商务谈判教学大纲.docx
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商务谈判教学大纲
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TeachingProgrammeofBusinessNegotiation
Nameofcourse:
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Teachinghours:
32
Typeofcourse:
EnglishMajor
Characterofcourse:
Theory&Practice（CaseMethod）
DescriptionoftheTeachingProgramme
一．Position,RoleandTaskofCourse
Businessnegotiationisanintegralpartaswellasadecisivefactorofbusinessactivities.AsatechnicalandpracticalcourseforseniorstudentsofEnglishmajor.Trainthestudents’abilityontheirown,abilitytocriticize,cognitiveabilityandabilitytostudy.
二．Aim&RequestofCourse
Onthebasisoflistening,speaking,reading,writing;andexplainingoftheinternationaltrade;businessEnglish;businessEnglishcorrespondence;businessEnglishnegotiationaimstoequipstudentswithsoundtheoreticalknowledgeandstrongcapabilityofpracticinginrealsituations,strengthentheabilityofbilingualtranslationbothinEnglish
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andChineseandassiststudentstomeetaswelltheneedsofsocietyaspossible.Thecoursemainlyconsistsoftwoparts:
Businessnegotiationtheoryandpractice.Thetheory
isthebasisofstudyingstrategies,andtechniquesadoptedinbusinessnegotiationswhilethepractice.Focusesonhowtoselectandoperatethestrategiesandtechniquessuitableforeachstage.Duringanegotiation,thecourseenablesstudentstohaveagoodcommandofboththeoryandpracticeandhaveabetterunderstandingofthecharacteristicsofbusinessnegotiations.
三．Content&Hour
UNIT1（2h）
1.Topic:
Introductiontointernationalbusinessnegotiation
2.Content
1）Thedefinitionofinternationalbusinessnegotiation
2）Thecharacteristicsofinternationalbusinessnegotiation
3）Thetypeofinternationalbusinessnegotiation
3.TheFocal&DifficultPoints
1）Themeaningofinternationalbusinessnegotiation
2）Thestyleofinternationalbusinessnegotiation
UNIT2（2h）
1.Topic:
principlesofbusinessnegotiation
2.Content
1）Principlesofcollaborativenegotiation
2）Principlesofinterestdistribution
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3）Principlesoftrustinnegotiation
4）Principlesofdistributiveintegrativeandcomplexnegotiation
3.TheFocalofDifficultPoints
1）Principlesofequality,mutualbenefitandexchangetheneededgoods
UNIT3（2h）
1.Topic:
Phasesofbusinessnegotiation
2.Content
1）Thepreparationphase（stage）
2）Theopeningphase（stage）
3）Thebargainingphase（stage）
4）Theclosingphase（stage）
3.TheFocalandDifficultPoints
1）Stage
2）Thebargainingstage
UNIT4（2h）
1.Topic:
strategies&tacticsofbusinessnegotiation
2.Content
1）Introductionstrategiesadoptedinnegotiation
2）Strategies&tacticsusedintheopeningstage
3）Strategies&tacticsusedinthebargainingstage
4）Strategies&tacticsusedintheclosingstage
3.TheFocalandDifficultPoints
1）Strategiesofbusinessnegotiation
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2）Tacticsofbusinessnegotiation
UNIT5（2h）
1.Topic:
Etiquette&stylesinbusinessnegotiation
2.Content
1）Theetiquetteinbusinessnegotiation
2）Etiquetteforgreeting&send-off
3）Etiquetteinbusinessmeeting
4）Etiquetteatdinnerparty&dresscode
5）Etiquetteforsigningagreement
3.TheFocalandDifficultPoints
1）.Etiquetteinbusinessnegotiation
2）.Differentstylesofbusinessnegotiation
UNIT6（2h）
1.Topic:
Typeofbusinessnegotiation
2.Content
1）Salesofgoodsinbusinessnegotiation
2）Salesandservicesinbusinessnegotiation
3）Investmentofbusinessnegotiation
4）Technologytransferofbusinessnegotiation
3.TheFocalandDifficultPoints
1）Investmentofbusinessnegotiation
2）Technologytransfer
UNIT7（2h）
4
1.Topic:
Gross-culturalnegotiation
2.Content
1）Language&communication
2）Understandingculturaldifferences
3）Negotiationamongculture
4）Culturalconflictmanagement
3.TheFocalandDifficultPoints
1）Understandingculturaldifferences
2）Culturalconflictmanagement
UNIT8（2h）
1.Topic:
Establishmentofbusinessrelations
2.Content
1）Chamberofcommerce
2）Tradedirectory
3）ChineseCommercialCounselor’Office
4）Embassy
5）Advertisementandexhibition
6）Marketresearch
3.TheFocalandDifficultPoints
1）Thestyleofestablishmentofbusinessrelations
2）Findingoutthechannelofcustomers
UNIT9（2h）
1.Topic:
Inquiry,commission,discountandallowance
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2.Content
1）Inquiry
2）Commissionof5%（5%commission）CIFC2%
Discountof2%（2%discount）
3）Allowance
3.TheFocalandDifficultPoints
1）Makinginquiry
2）Whatcommission&discount
UNIT10（2h）
1.Topic:
Offer,bidandcounter-offer
2.Content
1）Offer
2）Firmoffer
3）Non-firmoffer
4）Bid（reply）
5）Counteroffer
6）Counter-counteroffer
3.TheFocalandDifficultPoints
1）Firmoffer&non-firmoffer
2）Manymajorjargons
UNIT11（2h）
1．Topic:
Acceptanceandorder
2．Content
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1）Acceptancewithinthevalidityunconditionally
2）Detailsoforder
3）Sales/orpurchasecontract/confirmationandagreement
3．TheFocalandDifficultPoints
1）Acceptanceindifferentconditions
2）Place（book,have,make,take,give,send…）anorder
UNIT12（2h）
1.Topic:
Packing&packinglist
2.Content
1）Packingmarks---shippingmark（indicativemark&warningmark）
2）Salespacking
3）Transportpacking
4）Roughhandling
5）Neutralpacking
6）Packing/weightlist（slip,note）
3.TheFocalanddifficultpoints
1）shippingmark
2）PackagesNo/GW/NW/MSTS
UNIT13（2h）
1.Topic:
Shipment&delivery
2.Content
1）Shipper&shippingagent
2）Consignor&consignee（Toorder）
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3）Carrier&shippingcompany
4）Dateofshipment
5）Dateofsailing
6）Transshipmentallowed
3.TheFocalandDifficultPoints
1）Shipmenttime
2）Transshipment&partialshipmentallowed
3）Consignor,consignee,carrier
UNIT14（2h）
1.Topic:
Payment
2.Content
1）Modesofpayment
（1）RemittanceM/T,T/T,D/D
（2）CollectionD/P,D/A
（3）L/C
2）Paymentinstrument
1）Issuing/examining/amending/extendingL/C
2）Instrumentofpaymentinnegotiation
3.TheFocalandDifficultPoints
1）Modesofpayment&instrumentofpayment
2）L/C;D/P;D/A
UNIT15（2h）
1.Topic:
inspection,insurance&arbitration
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2.Content
1）Commodityinspection
2）Effectinsurance
3）Arbitrationclause
3.TheFocalandDifficultPoints
1）InspectionCertificateofOrigin（Health/Quality/Quantity/Weight）
2）Arrangeinsurance,arbitrationclause
UNIT16（2h）
1.Topic:
Complaint,Claim&Adjustment
2.Content
1）Twokindsofcomplaintsandclaims
2）Howtohandlecomplaints
3）Lodgeaclaimsagainst（on/with）somebodyforsomething
3.TheFocalandDifficultPoints
1）Accept/oradmitaclaim
2）Rejectaclaim
3）Settleaclaim
四TeachingMethodsandinstruments
1.Lecturemethod,casemethod,simulatednegotiationandmultimediaapproach
1）Principleofteaching
（1）Teacherasguide,studentastheme,practiceasthread
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（2）Constructingfreestudentfriendlyatmosphereinencouragementstrategies
（3）Contextteaching
（4）Processteaching
2）Organizedsysteminclass
（1）Talkingsuccinctly&practicemore
（2）Watching“BusinessNegotiation”and“ConcerningForeignEtiquette”inDVD
（3）Encouragingstudenttomakevisualaids
（4）Simulatednegotiationfirst&discussingroupforsomemistake
3）Stressingquality-orientededucation
（1）LanguageCompetence（speaking,writing,reading,listening,andtranslating）
（2）Culturalquality（profound&multicultural）
（3）Psychologicaltraits（mined,interest,heart&feeling）
（4）Speculativethinkingability（clearly,tactful,&freshidea）
（5）Communicative/capability（informative/persuasive/entertainingverbalcommunication）
（6）Moralintegrity（wideview,lovednation’ssentiment;goodpublic
Morality,workingmorality,systematicmoralcharacter;correctworldoutlook,outlookonlife,&values）
五Systemofexamination
Examination（openingexamination）
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12
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