Chapter1 国际商务沟通与谈判

OutlineofBusinessNegotiation

WangDan编辑课件PartIABCtoBusinessNegotiation&Communication

Chapter1BriefIntroductiontoBusinessNegotiation&CommunicationChapter2PrinciplesofBusinessNegotiation&CommunicationChapter3ProcessofBusinessNegotiation&CommunicationChapter4Strategies&BackgroundofBusinessNegotiation&Communication编辑课件PartIIPracticalBusinessNegotiationChapter5OralCommunicationinBusinessChapter6WrittenCommunicationinBusiness(1)Chapter7WrittenCommunicationinBusiness(2)Chapter8InternationalBusinessContractNegotiation编辑课件PartIIIPracticalBusinessNegotiationChapter9SalesNegotiationChapter10InvestmentNegotiationChapter11TechnologyTradeNegotiationChapter12InternationalBusinessContractNegotiation编辑课件PartIVInterculturalBusinessNegotiation&CommunicationChapter13InterculturalAwarenessinBusinessActivitiesChapter14Cross-culturalNegotiation编辑课件Chapter1BriefIntroductiontoBusinessNegotiation&Communication1.TheCharacteristicsofBusinessNegotiation2.TheComponentsofBusinessNegotiation3.TheBasicRulesofBusinessNegotiation编辑课件达成共识谈判成功共同需要/互利性合作的前提利益分歧冲突矛盾谈判的原因解决问题

让步，发现并融合各方利益谈判的关键编辑课件谈判的五大特点互利性——有共同的需要，相互依存，为了到达各自的目标都需要对方，这是谈判的前提和根底；自愿性——谈判是自愿的，非强迫的，是因各方的利益需要把彼此拉近，并乐意通过谈判来达成共识；分歧性——由于各自的利益不同，站的立场、角度不同，必然会出现分歧，这是实施谈判的原因，也是要通过谈判来解决的问题；融合性——有共同需要并不能导致谈判成功，如果彼此的分歧不能解决，谈判要么陷于僵持，要么破裂。只要融合各方利益，调和彼此矛盾，才能推进谈判；创造性——不困囿于分歧和矛盾，不限于固有的规制和惯例，集思广益，寻找创造性解决方案，变对抗性为合作性谈判。编辑课件谈判实力的10大要素谈判实力十要素

选择权时机

关系有效信息资源控制影响力专家力量创新力Knowledge专业知识Skill技巧资金、原材料、技术、许可证、进出口配额、土地开发权、客户及渠道编辑课件谈判的基本原则求同存异原那么平等互利原那么妥协互助原那么编辑课件Chapter2PrinciplesofBusinessNegotiation&CommunicationPrincipleofCollaborativeNegotiationPrincipleofInterestDistributionPrincipleofTrustinNegotiationPrincipleofDistributive&ComplexNegotiationWin-winPrinciple编辑课件Chapter3ProcessofBusinessNegotiation&Communication1.ThePreparationPhase2.TheOpeningPhase3.TheBargainingPhase4.TheDecision-making&ActionPhase编辑课件Chapter4Strategies&BackgroundofBusinessNegotiation&Communication1BackgroundofBusinessNegotiation&Communication2StrategiesandTacticsofNegotiationaMajorPersonalStyles&TeamStylesbStrategies&Tactics编辑课件MajorPersonalStyles&TeamStyles果断型不果断型非情感型情感型巷战斗士独断专行，喜欢挑战，一切以“获胜”为目的训导师通过引导或刺激他人而左右局势项目主管做事缺乏弹性，强调原则和标准；关注细节，对投资和收益很在意和事佬注重关系，害怕冲突，喜欢折中，易于妥协编辑课件Strategies&Tactics

蚕食策略-切香肠策略〔分段议题〕狐狸策略-暗示对方乱中取胜囚犯策略-让对方猜不透最正确策略囚笼策略-本次只讨论A主题不谈B主题

编辑课件PrisonersDilemma编辑课件GameTheory编辑课件Chapter5OralCommunicationinBusiness1FormsofOralCommunicationaOralPresentationbEffectiveWaysofaConversationcMajorAdvantagesofOralCommunication2StrategiesofOralCommunicationaEuphemisticPresentationsbFuzzyWordingcMeritDemonstrationsdPolemicStatements编辑课件Chapter6WrittenCommunicationinBusiness(1)1.BusinessLettersaStylesofBusinessLettersbEssentialPartsofBusinessLetterscOptionalPartsdEnvelopAddressing2.SocialCorrespondenceinBusinessaFeaturesofSocialLettersbTypesofSocialLetters编辑课件Chapter7WrittenCommunicationinBusiness(2)1GeneralBusinessPaperworkaNoticesandAnnouncementsbMemoandMinutes2BusinessReportsaTypesofBusinessReportbStructureandContentsofShortReport编辑课件Chapter8ElectronicCommunication1Telex2Fax3E-mail4TelephoneMessage编辑课件Chapter9SalesNegotiationChapter10InvestmentNegotiationChapter11TechnologyTradeNegotiation编辑课件Chapter12InternationalBusinessContractNegotiation1.AnIntroductiontoInternationalBusinessContract2.ProceduresofBusinessContractNegotiation编辑课件Chapter13InterculturalAwarenessinBusinessActivities1ImpactofCultureDifference2BusinessProtocolandEtiquette编辑课件贵为领袖也要