商务英语谈判lecturePPT课件

1、Case StudyIn one negotiation in the early 1980s, a Chinese manufacturer was locked in a dispute with an American importer over how many models of the bicycles his company would produce. The American importer wanted four different models to give its customers greater selection. The Chinese company wa

2、nted to produce only two models, to keep manufacturing costs down. 第1页/共10页Case StudyThe position of the Chinese company was that it would produce only two models, while the underlying interest was to keep manufacturing costs down. The position of the American importer was that it wanted four models

3、, while its underlying interest was to increase its profits by selling more bicycles. As long as the negotiators focused on these positions, the dispute could be resolved only through concessions by one or both sides.第2页/共10页Solution:But an interest-oriented examination of the dispute leads to the q

4、uestion: How can the higher cost of manufacturing four models be allocated between the American importer and the Chinese manufacturer? In this example, the parties were able to devise a formula that increased the unit cost of different models to reflect the Chinese manufacturers increased manufactur

5、ing cost. 第3页/共10页Solution:The interests of the Chinese manufacturer were achieved by the solutionprofit per unit remained constant. The interests of the American importer were also metit sold more units at higher prices, which more than offset the increased manufacturing cost.第4页/共10页Simulated nego

6、tiation 1 Directions: Read the short passage below. Do you think the conflict between the manager and the workers can be solved? Imagine you are the manager/workers representative who would negotiate with the workers/manager. How would you prepare your proposal that may lead to a win-win solution? W

7、rite down your plan and find a partner to role-play the negotiation.第5页/共10页Simulated negotiation 1 The management of a major television manufacturers warehouse has a dispute with employees about overtime scheduling. Workers do not want to be locked into a spur-of-the-moment overtime assignment, yet

8、 management needs to be sure that the warehouse will be fully staffed. Please help both sides work out a solution that satisfies them all.第6页/共10页Role-play in pairs You are the assistant of George Smith, Purchasing Manager of HRC Corporation. Someone calls to be connected to Mr.Smith. Find out whos

9、calling and why. Explain that your boss is not available now.第7页/共10页 Student A: You want to speak to Ms.Black of G and B Company. Ms.Black isnt in the office, so you leave the following information: your name; cellphone number:1370-000-000; why you are calling: You can be reached up to 4 oclock at

10、the above number. If Ms. Black calls after 4 oclock, she should call 8500-0000.第8页/共10页 Student B: You are a receptionist at G and B Company. Student A would like to speak to Ms Black, but she is out of office. Take a message and make sure you get the following information: name and telephone number-ask student A to spe