商务英语Chapter 4

ChapterFourTheBasicQualitiesofBusinessNegotiators LearningFocus学习要点1 Understandtheimportanceofnegotiation 理解谈判的重要性 2 Comprehenddeeplyaboutthequalitiesofagoodnegotiator 深人了解优秀谈判人员需要具备的素质 3 Knowhowtodevelopthequalitiesinbusinessnegotiation 了解如何培养自己的谈判素质 4 Knowhowtobeaqualifiednegotiator 知道怎样做一名合格的谈判者 5 Readthetextextensionfreely 熟读拓展课文 下一页 ThreeTheMainContentsofBusinessNegotiation Text TheBasicQualitiesofBusinessNegotiatorsTodayprospectsandcustomersareforcingustocompeteasacommoditywithseverepricingpressuresandnegotiating Yourpriceistoohigh isacommoncry Weneedtodevelopknow ledgeandskillstoeffectivelynegotiatethesale Negotiationisoneofthemostdifficulttasksthatapersonfaces Itrequiresanumberofqualitieswhicharenotusuallyfoundinbusiness Negotiationrequiresgoodbusinessjudgmentandanunderstandingofhumannature Negotiationisaninherentpartofbeinginbusiness Negotiatingisanacquiredskill butitisaveryimportantpartofyourroleasanentrepreneur Findoutwhatyouneedtoknowandlearninordertobeabletonegotiatesuccessfullyforanybusinessdeals 下一页 返回 上一页 ThreeTheMainContentsofBusinessNegotiation Asabusinessowner negotiationswithotherbusinessmenareinevitable Youmayfindyourselfwantingtoestablishacorporatepartnershipwithanotherbusiness Whateverthereasonis ifyou restartingabusiness youneedtolearntheskillsofagoodnegotiatortogetherwithlearningthebasicsofrunningabusiness Fortunatelyforyou theyareeasilyidentifiedandcanbelearnedquicklywithtimeandpractice 1 Beingagoodlistener2 Beingrealistic3 Adaptability 具备适应能力 4 Resourcefulness 足智多谋 5 Endurance 忍耐力6 Respect 下一页 返回 上一页 ThreeTheMainContentsofBusinessNegotiation 7 Concentration8 SenseofHumor 幽默感9 Patience10 TheAbilitytoArticulate 表达能力强 下一页 返回 上一页 ThreeTheMainContentsofBusinessNegotiation Phrases Expressionspotentialpartner潜在合作伙伴layout制定 编排buttin干扰 干涉putforth提出salespitch推销seekfor寻觅 寻找jetlag飞行时差反应 时差感 下一页 返回 上一页 ThreeTheMainContentsofBusinessNegotiation guardagainst防止 防范cloudthemainissue混淆主要问题beequippedwith用 装备time consuming费时间的backout退出 放弃 收回 losethenerve变得胆怯 失去勇气 畏缩 害怕setforth陈述 陈列 出发 宣布 senseofhumor幽默感thinkonyourfeet反应迅速 行动敏捷果断 下一页 返回 上一页 ThreeTheMainContentsofBusinessNegotiation NotesontheText1 Havinganinflexiblestrategyandlimitedtacticswillalmostinstantlybringnegotiationstoanunproductiveclose 2 Beingableto thinkonyourfeet willgoalongwaytowardsuccessatthenegotiationtable 3 Timezonechanges languageproblems andlegalwranglingcanbemajordistractionsfromthegoalssetforthinthestrategy 4 Manyanexecutivehasreturnedfromanoverseasnegotiationwithnothingachievedaccordingtothepreplan 5 Negotiationcanbeaverystressfulaffair andtherewillbemomentswhenithardlyseemsworththeeffort 下一页 返回 上一页 ThreeTheMainContentsofBusinessNegotiation 6 Someofthenegotiatingdelays logisticalproblems andsocialsettingsmayseemlikeexercisesinabsurdity andmanyofthedis