国际商务谈判英文版doc 10页.docx

国际商务谈判英文版doc 10页.docx

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国际商务谈判英文版doc10页

国际商务谈判（英文版）（doc10页）

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BusinessNegotiation–Lesson2Chapter1

Slide1Oneofthemostimportantthingstorememberinbusinessistonevermakeenemies.Youdon’thavetoloveeveryone,butifyoudislikesomeonemakesureyoudon’tshowit.Yourenemytodaymaybeyourbosstomorrow.

Slide2Thebasicprinciplesofnegotiationare:

-communication,negotiableissues,commoninterests,giveandtake,trustandtobeagoodlistener.

Slide3Themostsuccessfulnegotiationendswithawin-winsolution.Bothpartiesmustfeelasthoughtheyhavegainedsomething.Bothpartiesmustnegotiatetowardsamutualgain.

Slide4Beforenegotiationsbegin,bothpartiesshouldknowthefollowingsixdetails:

-why,whowith,what,where,whenandhowtheynegotiate.

Slide5Negotiationisaprocessofexchanginginformationbetweentwosidesandbothsidestrytounderstandeachother’spointsofview.Bothpartiesknowthattheyhavecommonandconflictingobjectives,sotheytrytofindawaytoachieveacommonandhelpfulobjectivethatwillbeacceptabletothemboth.

Slide6Insummary:

commoninterestsmustbesought.Negotiationisnotagame.Inasuccessfulnegotiation,everyonewinssomething.

Slide7Successisn’twinningeverything–it’swinningenough.

Slide8Innegotiation,bothequalityandmutualbenefitareveryimportant.Bothpartiesareequalinstatus.Theyhaveequalrightsandobligations.Rememberthatinasuccessfulnegotiation,eachpartymustgainsomethingorthereisnoreasonfortheotherpartytoparticipate.Bothpartiesshouldpreparewellforthenegotiationandbereadytosatisfytheotherparty’sneedsonanequalbasis.

Slide9Throughnegotiation,bothpartiesareseekinganarrangementofabusinesssituation.Thepurposeofthisistoseekawin-winsituationinsteadofawin-loseone.Itisthroughsincerecooperationthatthisresultcanbemade.

Slide10Sincerityisveryimportantforanegotiator’sstyle.Developtrustbetweenthetwoparties.Treatothersasyouwanttobetreated,thiswillpromotethenegotiationandgetsuccessfulresults.

Slide11Keepitflexibleandfluid.Donotbetoorigidinwhatyouwanttogive,andinwhatyouwanttotake.Allnegotiationsareaprocessofconstantthinking,exchanginginformationandcontinuousgiving.Beforenegotiationtryandworkoutwhattheotherpartymightbethinking,whattheirneedsmaybeandwhattheirtacticsmightbe.

Slide12Duringnegotiation,itisveryeasyforconflictstohappen.Itmaybethatonesidewantstotakemorethanwhattheygive.Whenthishappens,eithersidemaybreakoutoftherelationship.Thisisalose-losesituation.Itisinbothpartiesintereststofindwaystominimizetheirconflicttoachieveawin-winsituation.

Slide13Mostbusinessnegotiationstakeplacebetweensuppliersandpurchasers（sellersandbuyers）.Asuppliercannotexistunlesshehasapurchaser.

Slide14Ofcourseinnegotiationsbothpartieswanttogiveaslittleaspossible,andtotakeasmuchaspossible,gainingasmuchprofitaspossibleintheprocess.Soduringnegotiationsbothpartiesusuallygiveonlyalittleatatime.

Slide15Bothpartiesmustbeflexibleandmakechangesduringnegotiationasrequiredbythesituation.

Slide16Negotiatorsneedtobecooperativeanddedicated,tofindthebestsolutionpossible,insteadofjustbeingconcernedwiththeirownneeds.

Slide17Innegotiation,bothsidesmusttrytoreachanagreementthatmaximizestheirownoutcome.Thismayleadeithersidetobeconcernedonlywiththeirowngainandignoretheneedsoftheotherparty.Rememberthatmostbusinessrelationshipslastforalongperiodoftime,soitisbeneficialforbothpartiestogainawin-winsituationandcontinuethebusinessrelationship.

Slide18Thethreestagesofnegotiationare:

-pre-negotiation,duringnegotiationandpost-negotiation.

Slide19Thepre-negotiationstagebeginsfromthefirstcontactbetweenthetwosides.Thisiswhentheyshowinterestindoingbusinesswitheachother.Duringthisstagethegatheringofinformationwilldeterminethesuccessorfailureofthenegotiation.Theinformationtobegatheredbyeitherpartyshouldinclude:

-themarket,policies,regulationsandfinancialbackground.

Slide20Thesecondstageofnegotiation（duringnegotiation）hasfivephasesthroughwhichitmustproceed.Theyare:

-exploration（findingoutwhattheotherpartywant）,bidding（giving）,bargaining,agreeingandmakingitofficial（contract）.

Slide21Thethirdstageispost-negotiation.Atthisstage,allthetermshavebeenagreeduponandthecontractisbeingdrawnup,readytobesigned.

BusinessNegotiation–Lesson4Chapter2

Slide1Titlepage-Todayweareworkingonchapter2.

Slide2ProperBehaviourinBusinessNegotiation.Peoplealwaysmakeassumptionsbeforenegotiationandtrytoguesswhattheotherpartyareassuming.Assumptionsmaybetrueorfalse,theyneedtobeverified.Listening,talking,inquiringandobservingareveryimportantforasuccessfulnegotiation.

Slide3HiddenAssumptions.Wesometimesplaceourselvesatagreatdisadvantagewithhiddenassumptionsaboutwhatotherpeople’smotivationsandactionsmightbe.Don’tassumeyouknoweverythingaboutyouropponents.

Slide4Listening.Listeningcarefullytothewordsspokenbytheotherpartyisveryimportant.Youmustunderstandwhattheneedsoftheotherpartyare.Payingattentiontophrasing（thevocabularytheyuse）,theirchoiceofexpressions,themannerismsofspeechandthetoneofvoicetheyareusing.Alloftheseelementsgiveyoucluestotheneedsofwhattheotherpartywants.

Slide5Thebarrieroflistening.Sometopicsareratherdifficultandhardtocomprehend,donotgetdistracted,stayfocussed.Ifnecessaryaskthespeakertorepeatsomethingthatyouhavemissedordonotfullyunderstand.Whenyouaretakingnotes,concentrateontheconceptsandprinciplesfirstandthenifyouhavetime,writedownthefacts.

Slide6Activelistening.Whensomeoneismakingapointorpresentinganopinion,donotinterruptuntiltheyhavefinishedspeaking.Thenyoucanaskthemtorepeatanypartsthatyoudidn’tunderstand.

Slide7Negotiationlanguage.Youshouldonlycommunicatethepointsneeded,toencouragetheactionyourpartydesires.

Yourpartyshouldbeinformative,tosupportonlythedetailsnecessarytomakeyourofferclear.Keepyoursentencessimple.Yourpresentationshouldbefairandconsiderboththeprosandthecons.Yourpresentationshouldbecooperativeandfriendly,notargumentativeorhostile.Itshouldemphasizethepositivepoints,notthenegativepoints.

Slide8Aspectstobeawareof.Listenersjudgeyoubyhowyoutalk.Yourspeakingvoiceisoneofthefirstimpressionspeoplehaveofyou.Apersonmaybecharacterizedasfriendlyifhisorhervoicesoundswarmandwellmodulated.Ifsomeonehasaflatmonotonousvoicetheywillbejudgedasdullandboring.Donottalktoofastoryouwillgivetheimpressionthatyouarenervousandnotconfident.

Slide9Askingquestions.Inanappropriatesituationyoushouldasktheotherparty“Whatdoyouwantfromthisnegotiation?

Whatareyourexpectations?

Whatwouldyouliketoaccomplish?

”Bequietafteraskingaquestion,encourageotherstotalkasmuchaspossiblesoyoucangainmoreinformation.Whenyouaskquestions,makesureyoulistentotheanswers.

Slide10Answeringquestions.Alwaysgiveyourselftimetothinkaboutthequestionbeingasked.Neveransweruntilyouclearlyunderstandwhatisbeingasked.Donotbeembarrassedtoaskthemtoexplainthemeaningoftheirquestion.Beforenegotiationsbegin,anticipatewhatquestionsmaybeasked,sothatyoucanplanyouranswersbeforethenegotiation.

Slide11Observing.Besideslisteningtotheotherpartyinanattempttolearntheirdesiresandneeds,youmustalsocloselyobservetheirgestures.Bodylanguageandgesturesareveryimportant.Ourentirebodies,includingourhead,arms,hands,fingersandevenourposturecanconveyamessage.

Slide12Eyecontact.Apersonwholooksawayalotwhilelisteningtoyouisshowingthattheyarenothappywithwithyouorwhatyouaresaying.

Slide13Themouth.Whenyoumeetorgreetsomeone,youshoulddosowithawarm,genuinesmile.

Slide14Hands.Whatyoudowithyourhandsisaverysignificantformofbodylanguage.Yourhandshakerevealscluestowhatyoureallythinkofsomeone.Afirmhandshakegivestheimpressionofconfidenceandseriousness.Theweakhandshakehasnoenergyatallandsuggestsalackofconfidence,interestandwarmth.Iftheotherpartyputsbothofhis/herhandsonthetableandhe/sheleansforward,itmeanstheyareconfidentandreadytogetdowntobusiness.

Slide15Thenose.Touchingthenoseorslowlyrubbingitusuallymeanssomeonehasdoubtinwhattheyaresayingandmaybeitcouldindicatethatthispersonislying.

Slide16Thelegs.Apersonwhoselegsarecrossed,andwhoisleaningawayfromyouisprobablyverycompetitive.Ifsomeonehastheirlegscrossedandtheirarmscrossedtheywillbedifficultopponent.Ifthepersonhastheirlegscrossedandtheyareswingingthetoplegitmeansthattheyareprobablyboredwithyourideasandopinions.

Ifsomeonelikesyouoryourideastheywillleanforwardslightlyinarelaxedmannerwithaslightlycurvedback.

Slide17TheFeet.Apersonwhosetoesareturnedtowardseachother（pigeontoed）ortuckedunderthechairisverytimidorscared.

BusinessNegotiation–Lesson6Chapter4

Slide1TitlePage–Todaywewillworkonchapter4.

Slide2PreparingforNegotiation.Asuccessfulnegotiationisdeterminedbyitspreparation.Thi