高级综合商务英语2（第二版） 课件Unit 10 Business Negotiation

UnitTen

BusinessNegotiationLead-in

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Role-Play1.Performarole-playwithyourpartneraboutnegotiationbasedonthefollowingcartoons.Youcanchooseascenariofromthethree.

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2.Doyouknowanynegotiationstylesornegotiationskills?Shareyourideaswithyourpartner.

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DiscussionTextANegotiationStylesStructuralAnalysisPara.MainTopics

1-2Therearefivenegotiationstylesthatareusefulindifferentsituations.3-50Detailedintroductiontothefivenegotiationstyles.51-53Finalsuggestionstonegotiators.PartI

QuestionsaboutPartIQ1.WhatisthemainideaofPartI(Paras.1-2)?Wetendtohaveoneortwopreferrednegotiationconflictstylesamongthefivestyles,eitherbecauseourpreferredstyleshaveworkedforusinthepast,orbecauseofournatureornurture.Q2.Theauthormentions

“nature”and“nurture”inPara.1.

Whatdoyouknowaboutit?Scholarlyandpopulardiscussionaboutnatureandnurturerelatestotherelativeimportanceofanindividual’sinnatequalitiesascomparedtoanindividual’spersonalexperiencesincausingindividualdifferencesinphysicalandbehavioraltraits.PartI

QuestionsaboutPartIQ3.Whatfigureofspeechisusedin“nature”and“nurture”?Canyougiveanyotherexamples?Alliterationisusedin“nature”and“nurture”.FamousexamplesincludethetitlesofJaneAusten’sfamousnovelsPrideandPrejudiceandSenseandSensibility.PartI

QuestionsaboutPartItemperament(Para.1)n.

themannerofthinking,behaving,orreacting;characteristicofaspecificperson

synonyms:disposition;character;personality;nature

example:Weneedtorecruitcandidateswithacollaborativeandpragmatictemperamentforthiscross-departmentproject.

PartI

WordsandExpressionsnurture(Para.1)n.upbringing,education,andenvironment,contrastedwithinborncharacteristicsasaninfluenceonordeterminantofpersonalitysynonyms:

upbringing;

cultivatingexample:

Thelong-termnurtureofourkeyclientecosystemhashelpedusmaintaina95%clientretentionratefor5consecutiveyears.PartI

WordsandExpressionsQ1.WhatisthemainideaofPartII(Paras.3-50)?Detailedintroductiontothefivenegotiationstyles:compete,accommodate,avoid,compromise,andcollaborate.PartII

QuestionsaboutPartIIQ2.

PleaseillustratethestructureofPartIIwhichcanbefurtherdividedintofivesections.PartII

QuestionsaboutPartIIPara.SubheadingsParas.3-8Thefirstnegotiationstyle:compete(Iwin—youlose)Paras.9-18Thesecondnegotiationstyle:accommodate(Ilose—youwin)Paras.19-29Thethirdnegotiationstyle:avoid(Ilose—youlose)Paras.30-40Thefourthnegotiationstyle:compromise(Ilose/winsome—youlose/winsome)Paras.41-50Thefifthnegotiationstyle:collaborate(Iwin—youwin)Theyusuallydon’twanttocauseotherstosufferorlose;theyarejustsonarrowlyfocusedontheirshortertermgainsthattheyplunderobliviouslythroughnegotiationslikeapirate.(Line2,Para.3)Theydon’tmeantohurtothers’business;theymerelyconcentrateontheirshortertermprofit,andhencethey,likeapirate,stealunmindfullythroughnegotiations.PartII

SentenceInterpretationCompetitioniscriticalwhenyouarecertainthatsomethingisnotnegotiableandimmediatecomplianceisrequired.(Line1,Para.4)Whenyouarefacedwithadeadlockandimmediateobedienceisnecessary,competitioniscrucial.PartII

SentenceInterpretationWewouldrecommendthatyouuseablendedapproachthough,asbothnegotiationpartieslockinghornsinacompetitivebattlecanresultinaspiralingdeadlock.(Line2,Para.5)However,youaresuggestedtouseamixedapproach,becauseconflictbetweentwounyieldingnegotiationpartiesinacompetitivebattlecanleadtoanescalatingimpasse.PartII

SentenceInterpretationInapowerimbalancenegotiation,highlycompetitivebehaviorisverylikelytoleadtodeadlock,whichwillgetyounowhere.(Line4,Para.6)Iflossofbalanceoccursinpowerbetweentwonegotiationparties,inalllikelihood,highlycompetitivebehaviorwillbringaboutstalemateandlittleprogresswillbemadeinnegotiation.PartII

SentenceInterpretationThesenegotiatorswillcompetefirst,andiftheydon’tclaimaneasyscalp,theywalkawayfromthenegotiationtable.(Line10,Para.6)Thesenegotiatorstendtostartwithanaggressivegambit,andiftheycannotachievethegoaleasily,theychoosetosuspendthenegotiation.PartII

SentenceInterpretationWhenwefeelvictimized,weoftenplotourrevenge.(Line5,Para.7)Whenfindingourselvesdeceived,weusuallyplantoinflictvengeance.PartII

SentenceInterpretationGivingawayvaluetooeasily,tooearlycansignaltoyournegotiationcounterpartthatyouhaveverydeeppockets,andyourgiftisjustatasterofbiggerandbettergiftstocome.(Line1,Para.14)Easyandearlyconcessioncanimplytotheothernegotiationpartythatyouhavemuchmoretogiveaway,andyourfirstofferisjustthetipoftheiceberg.PartII

SentenceInterpretationYoualsoneedtobecarefulthattheyarenotanincompetentnegotiator,makingbigconcessionsthatjeopardizetheviabilityoftheirbusiness,oragreeingtoadealthattheirmanagerswilllaterveto.(Line1,Para.18)Youshouldalsobealerttothepossibilitythattheyarenotanincapablenegotiator,makingalotofsacrificesthatendangerthesurvivaloftheirbusiness,oragreeingtoadealthattheirmanagerswilllaterforbid.PartII

SentenceInterpretationCollaborativenegotiatorsareadamantthattheirneedsmustbemetandtheyacknowledgethattheotherpartyhasneedsthatmustbemettoo.(Line8,Para.41)Collaborativenegotiatorsholdarigidbeliefthattheirownneedsmustbefulfilled,andsowilltheircounterpart’sneeds.PartII

SentenceInterpretationIfyouneedtounderstandthefeelingsanddeeperinterestsormotivationsofallnegotiators,thencollaborationisyourbestpath.(Line1,Para.46)Collaborationisthebestapproachtolearntheinnerthoughtsanddeeperinterestsorincentivesofallnegotiators.PartII

SentenceInterpretationplunder(Para.3)v.toseizewrongfullyorbyforce;stealsynonyms:pillage;lootexample:

Thecourtruledthattherivalcompanyhadillegallyplunderedourcoreuserdatathroughimpropertechnicalmeans.PartII

WordsandExpressionsmuster(Para.3)v.togatherresources,personnel,orcouragetotackleurgentbusinesstaskssynonyms:

gather;assemble;mobilizeexample:Thepresident’smoveappearsparticularlyriskyatatimewhenheisseekingtomustercross-partysupportfortheelectionofthenewpresidentoftherepublic.PartII

WordsandExpressionscompliance(Para.4)n.theactofcomplyingwithawish,request,ordemandsynonyms:

acquiescence;abidance;conformityexample:Compliancewiththelawisexpectedinthestate.PartII

WordsandExpressionsspiral(Para.5)v.totakeaspiralformorcourse;toaccelerateupwardordownwardsynonyms:

twirl;coilexample:Withoutcostcontrolmeasures,operatingexpenseswillspiralrapidlyinthenexttwoquarters.PartII

WordsandExpressionsvictimize(Para.7)v.tosubjecttoswindleorfraudsynonym:

discriminateagainstexample:Thefraudcommittedbysomanymerchantsvictimizedconsumersandallowedthemerchantstolaundertheirillegalproceeds.PartII

WordsandExpressionsappease(Para.8)v.

topacifyorattempttopacify(anenemy)bygrantingconcessions,oftenattheexpenseofprinciplesynonyms:

pacify;conciliateexample:Theaccountmanageroffereda10%discounttoappeasetheclientaffectedbythedelayeddelivery.PartII

WordsandExpressionsaccommodate(Para.9)v.tomakechangesthattakeaccountofthewishesordemandsofsynonyms:

reconcile;catertoexample:Wewilladjustthemeetingscheduletoaccommodatetheclient’stimezonedifference.PartII

WordsandExpressionsreciprocation

(Para.17)n.thefactofbehavingorfeelingtowardsomebodyinthesamewayastheybehaveorfeeltowardyousynonym:

interchangeexample:Thetwosidesreachedatacitagreementonthereciprocationofexclusiveresourcesharinginthestrategicpartnership.PartII

WordsandExpressionsjeopardize(Para.18)v.toexposetolossorinjurysynonyms:

imperil;endangerantonyms:safeguard;protectexample:Anyunapproveddataleakagewilljeopardizeourlong-termcooperativerelationshipwiththecoreenterpriseclient.PartII

WordsandExpressionsviability(Para.18)n.abilitytosucceedinoperationsynonyms:

feasibility;sustainabilityexample:Welaunchedafullmarketsurveytoverifythelong-termviabilityofthisnewofflineretailproject.PartII

WordsandExpressionsveto(Para.18)v.toforbidorprohibitauthoritativelysynonyms:

forbid;prohibit;blockexample:Theboardholdsthepowertovetoanymajorinvestmentproposalthatdoesnotmeetthecompany’slong-termstrategicgoals.PartII

WordsandExpressionsprocurement(Para.23)n.theformal,organizedprocessofsourcingandpurchasingrequiredmaterials,services,orresourcessynonyms:

obtaining;purchasing;acquisitionexample:Thecompanyoptimizeditsprocurementprocesstocuttheoverallcostofrawmaterialsby12%thisfiscalyear.PartII

WordsandExpressionsinvalidate(Para.28)v.tomakeadocument,ticket,claim,etcnolongerlegallyorofficiallyacceptablesynonyms:

nullify;voidexample:Oncethatassumptionwasinvalidated,marketparticipantsandpricesreactedsharply.PartII

WordsandExpressionsrevert(Para.41)v.toreturntoaformercondition,practice,subject,orbeliefsynonyms:

regress;reverseexample:Afterthetemporarypolicyexpires,thecompanywillreverttotheoriginalemployeeattendancemanagementsystemnextmonth.PartII

WordsandExpressionsFiveNegotiationStylesPartII

NotesGreekGiftThisidiomcomesfromGreekMythology,andshouldbetracedbacktotheTrojanWarinGreekhistorytotellitsorigin.PartII

NotesTheTrojanWarTheTrojanWarwasawarwaged,accordingtolegendandthewritingsofHomer,againstthecityofTroyinAsiaMinor(Türkiyetoday)bythearmiesoftheGreeksfollowingtheabductionofHelenofSpartabyParisofTroy.Itissaidthatthiswarhappenedaroundthe13thcenturyorearly12thcenturyBC.MythorHistory?PartII

NotesWhyaWar?AlltheGreekkingshadpromisedtoprotectHelen’smarriage,sotheywenttowarwithTroy.Theyattackedwith1,000shipsand100,000men.PartII

NotesTheTrojanWarTroy,becauseofitsstrongwalls,wasimpossibletobebrokeninto.PartII

NotesTheSiegeofTroyTheGreekssurroundedTroyandstayedoutsidethecitywallsfor9years.Thecity’swallsweretoostrongfortheGreekstobreakthrough.PartII

NotesTheTrojanHorseBecausetheycouldn’tbreakthewallsofTroy,theGreeksfooledtheTrojansbypretendingtoleaveandofferingastatueofahorse.GreeksoldiershidinsideandcameoutatnightaftertheTrojanstookthehorseintothecity.TheythenopenedthegatesfortheGreekarmy.TheGreekskilledallthemenandburntthecity.PartII

NotesPartII

NotesWhatdoes“TrojanHorse”reallymean?Thehiddendanger.Whatdoes“GreekGift”mean?Agiftgivenorafavordonewithatreacherouspurpose.Q1.WhatisthemainideaofPartIII(Paras.51-53)?Somegoodsuggestionsaregiventonegotiators.PartIIIQuestionsaboutPartIIIPartIIIQuestionsaboutPartIIIQ2.

WhatsuggestionsaregiveninPartIII(Paras.51-53)?Beclearaboutyourpreferredstyleofnegotiationbeforeyounegotiate.Thinkaboutthenegotiationstyleofyourbusinessclientorvendornegotiationrelationship.Don’tblindlyapplyonenegotiationstyletoyournegotiation.Thinkcarefullyaboutwhichpointinthenegotiationyouneedtoswitchtocompeting.

TextBHowtoSucceedWhenWorkingwithTacticalNegotiatorsStructuralAnalysisPara.MainTopics

1-2Thetopprioritythatpeoplehaveinnegotiatingsessions.3-27Sometipstolessentheuseoftacticsaswellasdifferentcategoriesoftacticsandtricks.28Theimportanceofunderstandingtactics.Paras.1-2

MainideaofPartI:Thetopprioritythatpeoplehaveinnegotiatingsessionsisdealingwithtactical,positionalnegotiators.PartIParas.3-27

MainideaofPartII:Therearesometipstolessentheuseoftacticsbeforeandatthecommencementofnegotiations;tacticsandtricksfalldownintothreecategoriesofpsychologicalgamesandpersonalattacks,misrepresentationofinformationoroutrightdeception,aswellaspositionalpower.PartIIPara.28

MainideaofPartIII:Understandingtacticsandhowtodealwiththemcoupledwithmoredetailedandfocusedplanningofnegotiationswillgivenegotiatorsbetteroutcomesfrombothsides.PartIIISituation:Ms.Smith,arepresen