双语课件

引子1(introductionone)
谈判在日常生活中随处可见,事实上人们每天都在进行着谈判。
Negotiationstakeplaceinourroutinelifeandoccureverywhere
例1:上街买菜、到个体商店买衣服等
例2:在家里为做家务事与父母兄弟协商
例3:同学在宿舍里出现矛盾而进行协商。
例4:房屋拆迁与拆迁公司就补偿进行谈判
例5:工商企业从国内外采购原辅材料
例6:中国加入WTO的谈判;
例7:中国商务部就中欧纺织品的反倾销谈判
例8:朝核六方谈判与伊朗核危机谈判等
Example9:CopenhagenclimatetalkspertaintotheglobalclimatewarmtendencyORtrends
引子2(introductiontwo)
我们来做一个实际案例演练(practiceforbargaining):请两位同学上台,一方是卖衣服的个体老板,另一方同学要去买一件时装。假设衣服的进货价100元;而老板开价400元;买衣服同学心理成交价位在150元。试演练价格谈判的过程。
Plsperformthewholeprocedureforclothsbargaining.
Talkingaboutthedifferencebetween”bargaining”and“negotiation“----page4
案例演练总结(summary)
1、总是让对方先自己降低价格。
Alwayspricereductionbyhisopponent
2、讨价过程中“事不过三”原则。
Neverexceedthreeduringbargaining
3、讨价过程中不断找出不同理由。
Findingoutthedifferentreasonsduringbargaining
4、还价要低,出价要高。
Counterofferwithlowerlimitation,asofferwithhigherlimitation
案例演练总结(summary)
5、要善于在谈判中说服对方。
Tobegoodatpersuadingopponentduringthenegotiation
6、有时要欲擒故纵
playinghardisnecessarysometimes
7、抬价压价策略的运用
Applyingthestrategyofhighballandlowball
8、要善于对标的挑缺点。
Criticalattitudetowardstheobjects
What’saboutnegotiation
Nierenberstate:Wheneverpeopleexchangeideaswiththeintentionofchangingrelationships,whenevertheyconferforagreement,thentheyarenegotiating.
negotiationtakesplacebetweenhumanbeings.Itisthemostcommonformofsocialinteraction.
“theabilitytodealwithbusinessaffairs;toarrangebydiscussionthettlementofterm;toreachagreementsthroughtreatiesandcompri,andtotravelthroughchallengingterritory.Allofthesuggestapurpofulefforttoresolveproblemsthroughtalkingandintellectualmaneuvering.”
Generallyspeaking:Negotiationistheprocessweutosatisfyourneedswhensomeoneelcontrolswhatweneed
1.ConceptofNegotiation
Tosumup,allthedefinitionsincludethefollowing3points
Purpo
Interactive
Conferment(exchangeviews)商谈
Sowedefies“negotiation”as“anactivitybetweentwoormorepartieswhoconfertogetherinordertoreachasatisfyingpurpo”
3.FundamentalElementsofNegotiation
Negotiator
Thowhoareengagedinnegotiation.
On-table/off-tablenegotiator
Negotiatingtopic
Specificproblemsthatshouldbediscusd
Topicshouldbecommoninterest
Negotiatingbackground
Objectiveconditionofnegotiation
Environment/organization/staffbackground
案例讨论(cadiscussion)
例:由于国内对石油化工产品需求日益增加,其中甲苯产品广泛运用于建筑、涂料、轻工、化纤等行业;而国内的现有产能远不能满足市场的需求。中化国际公司是中国世界500强中化集团的子公司,长期从事化工产品的进出口业务,该公司抓住这一市场机会,在国际市场询价采购,并最终与美孚-爱克森石油公司达成合作意向;并准备进行谈判,拟从这家跨国石油公司进口一万吨甲苯。
Students:Plsdiscussthesubjectofnegotiation\negotiators\backdrop.
INTRODUCTIONTONEGOTIATION
2.按谈判的态度与方法分(accordingtoattitudesandmethods):classification
A软式谈判(soft/easynegotiation---compromisingstyle):关系型/合作型谈判(collaborativenegotiation),
feature1:将对方当朋友,强调建立良好的关系,互谅互让,友好协商。
toconsideropponentasfriend,emphasistobuildmutualgoodrelations,strengthenmutualunderstandingandFriendlyconsultations
INTRODUCTIONTONEGOTIATION
Feature2:一方实力较弱或双方已是多年合作伙伴的基础;为了实现长期利益;
thepowerofonepartyisinferiortoanother’s;orbothpartieshadbeenmakingfriendsformanyyears;totakeefforttopursuethelong-termofinterests
operatingprocedure:信任对方—提出建议—作出让步—达成协议—维系关系。
trust—proposal—concession—agreement—maintainrelations
Advantage:easytoapproachagreement,highefficiency,maintainandstrengthenthebilateralrelation
disadvantage:一味妥协、退让给对方可乘之机。
Blindlycompromiandconcessionstogivetheopponentopportunity