国际商务谈判英文版PPT推荐.ppt

国际商务谈判英文版PPT推荐.ppt

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评分标准评分标准1.准确掌握国际商务谈判专业知识准确掌握国际商务谈判专业知识202.熟练掌握国际商务谈判策略技巧熟练掌握国际商务谈判策略技巧203.熟练运用专业知识与技能自由陈述熟练运用专业知识与技能自由陈述204.熟练运用英语表述专业知识与技能熟练运用英语表述专业知识与技能205.熟练运用英语自由陈述谈判专题熟练运用英语自由陈述谈判专题20FreeTalking:

Whatshouldwedotoensureasuccessfulinternationalbusinessnegotiation?

检测内容检测内容1：

Whydowenegotiate?

Negotiationisacommonactivitythatmostpeopleprobablydoitatsomepointeveryday.Negotiationisnotonlycommonbutalsoessentialfordealingwithmanyorganizationalproblems.检测内容检测内容2：

Whatissuccessfulnegotiation?

1.Theoutcomeofnegotiationisaresultofmutualgivingandtaking.Onesidedconcessionorcompromisecannotbecalledasuccessfulnegotiation.2.Negotiationshappenduetotheexistenceofconflict,however,nonegotiationscanproceedsmoothly顺顺利利进进行行andcometoasatisfactorysolutionwithoutcollaboration合作betweentheparticipants.检测内容检测内容3：

CONFLICTS1.Contradictions矛盾andinterests利益coexist共存的.Ifthereareonlycontradictionsandnosharingofcommoninterests,negotiationsbecomegroundless无理由的andunnecessary.2.Twopartiesinaconflictwillnaturallyfightforeachothersowninterestsandmakeeveryefforttogainmorefromtheotherside,asaresultitwillreducegainofinterestsexpectedinitially.检测内容检测内容4：

STAKES1.ThenegotiatorswillhavetodecidehowmuchoftheymaygainiftheychooseoptionAinsteadofoptionB.2.Negotiatorswillhavetocompareandbalancetherelationbetweenthecurrentinterestsandlongterminterestsorunderlying潜在的desiresinordertomakedecisiononsatisfactorylongterminterestsatthecostofcurrentinterests.检测内容检测内容5：

Guidingrules

（1）Negotiationisa_voluntary_activityinthesensethateitherpartycanbreakawayfromorrefusetoenterintodiscussionatanytime.

（2）Negotiationdoesnothavetobeaverbal言言语语的的tug拉拉力力，斗斗争争ofwartobe_successful_.（3）Notallsituations_warrant保保证证，授授权权_negotiationtreatment.检测内容检测内容6：

GuidingrulesSuccessfulnegotiationinvolvestheabilitytoa.determinethroughobservationandanalysisthebestmeansof_persuasion_.b.putthatpersuasiveapproachintothewayinto_practice_attheappropriatetime.检测内容检测内容7：

CredibilityfirstBasicmeaning

（1）_Understanding_derivesfromcredibilityandtrustworthiness.

（2）Credibilityenhances_trustworthiness_.（3）Beawareofthelevelofcounterpartys_credibility_.检测内容检测内容8：

Mutualreciprocity&

benefits

（1）Anegotiationusuallystartsbecauseatleastoneofthepartieswantstochangethestatusquoandbelievesthatamutuallysatisfactory_agreement_ispossible.

（2）Asuccessfuloutcomeinnegotiationisnotalwayswinningatanycostorevenwinning,butgettingwhatbothsides_want_.检测内容检测内容9：

Maximizingcommonalities&

minimizingdifferences

（1）Theexistenceoftwopartieswhoshareanimportantobjective有一个重要的目的buthavesomesignificant_differences_.

（2）Theoutcomeofthenegotiatingconferencemaybea_compromise_satisfactorytobothsides,astandofforastandoffwithan_agreement_totryagainatalatertime.检测内容检测内容10：

Creatingarightnegotiationatmosphere

（1）_High-spirit_atmospherepositive&

enthusiastic,optimisticaboutprospect,generatepleasantelements.

（2）_Low-spirit_atmosphereserious,depressinganddowncast,indifferentattitudewithunpleasantfactor.（3）_Natural_atmospherenaturalandsteadymood,havepeachofmind.检测内容检测内容11：

Openingstrategies

（1）_Resonant_共鸣共鸣_openingfriendly,harmonious,worktogether

（2）_Frank_坦诚坦诚_openingfrankly,makeabreakthrough（3）_Evasive_逃避_openingreserved,avoid/reserveinformation,drivingadvancetodirectionwedesire.检测内容检测内容12：

Openingstrategies（4）_Nitpicking_挑剔挑剔_atmosphereblame,createtension,confuse,suppress&

forcethemtomakeconcession（5）_Offensive_进攻进攻_openingattack,firmattitudewithcounterpartcompetitive,nervousandtense检测内容检测内容13：

Preparingfornegotiation

（1）Settingbargainingobjectives

（2）Assessingtheothersidescase（3）Assessingrelativestrengthsandweakness检测内容检测内容14：

HowtoplannegotiationToplanyournegotiation,youmayhavetomakeassumptionsabouttheothersideslikelyreactionstoyourdemands.对对方方对对于于你你的的要要求求的的可可能能反反应。

应。

Keystages:

Trytoestablishwhattheotherpartsclaimsareandwhattheyareseekingtoachieve检测内容检测内容15：

Howtoplannegotiation

（1）Probewhetherspecificproblemsorconcernsliebehindtheirquestionsorclaims

（2）Exchangefactualdatainadvanceofnegotiations（3）Considerwhatfactsandargumentstheotherpartyislikelytouseinsupportoftheirclaim检测内容检测内容16：

NegotiationapproachThecollaboratorsapproachtoconflictistomanageitbymaintaininginterpersonal人与人之间的;

人际的relationshipsandensuringthatbothpartiestotheconflictachievetheirpersonalgoals.Comprisingapproachassumesthatawin-winsolutionisnotpossible.检测内容检测内容17：

Negotiationapproa