Negotiation Superior 谈判高手.doc

Negotiation Superior 谈判高手 1. Course Feature 课程特点How can you find the way to the hotel? How can you ask for help in an emergency? How can you buy a souvenir in a foreign market? How can you order a meal? How. There are so many unknown issues faced by Chinese people when they are off for the foreign land for whatever reasons. Whether its a honeymoon cruise or a business trip, there is no doubt that the travel English will guarantee you a pleasant journey in the culture unknown. And this is what the course is for. Travel English contains large quantities of information on the foreign land, from the transportation to the sightseeing, from the restaurant to the shopping mall, you name it we have it. After the course, you will be never afraid of even going alone in the rest of the world, because you are offered the language, the culture, and the experiences that would safeguard you anywhere by this course. So Now Lets off for this “Travenglish” trip and lets be international travelers! 怎样找到回宾馆的路？怎样在紧急情况下寻求帮助？怎样在外国市场上购买礼物？怎样在餐馆里点菜进餐？怎样。？无论处于何种目的，中国人在海外怎会遇到这样或那样的麻烦。无论您是在温馨的蜜月旅行还是在忙碌的商业出巡，恰当的英语总能让您在未知的文化国度里游刃有余。而这门课程正是为此而设。旅游英语涵盖大量的海外信息和异国情趣，从交通到观光，从饭店到购物中心，应有尽有，无所不包。通过课程的学习参与，即使孤身一人独处异国也不会有任何语言顾虑，因为旅游英语提供的不仅是语言，而且还有文化，经历等等的东西，这些知识与信息将时刻伴随在任何听课者的左右。那么，现在就让我们开始这场旅行，让我们成为穿梭于世界的国际旅行者！2. Target Group 目标群体The target of group of this course can be anyone with the basic knowledge of English, who wants to polish the language so that it can be much handier to him/her in a daily basis. We welcome anyone that hates troubles caused by language barriers when traveling in a foreign land to this course.此课程的目标人群是任何具有最基本英语知识，希望将英语客观知识化作主观实际技能的学习者。我们欢迎任何在海外旅行时希望尽可能避免因语言而滋生的麻烦的出国者参加到我们的课程中来。3. Strategy 课程手段This course will let English sparkle among its listeners. What can make a language sparkle? By USING it! Therefore, on the routine of lectures with PPT, many other activities will be added to make this course spicier! Among those activities, we have simulation, role play and field trip. All the lecture strategies played will lead the participants to another level of English utility. 此课程最大的目标是让英语发光。怎样才能让一种语言发光？利用它！基于此，本课程在分堂讲解的基础上，更调入了诸多运用的实践课程，包括模拟课程，角色扮演和实景学习课程。这些不同手段相互结合，力求打造出此类课程的创新授课形式，让英语真正在参与者的手中和口中发挥能量！4. Course Plan 课程计划l Role play: conversation practice among the participants in a given circumstance角色扮演：在给定的情景下的不同人物的对话联系l Simulation: a set of conversations including various role plays under a given scene模拟练习：在给定的大环境下的不同角色扮演参与的大型练习l Field trip: a planned activity out of the classroom to obtain the actual experience of the end product 实景体验：走出教室投入实景之中在不同练习中体验真实的交际和活动。5. Course Plan 课程计划Topics主题Functions内容Activities活动End-Product成效Unit 1Introduction of Negotiation谈判的简介6hrs1.1 Introduction谈判简介1.2 Alternative methods of making decisions不同的决策方法1.3 What is negotiation什么是谈判1.4 Advising negotiation谈判的忠告l Video introduction录像教学关于谈判学l Role play on decision making methods角色扮演问答决策方式l Understanding the meaning of negotiationl 对谈判学的彻底理解l Understand the decision making methodsl 掌握不同的决策方式Unit 2Distributive bargaining分配性协商3hrs2.1 The alternatives不同的方式2.2 The best strategy最好的战术2.3 A simple diagram of the buyer/seller dilemma对买卖双方困局的简介2.4 The negotiation surplus谈判的盈余l Simulation on negotiation dilemma模拟谈判困局l Knowledge on alternatives of negotiationl 了解谈判的选择性l knowledge on negotiation dilemma and surplusl 了解谈判的困局和利益盈余Unit 3Preparation for Negotiation如何准备谈判6hrs3.1 What do we need to do first?我们应该先做什么3.2 What are we negotiating about?我们应该谈些什么3.3 How important is each tradable?筹码的重要性3.4 What are the negotiable ranges for each tradable?每个筹码的谈判范围l Role play on list of preparation角色扮演问答谈判前的准备l Video education on preparation录像教学谈判的准备l Learn how to prepare for negotiationl 熟练掌握谈判前的准备l Understand tradable and its rangel 了解筹码及其范围Unit 4Debate in Negotiation谈判中的争论6hrs4.1 What is debate?什么是争论4.2 Rackham on effective behaviorRackham 的有效行为4.3 Types of debate: destructive argument争论的种类：破坏性争论4.4 Types of debate: constructive debate争论的种类：建设性争论4.5 How not to disagree怎样否决4.6 Signaling打信号l Simulation on debating模拟练习争论l Simulation on signaling模拟练习打信号l Video education on signalingl 录像教学关于信号l Learn how to debatel 熟练掌握如何争论l Learn how to make signalsl 掌握如何打信号Unit 5A Proposal is Not a Bargain提议不代表契约3hrs5.1 What is a proposal什么是提议5.2 How to make proposals怎样提议5.3 How to receive a proposal怎样接受提议5.4 Summarizing tradables总结筹码l Role play on proposal examples角色扮演不同的提议l Simulation on making proposals模拟练习怎样提议l Video education on proposall 录像教学关于提议l Knowledge on proposall 了解如何在谈判中提议l Learn how to summarize tradablesl 掌握如何总结自己的谈判筹码Unit 6Bargaining for an Agreement为协议而交涉3hrs6.1 From proposal to bargaining从提议到契约6.2 Linked Trading可连接的交易6.3 Bargaining to close the deal用契约来完成交易6.4 The agreement协议书l Role play on possible bargaining角色扮演问答契约l Simulation on bargaining to close a deall 模拟练习用契约来完成谈判交易l Knowledge on bargainingl 了解什么是契约l Knowledge on agreementl 了解什么是协议书l Learn how to use bargain to reach an agreementl 熟练掌握如何用契约来达成协议Unit 7Styles of Negotiation谈判的类型6hrs7.1 Trust in time及时相信7.2 Negotiators dilemma谈判者的困局7.3 Red Blue and Purple styles of negotiation红 蓝 紫的谈判类型7.4 The difficult negotiator难对付的谈判者7.5 Making progress with a purple style in a Red negotiation用蓝紫类型在与红色类型的谈判中取得进展l Role play on negotiators dilemma角色扮演谈判困局l Simulation on different style of negotiation模拟各种谈判类型l Video education on style of negationl 录像教学关于谈判类型l Knowledge on negotiation dilemmal 了解什么是谈判困局l knowledge on different style of negotiationl 了解不同的谈判类型l Learn how to deal with different styles of negotiationl 掌握如何应付各种不同的谈判类型Unit 8Rational Bargaining合理的交涉9hrs8.1 Nash and bargaining problem那什和谈判的问题8.2 The benefits of bargaining交涉的好处8.3 The real bargaining problem真正的交涉问题8.4 Rationality and irrationality合理与不合理8.5 Deductive rationality推论出的合理性8.6 Fisher and Ury on Principled Negotiation费希而和尤莱的谈判原则8.7 Fisher and Urys prescriptions费希而和尤莱的指示8.8 BATNA最好的替代8.9 The negotiator as mediator谈判者作为仲裁人l Role play on bargaining problems角色扮演谈判的问题l Role play on principles of negotiation角色扮演谈判原则l Simulation on BATNA模拟练习运用BATNAl Video education on bargaining录像教学关于交涉l Knowledge on negotiation problemsl 了解谈判的问题l Knowledge on negotiation principlesl 了解谈判的原则l Learn how to use BATNAl 熟练掌握如何运用最好的代替Unit 9Streetwise manipulation现代化的操纵手段6hrs9.1 Learning about ploys策略的学习9.2 Power and ploys权力与策略9.3 Three types of ploys三种策略形式9.4 Dominance ploys支配策略9.5 Shaping ploys修整策略9.6 Closing ploys结束策略l Role play on ploys，case study will be given.角色扮演问答不同的策略l simulation on using ploys模拟运用策略l Knowledge on negotiation ploysl 了解不同的谈判策略l Learn how to use ploysl 熟练掌握如何运用谈判策略Unit 10Personality and Power in Negotiation谈判中，个性与实力的重要性6hrs10.1 A divorce negotiation脱离的谈判10.2 How important is personality in negotiating在谈判中个性的重要性10.3 The personality styles of negotiators谈判者的个性种类10.4 A trainer on personalities个性训练者10.5 Power in negotiation谈判中的实力l Simulation on different personalities in negotiation模拟不同的谈判个性l Video education on different personalities录像教学不同的谈判个性l Knowledge on personalities in negotiationl 了解不同的谈判个性l Learn how to deal with different personalitiesl 掌握如何应对不同的个性Unit 11Culture and Negotiation不同