商務(wù)英語(yǔ)談判PPT市公開課一等獎(jiǎng)省名師優(yōu)質(zhì)課賽課一等獎(jiǎng)?wù)n件

EnglishofBusinessNegotiationBusinessEnglishClassTwoHuangShoupanTheComperhensionofBusinessNegotiation

Negotiationisabargainingsituationinwhichtwoormoreplayershaveacommoninteresttocooperate,butatthesametimetheyhaveconflictinginterestsoverxeactlyhaotoshare.Inotherwords,theplayerscanmutuallybenefitfromreachinganagreementonanoutcomefromasetofpossibleoutcomes,buthaveconflictinginterestsoverthesetofoutcomes.TheBasicPrinciplesofBusinessNegotiationPrincipleofCollaborativeNegotiation(合作試談判標(biāo)準(zhǔn))PrincipleofInterestDistribution(利益分配標(biāo)準(zhǔn))PrincipleofTrustinNegotiation(信任標(biāo)準(zhǔn))PrincipleofIntegrativeNegotiation(雙贏標(biāo)準(zhǔn))Deterrence-basedtrust(威懾型信任)Calculus-basedtrust(預(yù)計(jì)型信任)Knowledge-basedtrust（了解型信任）Indentification-basedtrust（識(shí)別型信任）TheGeneralProceduresofBusinessNegotiations1.Non-TaskSounding2.CreatingValueGivinginformationGettinginformation3.OvercomingBarrierstoAgreement

BargainingBargainingstrength—referstothepowerthatonepartisabletoexertagainstanother.Bargainingrang—referstothedegreeofmovementthatispossibleforeachpartywithrespecttoindividualissuesontheagenda.

Persuasion

Promise:Astatementinwhichthesourceindicateshisorherintentiontoprovidethetargetwithareinforcingconsequencewhichthesourceantipateathetargetwillevaluateaspleasant.Recommendation:Astatementinwhichthesourcethatapleasantenvironmentalconsequencewilloccurtothegoal.Threat:Sameaspromise,exceptthatthereinforcingconsequencesarethoughttobeunlieasant.Reward:Astatementbythesourcethatisthoughttocreatepleasantconsequencesforthetarget.Punishment:Sameasreward,exceptthattheconsequencesareunpleasant.Commitment:Astatementbythesourcetotheeffectthathisfuturebidswillnotgobeloworaboveacertainlevel.Question:Astatementinwhichthesourceasksthetargettorevealinformationaboutitself.ThemaincontentsofBusinessNegotiationInquiryandReplyMakeinginquiriesistheinitialstagrofbusinessnegotiationsbetweenthebuyersandsellersininternationalbusinessactivities.Itspurposeistoseekasupplyofproducts,serviceorrelativeinformation.OfferandCounter-offerQuotationisjustanindicationofpricewithoutcontractualobligation,anditissubjecttochangewithoutpreviousnotice.Butofferisdifferentfromquotation.Ifaproposalforconcludingacontractaddressedtooneormorespecificpersonissufficientlydefinite,andindicatestheintentionoftheofferertobeboundincaseofacceptance,itconstitutesanoffer.PricePriceisoneofthemostimportantfactorsintheinternationalbusinessactivities.Theproducts`priceincludesfixedcost,variablecostandexpectedprofit.Therearethreebasictechniquesofpricingexportproduts:cost-plus;marginalcostpricing;breakevenpricing.PaymentNomatterhowlargeorsmall,transactionininternationaltradehastobesettledthroughpaymentbythebuyer.RemittanceMailtransfer(M/L)TelegraphicTransfer(T/T)Demanddraft(D/D)CollectionD/AD/PD/PatsightD/PaftersightD/PafterdateLetterofcredit(L/C)isatoolofaninstrumentofpayment,whichisguaranteedbythebank.Themostwidelyusedmethodofpayment.TheBasicQualitiesofBusinessNegotiation1.BeingagoodlistenerAgoodnegotiatorisagoodlistener.2.BeingrealisticAnotherqualityofagoodbusinessnegotiatorisrealism.3.Adaptability(具備適應(yīng)能力)Becausenegotiationssreconcernedwitheachsidegettingtheothertochangepositions.4.Resourcefulness(足智多謀)Agoodnegotiatorshoulddeflexibleenoughandadeptlydealswithagreatamountofever-emerginginformationanduncertainties.

5.Endurance(忍耐力)Negotiatingisprimarilyamentalactivity;itcanbephysicallydemanding.6.RespectFirst,fortheotherpartytorespectyou,youmustearnit.Second,foryoutorespecttheotherparty,youmustdoyourhomeworkandfindoutasmuchaspossiblesothattheyinturnhaveyourrespect.7.ConcentrationTheabilitytoconcentrateondifferentproblemsattheheartofthenegotiationisanassetthenegotiatorcannotaffordtobewithout.8.SenseofHumor(幽默感)Anegotiatormustbeequippedwithahighlidevelopedsenseofhumorinordertoweatherpersistentstorms.9.PatienceItisnecessaryforagoodnegotiatortobepatient.10.TheAbilitytoArticulate(表示能力強(qiáng))Agoodnegotiatormustbeaparppracticallisteneraswellasanarticulatespeaker.TheStrategiesofBusunessNegotiationNegotiationtacticsareestablishedtoachievethenegotiatoinobjective.Oneparrtusethenegotiationstrategywiththeintentiontoaffectrelationshipbetweenthenegotiatorssoastocreateconditionstoreachanagreementandtomaketheresultofnegotiationclosetotheirgoal.1.ListeningMoreAgoodnegotiatorisnotonlyneedtotalkthemselvesbutalsoneedtolistentoandunderstandwhattheothersideissaying.2.SeekingWin-winOpportunitiesNegotiationisatwo-wayroad,whichshouldbebroughtaboutbymutual.Therearenowinnersandlosersinasuccessfulnegotiation.3.KeepingyourEmotionAskquestionsinafriendlyway,showingacooperativespirit:Thiswillwarmtheothersideandmeltanytensionbetweenyou.4.SurpriseSurprisestrategyreferstoapartyinvolvedinthenegotiationssuddenlychangestheirattitude,demand,argument,ormethod,whichresultinopponentslosingthenegotiation.5.ResiliencyEventhebestnegotiatorsmakemistakesinevitably,experiencednegotiatorswillleaveroomforthemselvestomaintainflexibilityinthenegotiations.6.ForbearanceThisstrategycanhelpustoavoiddirectconflict,andultimatelysolvetheproblem.7.PermittingConcessionsContradictionsareexistinginallnegotiations.Concessionshouldbeexchangedforonefromtheotherparty.8.WorthlessIssuesAsfortheterminthenegotiations,worthlessissuesrefertothetermsofnovaluetooneparty,butitisdesignedtobelost,andtherewillbeopportunityforthepartytosecurearealconcessionsfromtheothersideinreturn.9.ExposingTricksNegotiatorsinthenegotiationsusuallyfindtheiropponentimpropermeans.Firstofall,theymustrecognizewhathappenedisreallyunfairmeans.Second,theyshouldexposeit,andlettheotherrealizethatweknowyouareplayingdirtytricks.10.MakingCounterpartAppearsUnreasonableWecanletthepeoplethinktherecommendaionmadebytheothersideisutterlyabsurd.Therefore,thepersonmadetherecommendationsischallengedtotoredefineornarrowthescopeofthedefinition.1.airpocket氣囊：指一個(gè)股票顯而易見極其虛弱性。

2.backdoorlisting后門上市：一家企業(yè)因其本身未能符合交易所上市要求，便買進(jìn)一個(gè)上市企業(yè)，將本身并入其中而使自己能夠上市。

3.basketpurchase一籃子購(gòu)置：以一個(gè)價(jià)格購(gòu)置一組資產(chǎn)。然而在記帳時(shí)，每件物品能夠單獨(dú)記入，并對(duì)每件資產(chǎn)指定一個(gè)成本。

4.beartrap空頭陷阱：當(dāng)股票下跌時(shí)，引發(fā)大量拋售，然后價(jià)格又上漲。

5.bedandbreakfastdeals床頭和早餐交易：賣空騙局。個(gè)人或企業(yè)依據(jù)事先安排交易，先賣出股票，繼而在第二天買回，以此形成一個(gè)抵消資本收益稅損。本做法僅存于英國(guó)。

6.bottomfisher底部釣魚人：尋找那些價(jià)格已跌至最底點(diǎn)，即將發(fā)生轉(zhuǎn)機(jī)商品或股票投資者。在有些情況下指購(gòu)置破產(chǎn)或?yàn)l臨破產(chǎn)組織股票或債券人們。

7.butterflyspread蝴蝶差：同時(shí)在相同或不一樣市場(chǎng)上買或賣三種期貨協(xié)議，產(chǎn)生利潤(rùn)和借貸權(quán)。

8.ChineseWall中國(guó)墻：不可逾越障礙物，用以阻止華爾街商行交易區(qū)不公正地使用投資銀行家們從客戶那里秘密取得信息。

9.fallenangle下墜天使：大企業(yè)高價(jià)證券因一些不利負(fù)面消息而使價(jià)格突然下跌。

10.goldenhandcuffs金手銬：將經(jīng)紀(jì)人和經(jīng)紀(jì)人事務(wù)所連結(jié)起來(lái)協(xié)議；是經(jīng)紀(jì)業(yè)對(duì)經(jīng)紀(jì)人從一個(gè)企業(yè)到另一個(gè)企業(yè)頻繁變動(dòng)反應(yīng)。普通包含將其受雇時(shí)接收大部分酬勞返還原企業(yè)協(xié)議。