国际商务谈判英文版doc 10页.docx

1、国际商务谈判英文版doc 10页国际商务谈判(英文版)(doc 10页)Fashion creative company name 作者：日期： 邮箱：Business Negotiation Lesson 2 Chapter 1Slide 1 One of the most important things to remember in business is to never make enemies. You dont have to love everyone, but if you dislike someone make sure you dont show it. Your en

2、emy today may be your boss tomorrow. Slide 2 The basic principles of negotiation are:- communication, negotiable issues, common interests, give and take, trust and to be a good listener.Slide 3 The most successful negotiation ends with a win-win solution. Both parties must feel as though they have g

3、ained something. Both parties must negotiate towards a mutual gain.Slide 4 Before negotiations begin, both parties should know the following six details:- why, who with, what, where, when and how they negotiate.Slide 5 Negotiation is a process of exchanging information between two sides and both sid

4、es try to understand each others points of view. Both parties know that they have common and conflicting objectives, so they try to find a way to achieve a common and helpful objective that will be acceptable to them both.Slide 6 In summary: common interests must be sought. Negotiation is not a game

5、. In a successful negotiation, everyone wins something.Slide 7 Success isnt winning everything its winning enough.Slide 8 In negotiation, both equality and mutual benefit are very important. Both parties are equal in status. They have equal rights and obligations. Remember that in a successful negot

6、iation, each party must gain something or there is no reason for the other party to participate. Both parties should prepare well for the negotiation and be ready to satisfy the other partys needs on an equal basis.Slide 9 Through negotiation, both parties are seeking an arrangement of a business si

7、tuation. The purpose of this is to seek a win-win situation instead of a win-lose one. It is through sincere cooperation that this result can be made.Slide 10 Sincerity is very important for a negotiators style. Develop trust between the two parties. Treat others as you want to be treated, this will

8、 promote the negotiation and get successful results.Slide 11 Keep it flexible and fluid. Do not be too rigid in what you want to give, and in what you want to take. All negotiations are a process of constant thinking, exchanging information and continuous giving. Before negotiation try and work out

9、what the other party might be thinking, what their needs may be and what their tactics might be. Slide 12 During negotiation, it is very easy for conflicts to happen. It may be that one side wants to take more than what they give. When this happens, either side may break out of the relationship. Thi

10、s is a lose-lose situation. It is in both parties interests to find ways to minimize their conflict to achieve a win-win situation.Slide 13 Most business negotiations take place between suppliers and purchasers (sellers and buyers). A supplier cannot exist unless he has a purchaser. Slide 14 Of cour

11、se in negotiations both parties want to give as little as possible, and to take as much as possible, gaining as much profit as possible in the process. So during negotiations both parties usually give only a little at a time.Slide 15 Both parties must be flexible and make changes during negotiation

12、as required by the situation.Slide 16 Negotiators need to be cooperative and dedicated, to find the best solution possible, instead of just being concerned with their own needs.Slide 17 In negotiation, both sides must try to reach an agreement that maximizes their own outcome. This may lead either s

13、ide to be concerned only with their own gain and ignore the needs of the other party. Remember that most business relationships last for a long period of time, so it is beneficial for both parties to gain a win-win situation and continue the business relationship.Slide 18 The three stages of negotia

14、tion are:- pre-negotiation, during negotiation and post-negotiation.Slide 19 The pre-negotiation stage begins from the first contact between the two sides. This is when they show interest in doing business with each other. During this stage the gathering of information will determine the success or

15、failure of the negotiation. The information to be gathered by either party should include:- the market, policies, regulations and financial background. Slide 20 The second stage of negotiation (during negotiation) has five phases through which it must proceed. They are:- exploration (finding out wha

16、t the other party want), bidding (giving), bargaining, agreeing and making it official (contract).Slide 21 The third stage is post-negotiation. At this stage, all the terms have been agreed upon and the contract is being drawn up, ready to be signed.Business Negotiation Lesson 4 Chapter 2Slide 1 Tit

17、le page - Today we are working on chapter 2.Slide 2 Proper Behaviour in Business Negotiation. People always make assumptions before negotiation and try to guess what the other party are assuming. Assumptions may be true or false, they need to be verified. Listening, talking, inquiring and observing

18、are very important for a successful negotiation. Slide 3 Hidden Assumptions. We sometimes place ourselves at a great disadvantage with hidden assumptions about what other peoples motivations and actions might be. Dont assume you know everything about your opponents.Slide 4 Listening. Listening caref

19、ully to the words spoken by the other party is very important. You must understand what the needs of the other party are. Paying attention to phrasing (the vocabulary they use), their choice of expressions, the mannerisms of speech and the tone of voice they are using. All of these elements give you

20、 clues to the needs of what the other party wants.Slide 5 The barrier of listening. Some topics are rather difficult and hard to comprehend, do not get distracted, stay focussed. If necessary ask the speaker to repeat something that you have missed or do not fully understand. When you are taking not

21、es, concentrate on the concepts and principles first and then if you have time, write down the facts. Slide 6 Active listening. When someone is making a point or presenting an opinion, do not interrupt until they have finished speaking. Then you can ask them to repeat any parts that you didnt unders

22、tand.Slide 7 Negotiation language. You should only communicate the points needed, to encourage the action your party desires.Your party should be informative, to support only the details necessary to make your offer clear. Keep your sentences simple. Your presentation should be fair and consider bot

23、h the pros and the cons. Your presentation should be cooperative and friendly, not argumentative or hostile. It should emphasize the positive points, not the negative points.Slide 8 Aspects to be aware of. Listeners judge you by how you talk. Your speaking voice is one of the first impressions peopl

24、e have of you. A person may be characterized as friendly if his or her voice sounds warm and well modulated. If someone has a flat monotonous voice they will be judged as dull and boring. Do not talk too fast or you will give the impression that you are nervous and not confident.Slide 9 Asking quest

25、ions. In an appropriate situation you should ask the other party “What do you want from this negotiation? What are your expectations? What would you like to accomplish?” Be quiet after asking a question, encourage others to talk as much as possible so you can gain more information. When you ask ques

26、tions, make sure you listen to the answers.Slide 10 Answering questions. Always give yourself time to think about the question being asked. Never answer until you clearly understand what is being asked. Do not be embarrassed to ask them to explain the meaning of their question. Before negotiations b

27、egin, anticipate what questions may be asked, so that you can plan your answers before the negotiation.Slide 11 Observing. Besides listening to the other party in an attempt to learn their desires and needs, you must also closely observe their gestures. Body language and gestures are very important.

28、 Our entire bodies, including our head, arms, hands, fingers and even our posture can convey a message.Slide 12 Eye contact. A person who looks away a lot while listening to you is showing that they are not happy with with you or what you are saying.Slide 13 The mouth. When you meet or greet someone

29、, you should do so with a warm, genuine smile. Slide 14 Hands. What you do with your hands is a very significant form of body language. Your handshake reveals clues to what you really think of someone. A firm handshake gives the impression of confidence and seriousness. The weak handshake has no ene

30、rgy at all and suggests a lack of confidence, interest and warmth. If the other party puts both of his/her hands on the table and he/she leans forward, it means they are confident and ready to get down to business.Slide 15 The nose. Touching the nose or slowly rubbing it usually means someone has do

31、ubt in what they are saying and maybe it could indicate that this person is lying. Slide 16 The legs. A person whose legs are crossed, and who is leaning away from you is probably very competitive. If someone has their legs crossed and their arms crossed they will be difficult opponent. If the perso

32、n has their legs crossed and they are swinging the top leg it means that they are probably bored with your ideas and opinions.If someone likes you or your ideas they will lean forward slightly in a relaxed manner with a slightly curved back. Slide 17 The Feet. A person whose toes are turned towards each other (pigeon toed) or tucked under the chair is very timid or scared.Business Negotiation Lesson 6 Chapter 4Slide 1 Title Page Today we will work on chapter 4. Slide 2 Preparing for Negotiation. A successful negotiation is determined by its preparation. Thi