商務(wù)英語(yǔ)綜合教程第四冊(cè)Unit6NegotiationStrategies.ppt

1、Unit 6Negotiation Strategies,Warm-up Activities,I. Pair works Think about what you should do in a negotiation and talk with your partner.,II. Group work Business negotiation is a very important occasion in a corporations operation. Work in small groups, discussing the role of negotiation in business

2、 and what are important in business negotiation. IIIThink about and then make a list of all the important points which you have discussed.,Background Information,Strategies of Negotiation 1. The price starting strategy 1. The high-profile strategy This strategy is also known as European offer. The b

3、asic approach is that the seller first proposed a price that leave large empty, compare both sides strength and the external competitive condition of the transaction, and then establish a common market and ultimately achieve the purpose of transactions by giving various incentives, such as quantity

4、discounts, price discounts, commissions and payment concessions offered to gradually get close to the requirements of the buyer.,2. The lower price strategy This strategy is also called Japanese offer, which is to propose a lower price than actual requirements of ones own starting point of negotiati

5、ons at first, so as to attract others and try to defeat opponents of its kind first, and then have genuine negotiations with the real seller who is tempted to engage in, forcing them to compromise. This strategy is more suitable when mass contents in the transaction or whole sets of equipment transa

6、ction, or the opponents negotiations skills is weak and do not quite understand the market conditions.,2. Price segmentation strategy The strategy is a technique of price decomposition, the quantity of goods or the using time acting as divisor, and commodity prices as dividend, coming up with low pr

7、ice, so buyers felt cheap with a high price in the first place. 3. The addition bidding strategy Addition bidding strategy is in business negotiations, sometimes high prices will scare away customers, the seller put the price down into several levels, and gradually raised to a number of quotations,

8、and finally still equal to the price one-time high quoted. 4. Differences quote Differences quote is adopting different strategies on account of the nature of customer business purchase amount, transaction time, different methods of payment, etc. This price difference reflects the market demand of c

9、ommodity in trading and should be paid attention to use.,5. Price Comparison Price Comparison refers to throw more price offers of the same commodity, which are beneficial to the buyer himself, to set up a price frame of reference, then compare the trading goods and similar products of these busines

10、ses in the performance, quality, service and other trading conditions to made more conducive to the side, and as the basis for the party asking price.,Notes of Text 1.priority interests: the interests which are the most important ones and should be considered at first by people in a negotiation 首要利益

11、：談判各方在進(jìn)行談判時(shí)要進(jìn)行優(yōu)先考慮并予以確保的最重要的利益 2.conflict spiral: This term is used in international relations and refers to a situation in which actions by a state intended to heighten its security, such as increasing its military strength or making alliances, can lead other states to respond with similar measures

12、, producing increased tensions that create conflict, even when no side really desires it. 沖突惡化模式：該術(shù)語(yǔ)是國(guó)際關(guān)系中的一個(gè)術(shù)語(yǔ)，指一個(gè)國(guó)家加強(qiáng)自身的軍事力量或與他國(guó)聯(lián)盟的行為會(huì)使其他國(guó)家做出相應(yīng)的回應(yīng)，從而在即便雙方無(wú)意制造矛盾的時(shí)候?qū)е聝蓢?guó)關(guān)系的惡化并造成沖突。,Text analysis,1. Such sessions are likely to become reactive and meandering meetings rather than being proactive with s

13、pecific goals in mind. 這樣的會(huì)議并不能使人在頭腦中形成明確的目標(biāo)并采取主動(dòng)，而是很容易就會(huì)起到反作用并使得談判變得迂回曲折。 Session n. 會(huì)議；（法庭的）開庭；（議會(huì)等的）開會(huì)；學(xué)期；講習(xí)會(huì) 例：The legislative session prorogued yesterday. 立法會(huì)議昨天休會(huì)。 This question will come forward at the next session. 這個(gè)問題將在下次會(huì)議上被提出討論。 It seems that the suit has to hang over till its next sessi

14、on. 看來(lái)這個(gè)訴訟案得留到下次開庭時(shí)處理了。,Phrase plenary session 全體大會(huì) in session 在開庭；在開會(huì)；在上課 session key 會(huì)話密鑰；對(duì)話關(guān)鍵碼 special session 特別會(huì)議；特別法庭 practice session 練習(xí)賽；實(shí)習(xí)期 opening session 開幕式；開幕會(huì)議 briefing session 簡(jiǎn)介會(huì) legislative session 議會(huì)會(huì)議；立法會(huì)會(huì)期 work session 工作對(duì)話；工作會(huì)話 joint session 上下兩議院的聯(lián)席會(huì)議 session manager 會(huì)話管理器；對(duì)話管理

15、員；對(duì)話管理程序,Meander n. 漫步；曲流（常用復(fù)數(shù)） vt. 漫步；蜿蜒緩慢流動(dòng) vi. 漫步；漫談 例：There are some remarkable trails that meander off into the surrounding countryside or slope back down to the beach. 從一些值得注意的山徑可以漫游到四周圍的農(nóng)村或回到海灘的斜坡。 They tumble down mountainsides; they meander through flat farmlands. 它們滾滾沖下山脊，蜿蜒穿過平坦的農(nóng)田。 At fir

16、st I was embarrassed to meander home through the Alsatian villages looking for a restaurant where I could have lunch. 起初，我尷尬地穿過阿爾薩斯村莊蜿蜒往家開去，路上尋找著我能夠吃上午飯的飯店。 Phrase free meander 水文 自由曲流； 水文 自由河曲 incised meander地質(zhì) 深切曲流；嵌入曲流深切彎曲；嵌入曲流深切曲流 meander spur 地理 曲流山嘴； 地理 曲流山腳；河曲嘴,proactive adj. 前攝的（前一活動(dòng)中的因素對(duì)后一活

17、動(dòng)造成影響的）；有前瞻性的，先行一步的 例： You have to be proactive about this. 對(duì)此，你必須要主動(dòng)。 You should be proactive, not passive. 你應(yīng)該主動(dòng)，而非被動(dòng)。 They should work together with the other partners in countries so that they can be proactive rather than reactive to situations. 他們應(yīng)當(dāng)與國(guó)家的其他合作伙伴共同合作以便能夠積極的而非被動(dòng)的應(yīng)對(duì)這些狀況。 Phrsse be pr

18、oactive積極主動(dòng)；主動(dòng)；主動(dòng)積極；積極主動(dòng)的心態(tài) proactive facilitation前攝易化；順攝助長(zhǎng) proactive interaction超前的交互作用；式互動(dòng)；主動(dòng)式學(xué)習(xí),Text analysis,2. Naturally, negotiators will always be wary about revealing detrimental information, to avoid being taken advantage of by the opposing side. 自然，為了避免被對(duì)方利用，談判者們?cè)诮沂静焕畔⒎矫婵偸欠浅Ｖ?jǐn)慎。 Wary adj.

19、謹(jǐn)慎的；機(jī)警的；惟恐的；考慮周到的 例：But how could you persuade wary bankers to invest in the third world? 可你怎么能說服小心謹(jǐn)慎的銀行家到第三世界投資呢？ But as the business context changes to one of consolidation with more wary customers, we may have to invest more heavily in quality. 但隨著商業(yè)環(huán)境與更加謹(jǐn)慎的客戶統(tǒng)一起來(lái)，我們也許不得不在品質(zhì)上更多地投資。 As a wary Inte

20、rnet user, you should know by now that you should never click on links inside email from familiar businesses or banks. 作為一個(gè)謹(jǐn)慎的互聯(lián)網(wǎng)使用者，現(xiàn)在你應(yīng)該知道你絕不應(yīng)該點(diǎn)擊熟悉的公司或銀行發(fā)來(lái)的郵件內(nèi)的鏈接。,reveal vt. 顯示；透露；揭露；泄露 n. 揭露；暴露；門側(cè)，窗側(cè) However, he declined to reveal everything about his diet. 然而 他拒絕透露任何有關(guān)他的飲食. I should be glad to

21、give you any help if you reveal your thoughts to me. 如果你把你的想法透露給我，我愿意盡全力幫助你。 Not yet because that would reveal which ones we have seen and which we have not. 對(duì)不起，現(xiàn)在還不能細(xì)說，因?yàn)檫@會(huì)暴露我們看到和沒看到的。 Phrase reveal itself v. 呈現(xiàn)，出現(xiàn)；被認(rèn)知 reveal all 顯示全部（計(jì)算機(jī)操作命令）,detrimental adj. 不利的；有害的 n. 有害的人（或物）；不受歡迎的求婚者 例：Lime i

22、n the soil is detrimental to some plants. 土壤里的石灰對(duì)某些植物有害。 But I think that correcting for it would be detrimental. 但我認(rèn)為對(duì)那種情況進(jìn)行矯正將是有害的。 But I think that correcting for it would be detrimental. 但我認(rèn)為試圖為之改變會(huì)是有害不利的。 Phrase detrimental effect損害效應(yīng)；有害影響 detrimental corrosion有害的腐蝕；正在翻譯；不利的腐蝕 detrimental settl

23、ement不穩(wěn)定沉降 baneful detrimental壞的 detrimental account呆帳 detrimental information有害信息 Detrimental attitudes有害的態(tài)度 detrimental soil不穩(wěn)定土,Text analysis,3. Nonetheless, a reasonably balanced offer or demand will help avoid the possibility of a conflict spiral that may result when a negotiator makes outlandi

24、sh demands. 然而，關(guān)于恰當(dāng)?shù)囊?guī)則的談判通常是建立在不同的價(jià)值觀基礎(chǔ)之上的，并且僅此一條就往往需要進(jìn)行協(xié)商。 Spiral 例：n. 螺旋；旋渦；螺旋形之物 adj. 螺旋形的；盤旋的 vt. 使成螺旋形；使作螺旋形上升 vi. 盤旋；成螺旋形；螺旋形上升 He recruited some of the workers to start making spiral bulbs for TCP. 他招募了那家工廠的一些工人，開始為TCP生產(chǎn)螺旋形燈泡。 In this case, the orbit of the rotating asteroid will very slowly

25、spiral in toward the sun. 在這樣的情況下，旋轉(zhuǎn)小行星的運(yùn)行軌道將非常緩慢地向朝著太陽(yáng)的方向盤旋。 So then, anchor in the heart of One, then simply feel yourself as if you are drifting down the sacred spiral, staying within, into the Fifth. 錨定在合一的心，然后簡(jiǎn)單的感覺你自己，感覺你就像飄落的神圣螺旋，保持在內(nèi)在，進(jìn)入第五維度。,Phrase spiral bevel gear 弧齒錐齒輪；螺旋傘齒輪 spiral groove

26、 螺旋溝 spiral case 蝸殼；水輪機(jī)蝸殼 downward spiral 向下旋轉(zhuǎn)；螺旋式下跌；減記惡性循環(huán) spiral flow 螺旋流,outlandish adj. 古怪的；奇異的；異國(guó)風(fēng)格的；偏僻的 例：Surtees was tragically unlucky; Massa was more fortunate but he believes the coincidence of two outlandish accidents is a warning. 瑟蒂斯的不幸非常可悲；馬薩更幸運(yùn)，但他相信這兩起古怪的事故的巧合是一個(gè)警告。 Once upon a time i

27、t was the province of philosophy to propose ambitious and outlandish theories in advance of any concrete evidence for them. 這曾經(jīng)是物理學(xué)的領(lǐng)域，可以提出炫耀和古怪理論而不用管是否真的有任何具體的證據(jù)。 Phrase outlandish costume顧客 outlandish rumor外國(guó)氣派的 bizarre outlandish奇異,Text analysis,4. Then again, principled reasoning facilitates the

28、 cordial tone of the negotiation and advances the search for a viable, fair solution. 而按照計(jì)劃而進(jìn)行的金錢舉措可能在談判過程中隨著信息的了解而發(fā)生變化，事前的考慮就比未經(jīng)準(zhǔn)備做出的決定更能提供一個(gè)好的指導(dǎo)來(lái)進(jìn)行調(diào)整。 cordial adj. 熱忱的，誠(chéng)懇的；興奮的 n. 補(bǔ)品；興奮劑；甜香酒，甘露酒 例：Not exactly cordial, but at least we were talking. 不完全是親切的，但至少我們?cè)跁?huì)談。 The hall was circumfused with a c

29、ordial and friendly atmosphere. 大廳中充滿了親切友好的氣氛。 I wish to take this opportunity to extend to you and, through you, to the friendly people of Russia, cordial greetings and best wishes of the Chinese Government and people. 借此機(jī)會(huì)，我謹(jǐn)代表中國(guó)政府和人民，向在座各位并通過你們向友好的俄羅斯人民，致以誠(chéng)摯的祝賀和良好的祝愿！,Phrase cordial hospitality盛情

30、接待；美意接待 cordial medicine興奮劑 Very Cordial非常親切；非常誠(chéng)懇 excuse cordial誠(chéng)懇的 So Cordial那么親切 Cordial Visit親切回訪 Our cordial對(duì)我們十分熱情 aromatic cordial種甜酒 Entente Cordial英法友好協(xié)約,Text analysis,4. Another technique for the money phase of the negotiation is to establish a formula, rationale, or framework whose princip

31、les will enlighten monetary issues. formula n. 數(shù) 公式，準(zhǔn)則；配方；嬰兒食品 formula OK. How do we justify this formula? 好的，我們?nèi)绾巫C明這個(gè)公式？ But that formula forces us to return to the original Socratic question about the harmony of the soul and the city. 但那個(gè)公式迫使我們回到,原始的蘇格拉底式問題,即有關(guān)靈魂與城市的和諧。 We developed a view for eac

32、h of these tasks and coded the form formula in the view with the name of the XML display form. 我們?yōu)檫@些任務(wù)的每一個(gè)開發(fā)了一個(gè)視圖，并且在視圖中用 XML 顯示表單的名稱編碼表單的公式。 phrase empirical formula 試驗(yàn) 實(shí)驗(yàn)公式；實(shí)驗(yàn)式； 化學(xué) 經(jīng)驗(yàn)公式；經(jīng)驗(yàn)式 interpolation formula 數(shù) 插值公式； 數(shù) 內(nèi)插公式 recursion formula數(shù) 遞推公式； 數(shù) 遞歸公式；回公式 recurrence formula遞歸公式；循環(huán)公式；遞推公式 el

33、ectronic formula電子方程式；電子式；電子公式；電子點(diǎn)式 Base Formula芳程式；英國(guó)芳程式；蘆薈膠；蘆薈海藻膠 refutable formula可駁公式 solution formula解公式 reaction formula反應(yīng)式；化學(xué)反應(yīng)式；化學(xué)反応式；反應(yīng)公式,rationale 基本原理；原理的闡述 The following sections elaborate on each of the above coexistence situations, and the rationale for the actions you should take. 下面的

34、部分解釋上面的每一種共存狀態(tài)和你應(yīng)該采取行動(dòng)的基本原理。 Not only should the development environment architect document their decisions and rationale that led to those decisions but, on a more general note, practice what they preach by following a method. 不僅開發(fā)環(huán)境架構(gòu)師應(yīng)當(dāng)記錄他們的決定以及作出這些決定的基本原理，而且應(yīng)當(dāng)通過遵循一種方法實(shí)踐他們所鼓吹的內(nèi)容。 As you perform t

35、his analysis, it is a good idea to provide a rationale for your mapping. 當(dāng)你執(zhí)行這個(gè)分析過程時(shí)，提供一個(gè)映射的基本原理是一個(gè)很好的主意。 phrase answer rationale題解 technical rationale技術(shù)原理 curriculum rationale課程理念 Tyler Rationale泰勒原理；泰勒法則 educational rationale教育理念 Rationale Choice理性選擇 Trusted Rationale值得信賴?yán)?Rationale Funktion有理函數(shù) I

36、mplementation Rationale實(shí)現(xiàn)原理,enlighten vt. 啟發(fā)，啟蒙；教導(dǎo)，開導(dǎo)；照耀 例：Can you enlighten her on this subject? 對(duì)這個(gè)問題你能啟發(fā)啟發(fā)她嗎? I hope the results of my research will enlighten my colleagues. 我希望我的研究成果會(huì)對(duì)我的同事們有所啟發(fā)。 Theyre good not merely because they enlighten us about creativity, but also because most of the bette

37、r paying jobs in the years to come will have creative and innovative dimensions to them. 說他們好，不僅僅是因?yàn)檫@些真相可以啟發(fā)我們的創(chuàng)造力，而且還因?yàn)槲磥?lái)大多數(shù)薪酬比較好的工作都需要更多創(chuàng)造力和創(chuàng)新。 phrase Enlighten You啟發(fā)你 Enlighten Wisdom啟迪智慧 Expert Enlighten請(qǐng)高手賜,monetary adj. 貨幣的；財(cái)政的 例：So that will be the monetary policy tool. 所以，這將會(huì)是貨幣政策的工具。 Today,

38、 ladies and gentlemen, with all these decisions we have shown that we will not waver in the defence of our monetary union and our common currency. 今天，女士們，先生們，我們作出的所有這些決定都表明，在保衛(wèi)我們的貨幣聯(lián)盟，保衛(wèi)我們的共同貨幣方面，我們絕對(duì)不會(huì)動(dòng)搖。 Phrase monetary policy 貨幣政策 international monetary fund 國(guó)際貨幣基金組織 monetary system 貨幣制度 internat

39、ional monetary system 國(guó)際貨幣制度 monetary authority 貨幣當(dāng)局；金融管理專員 monetary unit 經(jīng)貨幣單位 tight monetary policy 緊縮的貨幣政策；緊縮信用政策 monetary union 貨幣聯(lián)盟 monetary value 貨幣價(jià)值；貨幣值；幣值 monetary base 經(jīng)貨幣基礎(chǔ) fiscal and monetary policy 財(cái)政金融政策,Exercise:I. Answer the following questions according to the text:,1. What is the m

40、ain topic of the passage? The main topic of the passage is about the planning of a negotiation. 2. Why should negotiators recognize the needs and interests that frequently differ, and reflect different values, concerns, and motives? Because these differences allow the negotiation to become an inquir

41、y to find differing needs and the solutions that will satisfy them. 3. How does lacking of planning often appear? Lack of planning often appears at the negotiating table as too much reliance on demands and ineffective attempts to persuade the opponent. 4. How many strategies does good planning inclu

42、de? What are they? It includes five strategies: decide on priority interests and rank them, assess the other sides priorities, money represents other needs, plan factual inquiries carefully, and plan money moves based on objective principles.,5. What is the most important part in an interest-based c

43、oncession? The key to interest-based concessions is to trade items of less importance in order to secure items of more importance. 6. Why should each party to a negotiation spend some time in the other partys shoes? Because the more one can understand the values, needs, and issues from the other sid

44、es perspective, the better the chance of guessing at what they might want as their priority needs. 7. What should a person do if his opponent refuses monetary recovery? If ones opponent refuses monetary recovery, one should invite the other side for suggestions.,8. How can we gain a superior plan fo

45、r a specific and fruitful information inquiry? A superior plan for a specific and fruitful information inquiry during the early stages of the negotiation usually arises after analyzing the other sides possible underlying interests and priorities, and options that might satisfy them. 9.Why can better

46、 monetary issue handling lead to better outcome? Because money will almost always arise as a component of the negotiated solution. 10. What is the other technique for the money phase of the negotiation? Another technique for the money phase of the negotiation is to establish a formula, rationale, or

47、 framework whose principles will enlighten monetary issues.,Word PracticeFill in the blanks with appropriate words from the text. The initial letter of each word has been supplied for you.,1. The last and perhaps greatest u_ cause of instability arises from the nature of the Arab states themselves.

48、2. The Government released details of its new c_ on Capital Transfer Tax. 3. The next biggest government o_ is interest on the debt. 4. Some are getting a first look at what the waters did to their homes and possessions, with many saying there is little left to s_. 5. This proved that the technology

49、, although still at an early stage, was v_.,1. underlying2. concession 3. outlay 4. salvage 5. viable,6. A stream m_ towards the sea. 7. As of February 11, 2005, the v_ of these clearances has been extended. 8. How Harry came into the possession of this o_ stuff makes an interesting story which he i

50、s fond of relating. 9. R_ includes more than gifts and favors; it also applies to concessions that people make to one another. 10. The hostess is very c_.,6. meandered7. validity 8. outlandish 9. Reciprocity 10. cordial,Fill in the blanks with the appropriate words or phrases given in the box. Chang

51、e the forms where necessary.,rather thanwary aboutconsistent with lack of in ones shoes lead to upset with coupled with in the long run take advantage of pave the way for in return 1.Zang attributed the problem to a _ mechanism in the banking and financing system. 2.Repeated use of a substance can a

52、lso _ physical addiction or substance dependence. 3.But _ the right guidance can save you from months of poor performance.,1. lack of2. lead to 3. in the long run,4. Yet the government is still _ the current move of terrorism. 5. The forest was being cleared to _ a much-needed new road between the R

53、ussian capital and St Petersburg. 6. Actually, I am _ what you did, but I forgive you. 7. Well have the meeting in the classroom _ in the auditorium. 8. These companies can emerge from this period stronger than rivals and with the capital strength to _ market opportunities. 9. It must decide which m

54、embers of the household do which tasks and what each member gets _. 10. The policy and procedures regarding government procurement provided were _ international practice.,4. wary about5. pave the way for 6. upset with 7. rather than 8. take advantage of9. in return 10. consistent with,TranslationTra

55、nslate the following sentences into English:,1. 工業(yè)革命開展已久，但多半時(shí)候并未經(jīng)過縝密思考，也沒有前瞻的視野。 2. 我們需要以全新并更主動(dòng)的方式來(lái)思考軟件能夠怎樣幫助人們實(shí)現(xiàn)其目標(biāo)和任務(wù)。 3. 公司提出申請(qǐng)要求獲得阻止他們競(jìng)爭(zhēng)者出售類似產(chǎn)品的禁令。 4. 不過，增加這些稅賦，可能對(duì)經(jīng)濟(jì)活動(dòng)產(chǎn)生不利影響。 5. 我謹(jǐn)對(duì)您的友好邀請(qǐng)和盛情款待，表示衷心的感謝！ 1. The Industrial Revolution has unfolded, for the most part, without design or forethought.

56、2. We need a new and more proactive way of thinking about how software can help people reach their goals and complete their tasks. 3. The company applied for an injunction to stop their competitor from marketing a similar product. 4. However, raising such taxes can have detrimental effects on econom

57、ic activity. 5. Id like to express my heartfelt gratitude for your cordial invitation and gracious hospitality.,V. Reading comprehensionRead the text carefully, and choose the best answer.,It has been thought and said that Africans are born with musical talent. Because music is so important in the l

58、ives of many Africans and because so much music is performed in Africa, we are inclined to think that all Africans are musicians. The impression is strengthened when we look at ourselves and find that we have become largely a society of musical spectators. Music is important to us, but most of us ca

59、n be considered consumers rather than producers of music. We have records, television, concerts, and radio to fulfill many of our musical needs. In most situations where music is performed in our culture it is not difficult to distinguish the audience from the performers, but such is often not the case in Africa. Alban Ayipaga, a Kasena semiprofessional musician from northern Ghana, says when his flute and drum ensemble is performing, “Anybody