商务谈判双语1优质PPT.ppt

1、房屋拆迁与拆迁公司就补偿进行谈判例5：工商企业从国内外采购原辅材料例6：中国加入WTO的谈判；例7：中国商务部就中欧纺织品的反倾销谈判例8：朝核六方谈判与伊朗核危机谈判等Example 9:Copenhagen climate talks pertain to the global climate warm tendency OR trends引子2（introduction two）我们来做一个实际案例演练（practice for bargaining）：请两位同学上台，一方是卖衣服的个体老板，另一方同学要去买一件时装。假设衣服的进货价100元；而老板开价400元；买衣服同学心理成交价位在

2、150元。试演练价格谈判的过程。Pls perform the whole procedure for cloths bargaining.Talking about the difference between”bargaining”and“negotiation“-page 4案例演练总结（summary）1、总是让对方先自己降低价格。Always price reduction by his opponent2、讨价过程中“事不过三”原则。Never exceed three during bargaining3、讨价过程中不断找出不同理由。Finding out the differe

3、nt reasons during bargaining4、还价要低，出价要高。Counteroffer with lower limitation,as offer with higher limitation案例演练总结（summary）5、要善于在谈判中说服对方。To be good at persuading opponent during the negotiation6、有时要欲擒故纵 playing hard is necessary sometimes7、抬价压价策略的运用Applying the strategy of high ball and low ball8、要善于对

4、标的挑缺点。Critical attitude towards the objects1.Concept of NegotiationRelevant reading material 1 Introduction to NegotiationThen tell us“What is negotiation?”in your opinion?Next pls read some listed definition（定义定义）of“negotiation”by authorized（权威权威）scholarsCompare the difference between your definiti

5、ons and scholars Whats about negotiationNierenber state:Whenever people exchange ideas with the intention of changing relationships,whenever they confer for agreement,then they are negotiating.negotiation takes place between human beings.It is the most common form of social interaction.“the ability

6、to deal with business affairs;to arrange by discussion the settlement of term;to reach agreements through treaties and comprise,and to travel through challenging territory.All of these suggest a purposeful effort to resolve problems through talking and intellectual maneuvering.”Generally speaking:Ne

7、gotiation is the process we use to satisfy our needs when someone else controls what we need1.Concept of NegotiationTo sum up,all the definitions include the following 3 points1.Purpose2.Interactive3.Conferment（exchange views）商谈So we defies“negotiation”as“an activity between two or more parties who

8、confer together in order to reach a satisfying purpose”2.Motives of NegotiationPursue interest-purpose The Maslows need theory/in terms of time/in terms of main bodySeek corporation-interaction Division of social work,development level,resource scarcity,geographical restraints,people always develop

9、various relianceStrive for consensus（common understanding）-conferment 3.Fundamental Elements of NegotiationNegotiatorThose who are engaged in negotiation.On-table/off-table negotiatorNegotiating topicSpecific problems that should be discussedTopic should be common interestNegotiating backgroundObjec

10、tive condition of negotiationEnvironment/organization/staff background案例讨论（case discussion）例：由于国内对石油化工产品需求日益增加，其中甲苯产品广泛运用于建筑、涂料、轻工、化纤等行业；而国内的现有产能远不能满足市场的需求。中化国际公司是中国世界强中化集团的子公司，长期从事化工产品的进出口业务，该公司抓住这一市场机会，在国际市场询价采购，并最终与美孚爱克森石油公司达成合作意向；并准备进行谈判，拟从这家跨国石油公司进口一万吨甲苯。Students:Pls discuss the subject of nego

11、tiationnegotiators backdrop.INTRODUCTION TO NEGOTIATION2.按谈判的态度与方法分（according to attitudes and methods）：classificationA 软式谈判（soft/easy negotiation-compromising style）：关系型/合作型谈判（collaborative negotiation），feature 1:将对方当朋友，强调建立良好的关系，互谅互让，友好协商。to consider opponent as friend,emphasis to build mutual goo

12、d relations,strengthen mutual understanding and Friendly consultations INTRODUCTION TO NEGOTIATIONFeature 2:一方实力较弱或双方已是多年合作伙伴的基础；为了实现长期利益；the power of one party is inferior to anothers;or both parties had been making friends for many years;to take effort to pursue the long-term of interests operatin

13、g procedure：信任对方提出建议作出让步达成协议维系关系。trustproposal concession agreement maintain relationsAdvantage:easy to approach agreement,high efficiency,maintain and strengthen the bilateral relation disadvantage：一味妥协、退让给对方可乘之机。Blindly compromise and concessions to give the opponent opportunity INTRODUCTION TO NE

14、GOTIATIONB 硬式谈判（hard bargaining）（立场型谈判）（position style or competitive style）：视对方为敌人，重立场而非利益（focus on positions,not interests），认为谈判是意志力的较量（willpower contest）、将自己的立场强加给别人。To consider the opponent as enemy,pay more attention to the stand position rather than interests gain,focus to willpower test so as

15、 to impose self position on the other.INTRODUCTION TO NEGOTIATIONAdvantage:给对方以压力,促进协议达成much more pressure imposed on the opponent,to promote the agreementdisadvantage：容易导致僵局（deadlock），影响长期关系，影响协议的履行（perform）。Easy to cause deadlock and lead to failure of performing agreement and maintaining the long

16、-term cooperation.适用：己方实力超强，一次性合作、在无可退让的情形下、在对方玩弄阴谋时。Suitable for super power by self;one time cooperation,the situation of no concession and the opponent playing the plot during negotiationIntroduction to negotiationC、原则式谈判（principled negotiation）（价值型谈判）（value negotiation）：强调公平价值（fair value）与公正原则（fair principle），哈佛谈判术。to stren