《职场英语口语》 课件 unit 3 business negotiations

HangzhouDianziUniversity

TheSchoolofForeignLanguagesandLiteratures

新形态大学英语口语系列教程职场英语口语UNIT3BusinessNegotiation《新形态大学英语口语系列教程

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OBJECTIVESInthisunit,Emilyisfollowingherbosstonegotiatewithateamfromanothercompanyforacooperationcase.Pleasefollowthemandlearnhowto《新形态大学英语口语系列教程

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applynegotiationstrategies;conductanegotiation;useBATNAtoguidenegotiations.CONTENTS《新形态大学英语口语系列教程

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START-UPINPUT-ORIENTEDACTIVITIESSPEAKINGSKILLSINTHEWORKPLACEOUTPUT-ORIENTEDACTIVITIESCROSS-CULTURALFOCUSFUNTIMEAFTER-CLASSACTIVITIESSTART-UP01《新形态大学英语口语系列教程

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START-UP《新形态大学英语口语系列教程

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Youarenegotiatingaservicecontractwithapharmaceuticalcompany.Theyaredemandingahigheramountfortheirservicesthanothercompanies.Howdoyouaddressthisinordertogetthebestpriceforyourcompany?

A.Respondwithalowpriceandengageinpositionalbargaining,hopingthatyouwillendupsomewhereinthepricerangeyouthinkisfair.B.Askwhatthebasisfortheirsuggestedpriceis.C.Advisethemthattheirpriceisfartoohighandthatyouwillwalkawayunlesstheygiveyouamorereasonableprice.D.Suggestapriceofyourownandprovidethecriteriauponwhichyouhavearrivedattheprice.AsimplequizSTART-UP《新形态大学英语口语系列教程

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AnswerB.Thecompanyistryingtogetyoustartedonthetraditionalpositionalbargainingphilosophyof"starthigh,counterlow,endupinthemiddle."Toavoidthisgame,youneedtochangethefocusofthenegotiations.Inordertocountertheirattemptsatpositionalbargaining,youshouldbeginbyaskingthemwhatthebasisfortheirinitialpricewas.Thistacticwilldrawattentionawayfromtheinitialpriceandcreateafocusonthecriteriafordeterminingafairprice.Next,youshouldsuggestapriceofyourown,substantiatetheofferwithappropriatecriteriaandsticktoyouroffer.START-UP《新形态大学英语口语系列教程

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Negotiationisaprocessofresolvingaconflictbetweentwoormoresides,inwhichallsidesarewillingtochangetheirpositionstoreachacommonacceptablesolution.Whatisanegotiation?4stagesinnegotiationprocessPreparation;Beginningandrepresentingstartingpositions;Theprocessoflookingforsolutions;Reachingtheagreementandconcludingthenegotiations.START-UP《新形态大学英语口语系列教程

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PrecautionsbeforenegotiationsNegotiationsleadtodecisions.Howthesearemade,howlongtheytaketobemadeandhowfinaltheyareoncemadeareallfactorsthatwilldependontheculturalgroupsinvolved.Oneimportantrule,ifyouarenotready,donotnegotiate!!!Alwayskeeprecordsofe-mailsorothercorrespondence.START-UP《新形态大学英语口语系列教程

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Anegotiationisaboutfindingasolutiontoyourcounterpart’sproblemthatmakesyoubetteroffthanyouwouldhavebeenhadyounotnegotiated,——StanfordGSBprofessorMargaretNealeKEYtoSTART-UP《新形态大学英语口语系列教程

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START-UP《新形态大学英语口语系列教程

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Understandingthevideoclip1.A2.B3.D12345678INPUT-ORIENTEDACTIVITIES02《新形态大学英语口语系列教程

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INPUT-ORIENTEDACTIVITIES《新形态大学英语口语系列教程

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ACTIVITY1NEGOTIATION:GETTINGWHATYOUWANTACTIVITY2HOWTONEGOTIATEINENGLISHKEYto

INPUT-ORIENTEDACTIVITIES《新形态大学英语口语系列教程

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INPUT-ORIENTEDACTIVITY1

《新形态大学英语口语系列教程

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Step1:2;1;4;3.Step2:(1)C(2)A,E(4)B(3)D,FUnderstandingthevideoclipINPUT-ORIENTEDACTIVITY2

《新形态大学英语口语系列教程

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Understandingthevideoclip1.delivery;monthly2.just-in-time5.annual4.logisticsissues3.short-sighted6.concessions;compromiseSPEAKINGSKILLSINTHEWORKPLACE03《新形态大学英语口语系列教程

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SPEAKINGSKILLSINTHEWORKPLACE《新形态大学英语口语系列教程

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FormsofcommunicationInterpersonalcommunicationOrganizationalcommunicationsRumorsMediacommunicationsMasscommunicationNon-verbalcommunicationSPEAKINGSKILLSINTHEWORKPLACE《新形态大学英语口语系列教程

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Usingif-structuretosuggestyourproposalIfwecommittoalongercontract,wouldthatmakethedealworkforyou?Ifweagreedtopaythelicensingcosts,canyouofferusabetterprice?SettingconditionsAssumingthatyouneedaflexibleschedule,wecouldoffer…Supposingyoucouldcommittoaminimummonthlyvolume,wecouldgodownto…ExpressingdisagreementWewon’tbeabletofinishtheworkinsuchashortspaceoftime.We’renotwillingtosharethistechnologyforfree.SPEAKINGSKILLSINTHEWORKPLACE《新形态大学英语口语系列教程

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ReactingtonewideasThat’sagoodoffer.Ithinkthisshouldbefeasible.IntroducingnewideasHereismysolution…IhaveaproposalwhichIhopecanmakethisworkforeveryone.OUTPUT-ORIENTEDACTIVITIES04《新形态大学英语口语系列教程

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《新形态大学英语口语系列教程

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Understandingthevideoclip1.getdownto2.cometo6.alargeorder5.bestprice3.items7.getbacktoOUTPUT-ORIENTEDACTIVITY1

4.quantities8.proposalOUTPUT-ORIENTEDACTIVITY2

《新形态大学英语口语系列教程

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Scene:Role-playEmilyandChris(therepresentativeofatransportationcompany).RolecardforEmilyYoushould:stateyourrequestsforproducttransportation;askforspecificinformationabouttransportationservices;(3)summarizewhatyou’veagreed..RolecardforChrisYoushould:(1)knowthespecificrequestsofEmily’scompany;(2)setconditions;(3)agreeonnextsteps.Role-playCROSS-CULTURALFOCUS05《新形态大学英语口语系列教程

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CROSS-CULTURALFOCUS《新形态大学英语口语系列教程

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UsingBATNAtoguidenegotiationsImproveyourBATNAhasthreekeyways:Haveasmanyoptionsaspossible.Writedownandthinkthemthrough.Thisequipsyouwithstrongerconfidenceanddeepenedunderstandingofthesituation.Avoidthetimerestrictionsandthesunkcostguilt.Avoidnegotiatinginatightdeadlineforitalwaysresultsinunfavorableoutcomes.Havethedisciplinetowalkawayfromabaddeal,eventhoughyou'veinvestedaloto