剑桥商务英语高级9.ppt

Module9Innovation,Englishsayings,绊脚石从头开始，白手起家一帆风顺失控（不可避免的）小问题折中一团糟,ParagraphA,事实上，研发投资多少和创新成果无关。Asamatteroffact,thereisnocorrelationbetweentheamountoftheinvestmentinRDebatewithyourfamilymembers;Arguewithyourboss;Talkwithyourcooperator;,Yes!Younegotiateeverywherewitheverybody!,Negotiation,Negotiationisacooperativeundertaking,inwhichyouandtheopposingpartyattemptconstructivelytofindsolutionsthatsatisfybothyourneeds.,Negotiators,Anaivenegotiatorgivesawaytoomanyadvantagesandtoomuchpotentialprofit.Heacceptstoomuchoftheworkandresponsibility,andtoomanyoftherisks.Thus,anaivenegotiatorisexpensivefortheorganization.Heiseasilytakenadvantageof.Agreedynegotiatorwantstogeteverythingwithoutbeingwillingtogive.Heisunabletoaccepttheideaoftheotherpartygaininganything.Hewantstothreattheotherpartyanddefeatit.Agreedynegotiatorisalsoexpensivefortheorganization.Noonewantstodealwithhim.,Beasmartnegotiator!,Businessnegotiation-FourCs,BusinessnegotiationstakeplacewithinthecontextoffourCs:Commoninterest:thepartiesinthenegotiationshare,have,orwantsomethingthattheotherpartyhasordoes.Conflictinginterest:thepartiesbaredifferentideasconcerningquality,payment,distribution,profits,contractualresponsibilities,etc.Compromise:thepartiesmaysettletheirdisagreementbymeansoftalk.Criteria:conditionsunderwhichthenegotiationstakeplace.,Businessnegotiation,Stages:Introduction(导入阶段)-warmup;Overview(概说阶段)-generalaccount;Clarification(明示阶段)-makeclear;Bargaining(交锋阶段)-crossswords;Compromise(妥协阶段)-makeconcession;Agreement(协议阶段)-sealcontract.,Bargainingpower(议价能力),NOTRICKSNeed-lessneedsOption-morechoicesTime-lesspressureRelationships-moreintimacyInvestment-moreenergyCredibility-morecredibilityKnowledge-moreknowledgeSkills-moreskills,Techniques,Listen:listentoyourcounterpartsmotive,facts,impliedmeanings,etc.-Beattentive.Express:expressyourstandpoint,plans,etc.-Beconfident.Ask:askwhereyouhavepuzzlement,orwhenyouneedtoattractyourcounterparttoyourremarks;-Beartful.Persuade:persuadeyourcounterpartintodiscardinghis/herplansandacceptingyours.-Bepowerful.,Case,上个月，我们公司准备发行一套印刷品，已经签了几家大企业的团购单。这个时候，有一家做商务卡的公司找上我们，希望能合作。这送上门的好事我自然是偷着乐，心里想，反正不增加成本，收个23万块钱也挺好。谈判的开篇就是要大胆报价，于是我报了8万元(quotesb$forsth)（招数一：先发制人）。对方负责人显得很惊讶，在一翻“假装”的表情之后，他说“不好意思王总，这让我很为难(makethingsdifficultforsb)，我很想跟您合作，不过这个价格太高，我不太好跟老板交待。”（招数二：虚拟高层）“张总，我知道贵公司这部分事务一直是您全权负责(infullchargeof)，您拍板同意的话，我们的合作一定没问题。”（招数三：知己知彼）他果然笑了笑说“不瞒您说，我的权限只有4万元，您的报价(quotation)太高了，六万怎么样？”呵，胜利一半了！我心里说，比我预想的23万已经高了不少。这笔生意最后以6万元成交！高出了我预期的23倍。签合同的那一瞬间，我想起道森先生讲的一句话“世界上赚钱速度最快的，是谈判！”,RogerDawson(罗杰道森),SecretofPowerNegotiating优势谈判的奥秘(优势谈判)-Tellyouhowtowinanegotiationwhilemakingyourcounterpartsatisfied.,Businessnegotiation,Understandingtheothersposition:Sowhatexactlydidyouhaveinmind?Canyoubemorepreciseaboutwhatexactlyyouareoffering/lookingfor?SoifIunderstandyoucorrectly,youresayingthatAccepting:Thatsoundsfine/reasonable/acceptable.Ithinkwecangoalongwiththat.Ithinkthatwouldworkforus.Rejecting:Imsorrywecouldntgothatlow/high.Imsorry,thatwouldbedifficult/impossibleforus.Imsorry,thatcompletelyoutofthequestion.,Businessnegotiation,Askingforconcessions:WouldyoubewillingtoIfwewereto,howwouldyoufeelaboutitthen?Woulditmakeitmoreattractiveforyouifwe?Describingthebottomline:Ultimately,itcomesdowntothequestionofAttheendoftheday,itsallabout,Module10TravelandEntertainment,Oct.27th,2012,Transportation,Doyouoftentravelonbusiness?How?Doyouthinkbusinesstravelshouldbereplacedbyvirtualconference?WhichwordwillcometoyourmindwhentalkingaboutBeijingstrafficcondition?,Entertainment,Doyourcompanyoftenhavesomeformsofentertainment?,Corporateevents,Haveyoueverorganizedacorporateevent,sponsorship,parties?How?,Eventsmanagement,蹭吃蹭喝的顾客艰巨任务钢铁意志的人逃离交易暴露在审查留下不可磨灭的印象发布新的产品宣传企业使命花大笔的钱破冰，打破沉默依赖还有一种办法/选择期待感到放松,Eventsmanagement,freeloadingcustomers蹭吃蹭喝的顾客anarduoustask艰巨任务peoplewithnervesofsteel钢铁意志的人getawayfrombusiness逃离交易acompanyexposedtoclosescrutinyofcustomers暴露在审查toleavealastingimpression留下不可磨灭的印象tolaunchanewproduct发布新的产品todevelopawarenessofacompanysmission宣传企业使命tospendexcessively花大笔的钱breaktheice破冰，打破沉默rel