谈判LessonPPT课件

精品课件,1,Lesson3.NegotiationStrategiesonInternationalBusiness(2),国际商务谈判策略(2),精品课件,2,NewWordsandExpressions,1.offensivea.冒犯的；攻击的2.defensivea.自卫的；防御用的3.springboardn.跳板；出发点4.concessionn.让步；特许（权）5.presupposev.预料；假定；以为先决条件6.reconciliationn.和解；调和7.suspiciousa.怀疑的；多疑的mitmentn.承诺，保证；承担义务；委托；借口9.paramounta.最重要的，主要的；至高无上的10.warrantyn.担保；保证,精品课件,3,11.facilitatev.促进；帮助；使容易12.convincinga.令人信服的；有说服力的13.technicalassistance技术支持14.sortout清理；把分类15.down-to-earth实际的；现实的；具体的16.stateofdeadlock僵局17.tendern.投标18.alignv.使结盟；使成一行19.installationn.安装，装置20.viablea.可行的,精品课件,4,1.Introduction,Situationtactics,whichareconcernedwiththeinitiative,maybedividedintotwoclasses:offensiveanddefensive.情景策略与主动性相关，可分为两类：进攻型的策略和防守型的策略。Negotiatorscannotrelyondefensivetacticsonly,becausenodefenseiseverperfect,aweakpointwillbefounduponwhichtheOpponentcanconcentratehisattack.谈判人员不能只采用防守的策略，因为没有一个防守是完美的，对手终究会找到攻击的弱点。,精品课件,5,2.SituationStrategies,OffensiveTactics进攻型的策略A.Askingquestions(提问)B.Makingtheothersideappearunreasonable(让对方显得无理)C.Pullingthepigstail(将对方引向相反的方向)D.Useofcommitments(利用借口)E.Discoveringinterests(善于发现对方的利益所在)F.Presentingarguments(积极有效地提出己方的观点)G.Therightanswerstrategy(“正确答案”策略)H.Thebestalternativestrategy(“最佳选择”策略),精品课件,6,DefensiveTactics防守型的策略A.Minimumresponseandpretendedmisunderstanding(尽是少做反应并假装误解)B.Side-stepping(转移话题)C.TheYes-buttechnique(“是的，但”技巧)D.Thecounterquestions(提出反问)E.Strawissues(无价值的条款)F.Exposingdirtytricks(有技巧地揭穿不正当手段),精品课件,7,ComprehensionExercises,Teachersnotethathereweonlygiveyousomeexamplesoftheexercises.YouarefreetoaddmoretothePPTfileaccordingtoyouractualteachingsituation.,精品课件,8,1.ComprehensionQuestions:,1)Whatarethemaindifferencesbetweenoffensiveanddefensivenegotiationstrategies?Key:Offensivetacticsaredesignedtotaketheinitiative.Defensivetacticsarethecountertooffensivetactics,andtheyarethespringboardsfromwhichacounter-offensivecanbelaunched.2)Howmanyoffensivetacticscanyoulist?Key:Askingquestions;makingtheothersideappearunreasonable;“pullingthepigstail”;useofcommitments;discoveringinterests;presentingarguments;“therightanswer”strategy;“thebestalternative”strategy.,精品课件,9,2.ReadandtranslatethefollowingsintoChinese:,1)Negotiationsworkwonders.Thisisparticularlysoininternationalbusinesssinceitismostlythroughnegotiationsthatexportersandimportersbridgetheirdifferencesandreachafairandmutuallysatisfactorydeal.1)谈判出奇迹。在国际贸易中，情况更是如此。因为出口商和进口商要消除分歧，达成一项公平和相互满意的交易，大多是通过谈判才能做到的。,精品课件,10,2)出口商通过精心组织和周密策划，提出一个比较全面的一揽子谈判方案，就能够提高其谈判的效果，并从长远观点来看，还可以提高其出口的效益。,精品课件,11,3.ReadandtranslatethefollowingsintoEnglish:,1)如另一方想强迫（本方）接受不公平的立场，还击路线还是一样，可以向他们轮番提问来反击。Iftheotherpartytriestoforceacceptanceofunfairpositions,thedefenserouteisthesamebythrowingpersistentquestionstothem.2)如果另一方不说实话，一个行之有效的方法就是起草严密的合同条文。事实上，一条“如果那么”条款就足以达到目的了。Iftheotherpartydoesnottellthetruth,aviablewayisgoodcontractdrafting.Actuallyawhatifprovisionisenoughtoservethepurpose.,精品课件,12,3）Aspricingisoftenthemostsensitiveissueinbusinessnegotiations,thesubjectshouldusuallybepostponeduntilalloftheotheraspectsofthetransactionhavebeendiscussedandagreedupon.Itisestimatedthatabout80%oftheissuesnegotiatedareofanonprimenature.Decisionstoplaceordersinvolvingalong-termcommitmentareinanycaserarelymadeonthebasisofpricealonebutratheronthetotalexportpackage.Thisisparticularlysoinmarketswhere