商务英语谈判1-1.ppt

商务英语谈判1-1.ppt

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ChapterOneAnOverviewofInternationalBusinessNegotiationFocusConceptsofbusinessnegotiationCharacteristicsofinternationalbusinessnegotiationFormsofinternationalbusinessnegotiationGamePrinciplesofinternationalbusinessNegotiation,DefinitionandCharacteristicsofInternationalBusinessNegotiationTheworldwearelivinginisfullofconflicts.Therearetwowaystoresolvetheconflicts:

-theuseofforceand-thenegotiationNegotiatinghasbecomeaneffectiveapproachtoresolvingconflictsandadjustinginterest.,Definitionandcharacteristicsofnegotiation“Negotiation”derivesfromthelatinword“Negotiari”,whichmeans-”todobusiness”.Inabroadsense,negotiationreferstotheactionandtheprocessofreachinganagreement-bymeansofexchangingideaswiththeintentionofdispellingconflictsandenhancingrelationshiptosatisfyeachothersneeds.,Thoughnegotiationsvaryinformsandcontents,theyalldemonstratethefollowingcharacteristics:

Everynegotiationinvolvestwoormorethantwoparties2）TheobjectiveofanegotiationmustbedefiniteThepurposeofanegotiationisto-persuadesomeoneelseintoacceptingonesownidea,andto-maintainorachievemutualinterests.Ramblingnegotiationwithoutaclearpurposeisnothingbutawasteoftime,leadingtonowhere.Inessence,itisnotnegotiation.,3）NegotiationmustbeconductedonanequalbasisRegardlessofwhetheritisahigh-levelnegotiationoralow-levelnegotiation,bothsidesareindependentandequalindignityandlegalstatus.（e.g.Whenapersonappliesforapositionortalksaboutapayrisewithaboss,heorsheisconversing（交谈）withthebossindependentlyandequally.）Therearenosuchrulesthat-theminorityshouldsubmittothemajorityand-thelowerlevelshouldbesubordinatetothehigherlevel.,4）AconsensusmustbebuiltonthebasisofmutualconcessionIfonlyonesidemakesconcessionorgaincompletevictory,itisnotagenuinenegotiation.5）Negotiationinvolvesexchangeofideas,communication,persuation,compromise,andsuchlike2.DefinitionandcharacteristicsofbusinessnegotiationBusinessnegotiationisaformofnegotiationitself.,Businessnegotiationisaprocessofconferring（协商）inwhichtheparticipantsofbusinessactivities-communicate,-discuss,and-adjusttheirviews,-settledifferencesandfinally-reachamutuallyacceptableagreementinordertocloseadealorachieveaproposedfinancialgoal.,Thesubjectsofbusinessnegotiationalmostincludeeverything,fromtangibletointangiblegoods（有形到无形的货物）forexchangeandsale.Itincludes:

-productionfactorssuchastechnology,labor,capital,realestateandthelikeaswellas-thesalesofgeneralconsumergoodsandvariousmaterials.,Businessnegotiationfallsintothescopeofappliedscience.Thisdisciplinecovers-thestudyoftheforms,principlesandproceduresofbusinessnegotiation,-thepsychologicalanalysisoftheparticipants,aswellas-theintroductionofspecificmethods,strategiesandskillsusedinbusinessnegotiation.,Businessnegotiationdemonstratesthefollowingcharacteristics:

TheobjectiveofbusinessnegotiationistoobtainfinancialinterestThesuccessofabusinessnegotiationisjudgedbythesatisfyingfinancialinterestgainedfromthenegotiation.Abusinessnegotiationwithoutanyfinancialinterestsandefficiencyisofnovalue.2）ThecoreofbusinessnegotiationispriceThemeasureusedtoshowhowmuchinteresteachnegotiatorcangetistheprice.,Otherterms,including-theproductquality-quantity-deliveryand-paymentarecloselytiedtoit.Thoughthepriceisthefocus,negotiatorsstillneedtoleaveroomforconcessionoverprice.Apartfromit,therearesomeotherdirectlyorindirectlyrelatedterms.Insteadofbargainingovertheprice,negotiatorsmaytrytogetcorresponding“compensation”fromotherterms.,3）Itsprincipleisequalityandmutualbenefit4）ItemsofcontractshouldkeepstrictlyaccurateandrigorousThetermsandconditionsstimulatedinthecontractrepresenttherightsandobligationsofeachside.Thesetermsandconditionsareexpectedtobewordedwithgreataccuracy,cautionandprudence,whicharetheprerequisitefortheguaranteeofeachsidesinterests.,II.FormsofbusinessnegotiationAccordingtothemainbodies,objectives,formsandproceduresinvolvedinthenegotiation,itcanbeclassifiedinthefollowingways:

1.Classificationbychiefnegotiator,Government-to-governmentsnegotiation（G2Gs）-overtheissueofmutualconcern（e.g.tradeofgoodsandservices,economicandtechnicalcooperation,large-scaleconstructionproject,foreignexchangeandcapitaltransfer,etc.）-ItisconductedbytheofficersfromtheMinistryofCommerceandtherelevantdepartment（e.g.ChinasentryintoWTO;Sino-UStextilenegotiation;MiddleEuropefootwearnegotiation;Sino-Russiaoilpipetransportnegotiation,etc.）,2）Government-to-Businessnegotiation（G2Bs）-betweenthegovernmentandtherelevantforeignenterprisegroupst