《商务英语Chapter》PPT课件.ppt

Chapter Two The General Procedures of Business Negotiation,Learning Focus学习要点 1 .Understand the consequence of non-task sounding. 理解开局前试探的重要性。 2. Master the usual ways to give information efficiently. 掌握有效提供信息的常用方法。 3. Comprehend and use freely the persuasive tactics. 理解并自如运用说服的策略。 4. Find the reason why each should be concerned about the mutual benefits of the relationship. 找出谈判方应关注双方共同利益的原因。 5. Read the text extension freely. 熟读拓展课文。,下一页,Chapter Two,Text: The General Procedures of Business Negotiation As we know in an international business，the most difficult aspect is the actual conduct of the face-to-face communication. If negotiation situations have not been managed very well，things will go wrong during the meetings. So controlling the steps of negotiation is very important to us. Generally speaking，there are three steps，which are non-task sounding，creating value and overcoming barriers to agreement，at the negotiation table.,下一页,返回,上一页,Chapter Two,1 .Non-Task Sounding This is the first stage in business negotiation，during which the two parties of negotiation should communicate with each other enough fully. The most important point about it is to get to know the real requirement of the other side. So the main skill is to ask the other party questions as many as possible in order that you can master their requirement. x,下一页,返回,上一页,Chapter Two,2. Creating Value This is the middle stage of negotiation. Through the communication from each other, both parties know the necessity of each other, but they are not able to reach an agreement，because they all dont attain the maximum benefit and this is not a perfect plan. So the two parties try their best to search a better solution by bargaining. In this step，we need task-related exchange of information，which includes giving information and getting information. 3. Overcoming Barriers to Agreement Generally speaking，in the negotiation，there are always some conflicts about the benefit of both parties. So we must resort to some methods to solve them. Bargaining and persuasion are used as key methods. Many countries regard them as the heart of a negotiation.,下一页,返回,上一页,Chapter Two,Bargaining This stage covers a broad period of bargaining in which concessions are made and advantages are gained，so that the gap between the two sides is narrowed to a point. This process involves adjustment and compromise. Compromise is the outcome of concession trading，and concession in trading involves bargaining. To be successful in this stage，one has to identify two concepts: bargaining strength and bargaining range. Persuasion In the bargaining，both parties are very easy to meet some barriers，so there should be some persuasive methods needed in order to overcome them. Only using these methods properly，one side can get the maximum benefit. Here is a list of some persuasive methods.,下一页,返回,上一页,Chapter Two,Promise A statement in which the source indicates his or her intention to provide the target with a reinforcing consequence which the source anticipates the target will evaluate as pleasant， positive or rewarding. For example，“If you can deliver the equipment by March 1 st，we will make another contract at once.” Recommendation: A statement in which the source predicts that a pleasant environmental consequence will occur to the goal. Its occurrence is not under the sources control. For example， “If you keep the companys name after the acquisition，your present customers will stay with the company.,下一页,返回,上一页,Chapter Two,Threat: Same as promise，except that the reinforcing consequences are thought to be unpleasant，or punishing. For example，“If you insist on those terms，we will have to search another suitor for our company.” Warning: Same as recommendation，except that the consequences are thought to be unpleasant. For example，“If we cant get together at this stage，few other companies will be interested in your proposal.” Reward: A statement by the source that is thought to create pleasant consequences for the target. For example，“This negotiation is progressing smoothly because you have prepared quite well.”,下一页,返回,上一页,Chapter Two,Punishment: Same as reward，except that the consequences are unpleasant. For example “You cant possibly mean that. Only a fool would ask for such a high price.” Commitment: A statement by the source to the effect that his future bids will not go below or above a certain level. For example，“We will deliver the equipment within three months at the price we originally quoted.” Question For example， A statement in which the source asks the target to reveal information about itself. “Why are you asking for such mode of payment?“,下一页,返回,上一页,Chapter Two,Phrases&Expressions non-task sounding 开局前试探 at hand近在手边 task-related exchange of information谈判信息交流 be associated with与有关 little-known words几乎没人知道的词语 make notes of将记下来 to do with与有关 eye contact眼神交流,下一页,返回,上一页,Chapter Two,resort to采用，采取 refer to提及，有关，参考 trend to趋向，倾向 trade-off取舍，权衡 occur to发生在，被想起 insist on坚持 long-term contract长期合同,下一页,返回,上一页,Chapter Two,Notes on the Text 1 .If negotiation situations have not been managed very well，things will go wrong during the meetings. 2. Sometimes you need to invite your counterparts out for a drink when there is impossibility for you，at the business table，to handle a formal communication. 3. Although most people are often unawar