《商務(wù)談判課件（英文）》General Introduction

1、課程名稱：Business Negotiation主講教師：袁晶A course for Business English Majors. An introduction to the basic theory and practice of International Business Negotiation.Text Book國(guó)際商務(wù)談判，宋格蘭，高等教育出版社，2009Lecture 1 Fundamentals of International Business NegotiationWhat is business negotiationThe basic principles of

2、 a successful negotiation Stages of negotiation Psychology in negotiation Mainly 8 LecturesLecture 2 Choosing the Negotiation TeamI. Who qualifies as a negotiator II. The role of a CNIII. Team solidarity Lecture 3 Preparing for negotiationLecture 4 The Bargaining ProcessLecture 5 Closing the Negotia

3、tion Lecture 6 Strategies in NegotiationPositional TacticsOffensive TacticsDefensive TacticsLecture 7 Communication in Negotiation ListeningObservingSpeakingLecture 8 Different Business Cultures and NegotiationI. The Foundation of a CultureII.The Role of Culture in International Business Negotiation

4、 III. Cross-Cultural Negotiation1. Differences of business cultures 2. Global Business Protocol and Etiquette IV.Different negotiating styles of different cultures Your Performance Rating will be base on:1. Search for a negotiation case that reflects certain negotiation tacticsa case that impresses you the most. Present your case to the class with anal