商務談判CHAPTER 1-2.ppt

1、Business English Negotiation,Instructions,Aim: basic knowledge of negotiation, including negotiation contents, preparation stages, principles, strategies and cross-cultural conflict Study groups: 4-5 students in a group Class: theory presentation + case study + discussion (group work) Final grades:

2、60% (attendance rent, periods of time, duties etc.),3. Inventing options for mutual gains,Brainstorming of options prior to decision-making is a critical piece for the success of the collaborative negotiation process.,Obstacles preventing critical thinking,1. premature judgment 2. searching for the

3、single answer 3. the assumption of a fixed pie 4. thinking that “solving their problem is their problem”,How to develop multiple options,A. separate the act of inventing options from the act of judging them. - before brainstorming - during brainstorming - after brainstorming,B. Develop as many optio

4、ns as possible before choosing one Adopt the four types of thinking in generating options. Look at the problem through the eyes of different experts. (take different point of view) Develop different versions of agreement. Change the scope of a proposed agreement.,C. Search for mutual gains,Identify

5、shared interests. Dovetail differing interests. D. Find ways to help make the other partys decision easy.,4. Insist on using objective criteria,Objective criteria is based on market value, precedent （先例）, scientific judgment, moral standards, tradition, course of dealing, outside recommendations.,Gu

6、idelines for objective criteria,* independent of wills of all parties * legitimate and practical * acceptable to all parties,How to choose a fair procedural standard?,It may include: * doing it in turns * drawing lots * looking for an arbitrator (the third party),Applying objective criteria,A. frame

7、 each issue as a joint search for objective criteria. B. Reason.) and be open to reason (n.) as to which standards are most appropriate and how they should be applied. C. Never yield to pressure, only to principle yield to an argument or presentation that is based on reason and principle, not to one

8、 based on pressure.,Simulated negotiation,Page 17. Work out a plan and role-play （2 students represent the management, 2 students represent the Labor) Position and interest for both sides PIOC,Summery of Chapter 1-1.1,What have we learned so far? * definition of negotiation and styles of negotiation

9、 * collaborative negotiation * principled negotiation is an interest-based approach, it is a strategy applied to any types of negotiations * differences between interest and position * PIOC (people, interests, options, criteria),1.2 Principle of interest distribution,What is the purpose of negotiati

10、on? Goal of negotiation: interest realization,Levels of interests,At domestic level: * personal interests * organizational interests At national level: * personal interests * organizational interests * national interests,Principle of interest of distribution,National interest should always be of top

11、 priority. When there is a conflict between organizational interests and national interests, organization al interest must be subordinate to the national interest. Personal interests should give way to organization and national interests.,1.3 Principle of trust in negotiation,1. Define trust in your

12、 own words. 2. How important is trust in your communal and exchange relationships? Name two examples. 3. Do you trust people around you? How do you show your trust to others?,I. Trust building in negotiation II. Maximizing joint gain,I. Trust building6 ways to build trust,1. speak their language 2.

13、manage your reputation 3. make dependence a factor 4. make unilateral concessions 5. name your concessions 6. explain your demands,15 things to do to build trust,1. demonstrate your competence 2. make sure the nonverbal signals you are sending match the words you are saying 3. maintain a professiona

14、l appearance 4. communicate your good intentions 5. do what you say you are going to do 6. go beyond the conventional relationship 7. listen,8. over-communicate 9. discuss the indiscussibles 10. provide accurate information, without any hidden agenda 11. be honesteven when it costs you something 12.

15、 be patient 13. uphold fairness 14. negotiate for abundance, not scarcity 15. take calculated risks,II. Maximizing joint gain Trust is hard to build, but easy to destroy. By applying the principles and strategies above, maximum joint gain can be yielded.,1.4 Principle of distributive, integrative *t

16、he date of delivery and/or time of shipment; *the terms of payment; *the validity of the offer; *other terms concerned, such as packaging, discount, insurance, etc.,A counter-offer means a partial rejection of the original offer, and it also means a counter proposal put forward by the buyer or the o

17、fferee. The sentence “accept your offer subject to the following alterations”（接受你方報盤，但須做以下修改）can be used in answering an offer. In making a counter-offer, the party concerned should express regret at inability to accept, explain reasons for non-acceptance and suggest that there may be other opportunities to do business in the future.,Situational group talks,You and your colleague are having a business talk with a foreign customer who does not accept your offer and you try to persuade him to un