商务英语谈判课件

Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,*,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,Business Negotiation English,Objectives,1.Introduce the students to the main principles of business negotiation.,2.The students get familiar with the types of negotiation.,3.A detailed study of one negotiation method-principled negotiation.,4.Case Study,5.Simulated negotiations,Chapter 1,Principles of Business Negotiation:,What is negotiation?,-the process we use,to,satisfy our needs,when someone else controls what we want.(Robert Maddux),-Whenever people,exchange ideas with the intention of changing relationships,whenever they,confer for agreement,then they are negotiating.(Gerard I.Nierenberg),Definitions:,-the ability to deal with business affairs,-to arrange by discussion the settlement of the terms,-to reach agreements through treaties and compromise,-to travel through challenging territory.,Consultation,bargaining,mediation,arbitration,and litigation,2.When do people negotiate?,-where to go for dinner,-which movie to watch,-how to split household chores,etc,-whether to buy a computer,-who to have the first apple,Practice:Please check off the following situations that represent negotiations.,Purchasing a computer at a department store.,Deciding with the family where to go for the weekend.,Bidding for a second-handed car.,Deciding how the house will be cleaned up.,Borrowing a musical instrument from a friend.,Selecting a contractor to build a new kitchen.,Deciding whether to stay late at work to finish up a project.,8.Getting an extension on your unfinished assignments.,9.Making up,or rebuilding a relationship with someone you love.,10.Deciding on a date for the next meeting with your customer.,11.Getting a child to go to bed.,12.Picking a successor for the CEO of a company where you are on the board.,3.Types of negotiation:,Competitive style,Accommodative style,Avoidance style,Compromising style,Collaborative style,Vengeful style,Self-inflicting style,Vengeful and self-inflicting style,Types of negotiation:,Competitive style:To try to gain all there is to gain.,Accommodative style:To be willing to yield all there is to yield.,Avoidance style:To try to stay out of negotiation.,Types of negotiation:,4.Compromising style:To try to split the difference or find an intermediate point according to some principle.,5.Collaborative style:To try to find the maximum possible gain for both parties-by careful exploration of the interests of all parties-and often by enlarging the pie.,Types of negotiation:,6.Vengeful style:To try to harm the other.,7.Self-inflicting style:To act so as to harm oneself.,8.Vengeful and self-inflicting style:To try to harm the other and also oneself.,4.Principle of Collaborative negotiation,Problem-solving negotiation,Consensus-building negotiation,Interest-based negotiation,Win-win negotiation,Mutual gains negotiation,etc.,The assumptions:,The negotiation parties have both diverse and common interests,The common interests are valued and sought.,The negotiation processes can result in both parties gaining something.,The negotiating arena is controlled by enlightened self-interest.,Interdependence is recognized and enhanced.,Limited resources do exist,but they can usually be expanded through cooperation and creativity.,The goal is a mutually agreeable solution that is fair to all parties and effective for the community/group.,Disadvantages:,Pressure an individual to compromise and accommodate in ways not in his interest.,Avoid confrontational strategies,which can be helpful at times.,Increase vulnerability to deception and manipulation by a competitive opponent.,Make it hard to establish definite aspiration levels and bottom lines.,Require substantial skill and knowledge of the process.,Require strong confidence in one s perceptions regarding the interests and needs of the other side.,5.Principled negotiation,PIOC:,People:Separate the people from the problem.,Interests:Focus on interests,not positions(interests always underlie positions),Options:Invent options for mutual gains.,Criteria:Insist on using objective criteria.,*Separate the people from the problem.,Techniques:,-Establish an accurate perception.,-Cultivate appropriate emotions.,-Strive better communication.,*Focus on interests,not positions,Methods:,-identify the self-interests,-discuss interests with the other party,*Invent options for mutual gains,Brainstorming,4 obstacles:,Premature judgment,Searching for the single answer,The assumption of a fixed pie,Thinking that“solving their problem is their problem”.,Steps for overcoming the obstacles,Separating the act of inventing options from the act of judging them.,Run a brainstorming session:,Before brainstorming:,-Define your purpose:what you would like to achieve at the meeting.,-Choose a few participants:5-8 people.,-Change the environment:distinguishing the session from regular discussion.,-Design an informal atm