader The second violinist accepted his secondary role more than in less successful group Conflict handled with a variety of strategy (conflict continue but not be disruptive) People in Successful group are more similar (age, school background) In that case: Reults allowed him to confirm (more or less) predictions of a theory already existed (Smith & berg’s) Strong argument for contention that paradoxes are inherent in group Strong argument against their hypothetis that group should confront their paradoxes) And thanks to this analysis, he can understand more generally other work team. And in which way Smith & Berg’s theory is applied in team working.
INTRODUCTION
Qualitative research is aimed at gaining a deep understanding of a specific organization or event, rather a than surface description of a large sample of a population
These work groups face four inherent and unresolvable paradoxes The main interesting characteristic of this study is related to their diffreneces Our presentation will be divided into four main parts: the general aspects of qualitative method and its particular aspect applied to this case (1); the reason of the use of this method (2); the different results (3)