《商务英语听说与谈判》教学大纲

1、商务英语听说与谈判Business Negotiation 一、课程基本情况课程类别：集中性实践教学环节课程 课程学分： 2学分课程总学时：2 weeks课程性质：选修开课学期：第5学期先修课程：综合英语适用专业： 英语专业教 材：国际商务谈判英语，吴云娣，上海交通大学出版社。开课单位：语言文化学院 英语系二、课程性质、教学目标和任务该课程是英语专业的方向必修课，课程以具有代表性的商务谈判为重点，阐明商务谈判的基础理论、基本知识以及基本技能。贯彻理论联系实际的原则，通过大量案例的分析与模拟实践，帮助学生系统地深入理解和把握商务谈判的有关理论、原则和方法，学习和掌握商务谈判的有关经验、策略与技巧

2、。使学生对国际商务谈判的发生原理、商务谈判的原则和程序、商务谈判的准备工作、商务谈判计划的制定、谈判策略与技巧的使用、商务谈判的内容等有一个较全面的了解，并通过案例教学和实际训练，使学生具备一定的谈判能力。三、教学内容和要求(每个单元2课时) Unit 1 An Introduction to NegotiationOrigin of the word “negotiation” Different definitions for negotiationDifferent kinds of negotiationEssence of negotiationGood outcome in neg

3、otiationUnit 2 Personal Qualities of a NegotiatorThe middle ground in negotiationPersonal qualities that a negotiator needsDiscussions of some qualitiesUnit 3 Assemblage of a Business Negotiation TeamThe suitable size of a teamNo membership assignmentThe balance of weakness and strength among team m

4、embersImportance of good communication skills Size of a home team“Observer” role in the teamMembers to avoidUnit 4 The Sellers Preparation for NegotiationProposalThe proposal is negotiableInformation on the buyers intentionThe buyers behaviours patternHow to prepare an opening statementUnit 5 The Bu

5、yers Preparation for NegotiationImportance of preparationWhat facts to collectHow to analyse factsHow to establish negotiation objectivesUnit 6 Stages in Business NegotiationPosition and positioningThe buyers three optionsReflectingCompromise and concession tradingBargaining strength and bargaining

6、rangeUnit 7 Business Negotiation StylesHow to maintain a unified frontAnalysis of different negotiation stylesThe importance of stylistic diversityUnit 8 Guidelines for Business NegotiationNo rules in negotiationGround guidelines in negotiationCompetitive situationsFour important guidelines Unit 9 B

7、usiness Negotiation StrategyDifferent definition for strategy and tacticsTwo basic strategiesStrategies for buyer and sellerUnit 10 Business Negotiation SkillsSeparate the people from the problemDistinguish between interests and positionsBATNA considerationBasic skills in negotiationUnit 11 Psycholo

8、gical Analyses in Business NegotiationMotivations for the resolution of conflicting interests through negotiationPsychological factors linking to behavioural process outcome variable Personality, perception, expectation, persuasion and their interactionUnit 12 Cultural Differences in Business Negoti

9、ationThe emergence of cross-cultural alliancesCultural impacts upon negotiationDealing with people from other culturesUnit 13 The Use of Language in Business NegotiationThe power of language in negotiationAvoid negative wordsThe utterance of “final”Some non-verbal signalsUnit 14 Business Negotiation MannersFlexibilities in terms of mannersTable manners effect on businessImportance of the first impressionUnit 15 How to Close the DealDifferent from the end of negotiationFour golden rulesLookers on and gamestersUnit 16