Chapter1 國(guó)際商務(wù)溝通與談判

OutlineofBusinessNegotiation

WangDan編輯課件PartIABCtoBusinessNegotiation&Communication

Chapter1BriefIntroductiontoBusinessNegotiation&CommunicationChapter2PrinciplesofBusinessNegotiation&CommunicationChapter3ProcessofBusinessNegotiation&CommunicationChapter4Strategies&BackgroundofBusinessNegotiation&Communication編輯課件PartIIPracticalBusinessNegotiationChapter5OralCommunicationinBusinessChapter6WrittenCommunicationinBusiness(1)Chapter7WrittenCommunicationinBusiness(2)Chapter8InternationalBusinessContractNegotiation編輯課件PartIIIPracticalBusinessNegotiationChapter9SalesNegotiationChapter10InvestmentNegotiationChapter11TechnologyTradeNegotiationChapter12InternationalBusinessContractNegotiation編輯課件PartIVInterculturalBusinessNegotiation&CommunicationChapter13InterculturalAwarenessinBusinessActivitiesChapter14Cross-culturalNegotiation編輯課件Chapter1BriefIntroductiontoBusinessNegotiation&Communication1.TheCharacteristicsofBusinessNegotiation2.TheComponentsofBusinessNegotiation3.TheBasicRulesofBusinessNegotiation編輯課件達(dá)成共識(shí)談判成功共同需要/互利性合作的前提利益分歧沖突矛盾談判的原因解決問(wèn)題

讓步，發(fā)現(xiàn)并融合各方利益談判的關(guān)鍵編輯課件談判的五大特點(diǎn)互利性——有共同的需要，相互依存，為了到達(dá)各自的目標(biāo)都需要對(duì)方，這是談判的前提和根底；自愿性——談判是自愿的，非強(qiáng)迫的，是因各方的利益需要把彼此拉近，并樂(lè)意通過(guò)談判來(lái)達(dá)成共識(shí)；分歧性——由于各自的利益不同，站的立場(chǎng)、角度不同，必然會(huì)出現(xiàn)分歧，這是實(shí)施談判的原因，也是要通過(guò)談判來(lái)解決的問(wèn)題；融合性——有共同需要并不能導(dǎo)致談判成功，如果彼此的分歧不能解決，談判要么陷于僵持，要么破裂。只要融合各方利益，調(diào)和彼此矛盾，才能推進(jìn)談判；創(chuàng)造性——不困囿于分歧和矛盾，不限于固有的規(guī)制和慣例，集思廣益，尋找創(chuàng)造性解決方案，變對(duì)抗性為合作性談判。編輯課件談判實(shí)力的10大要素談判實(shí)力十要素

選擇權(quán)時(shí)機(jī)

關(guān)系有效信息資源控制影響力專家力量創(chuàng)新力Knowledge專業(yè)知識(shí)Skill技巧資金、原材料、技術(shù)、許可證、進(jìn)出口配額、土地開(kāi)發(fā)權(quán)、客戶及渠道編輯課件談判的基本原則求同存異原那么平等互利原那么妥協(xié)互助原那么編輯課件Chapter2PrinciplesofBusinessNegotiation&CommunicationPrincipleofCollaborativeNegotiationPrincipleofInterestDistributionPrincipleofTrustinNegotiationPrincipleofDistributive&ComplexNegotiationWin-winPrinciple編輯課件Chapter3ProcessofBusinessNegotiation&Communication1.ThePreparationPhase2.TheOpeningPhase3.TheBargainingPhase4.TheDecision-making&ActionPhase編輯課件Chapter4Strategies&BackgroundofBusinessNegotiation&Communication1BackgroundofBusinessNegotiation&Communication2StrategiesandTacticsofNegotiationaMajorPersonalStyles&TeamStylesbStrategies&Tactics編輯課件MajorPersonalStyles&TeamStyles果斷型不果斷型非情感型情感型巷戰(zhàn)斗士獨(dú)斷專行，喜歡挑戰(zhàn)，一切以“獲勝”為目的訓(xùn)導(dǎo)師通過(guò)引導(dǎo)或刺激他人而左右局勢(shì)項(xiàng)目主管做事缺乏彈性，強(qiáng)調(diào)原則和標(biāo)準(zhǔn)；關(guān)注細(xì)節(jié)，對(duì)投資和收益很在意和事佬注重關(guān)系，害怕沖突，喜歡折中，易于妥協(xié)編輯課件Strategies&Tactics

蠶食策略-切香腸策略〔分段議題〕狐貍策略-暗示對(duì)方亂中取勝囚犯策略-讓對(duì)方猜不透最正確策略囚籠策略-本次只討論A主題不談B主題

編輯課件PrisonersDilemma編輯課件GameTheory編輯課件Chapter5OralCommunicationinBusiness1FormsofOralCommunicationaOralPresentationbEffectiveWaysofaConversationcMajorAdvantagesofOralCommunication2StrategiesofOralCommunicationaEuphemisticPresentationsbFuzzyWordingcMeritDemonstrationsdPolemicStatements編輯課件Chapter6WrittenCommunicationinBusiness(1)1.BusinessLettersaStylesofBusinessLettersbEssentialPartsofBusinessLetterscOptionalPartsdEnvelopAddressing2.SocialCorrespondenceinBusinessaFeaturesofSocialLettersbTypesofSocialLetters編輯課件Chapter7WrittenCommunicationinBusiness(2)1GeneralBusinessPaperworkaNoticesandAnnouncementsbMemoandMinutes2BusinessReportsaTypesofBusinessReportbStructureandContentsofShortReport編輯課件Chapter8ElectronicCommunication1Telex2Fax3E-mail4TelephoneMessage編輯課件Chapter9SalesNegotiationChapter10InvestmentNegotiationChapter11TechnologyTradeNegotiation編輯課件Chapter12InternationalBusinessContractNegotiation1.AnIntroductiontoInternationalBusinessContract2.ProceduresofBusinessContractNegotiation編輯課件Chapter13InterculturalAwarenessinBusinessActivities1ImpactofCultureDifference2BusinessProtocolandEtiquette編輯課件貴為領(lǐng)袖也要