商务谈判双语1优质PPT.ppt
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商务谈判双语1优质PPT.ppt
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房屋拆迁与拆迁公司就补偿进行谈判例5:
工商企业从国内外采购原辅材料例6:
中国加入WTO的谈判;
例7:
中国商务部就中欧纺织品的反倾销谈判例8:
朝核六方谈判与伊朗核危机谈判等Example9:
CopenhagenclimatetalkspertaintotheglobalclimatewarmtendencyORtrends引子2(introductiontwo)我们来做一个实际案例演练(practiceforbargaining):
请两位同学上台,一方是卖衣服的个体老板,另一方同学要去买一件时装。
假设衣服的进货价100元;
而老板开价400元;
买衣服同学心理成交价位在150元。
试演练价格谈判的过程。
Plsperformthewholeprocedureforclothsbargaining.Talkingaboutthedifferencebetween”bargaining”and“negotiation“-page4案例演练总结(summary)1、总是让对方先自己降低价格。
Alwayspricereductionbyhisopponent2、讨价过程中“事不过三”原则。
Neverexceedthreeduringbargaining3、讨价过程中不断找出不同理由。
Findingoutthedifferentreasonsduringbargaining4、还价要低,出价要高。
Counterofferwithlowerlimitation,asofferwithhigherlimitation案例演练总结(summary)5、要善于在谈判中说服对方。
Tobegoodatpersuadingopponentduringthenegotiation6、有时要欲擒故纵playinghardisnecessarysometimes7、抬价压价策略的运用Applyingthestrategyofhighballandlowball8、要善于对标的挑缺点。
Criticalattitudetowardstheobjects1.ConceptofNegotiationRelevantreadingmaterial1IntroductiontoNegotiationThentellus“Whatisnegotiation?
”inyouropinion?
Nextplsreadsomelisteddefinition(定义定义)of“negotiation”byauthorized(权威权威)scholarsComparethedifferencebetweenyourdefinitionsandscholarsWhatsaboutnegotiationNierenberstate:
Wheneverpeopleexchangeideaswiththeintentionofchangingrelationships,whenevertheyconferforagreement,thentheyarenegotiating.negotiationtakesplacebetweenhumanbeings.Itisthemostcommonformofsocialinteraction.“theabilitytodealwithbusinessaffairs;
toarrangebydiscussionthesettlementofterm;
toreachagreementsthroughtreatiesandcomprise,andtotravelthroughchallengingterritory.Allofthesesuggestapurposefulefforttoresolveproblemsthroughtalkingandintellectualmaneuvering.”Generallyspeaking:
Negotiationistheprocessweusetosatisfyourneedswhensomeoneelsecontrolswhatweneed1.ConceptofNegotiationTosumup,allthedefinitionsincludethefollowing3points1.Purpose2.Interactive3.Conferment(exchangeviews)商谈Sowedefies“negotiation”as“anactivitybetweentwoormorepartieswhoconfertogetherinordertoreachasatisfyingpurpose”2.MotivesofNegotiationPursueinterest-purposeTheMaslowsneedtheory/intermsoftime/intermsofmainbodySeekcorporation-interactionDivisionofsocialwork,developmentlevel,resourcescarcity,geographicalrestraints,peoplealwaysdevelopvariousrelianceStriveforconsensus(commonunderstanding)-conferment3.FundamentalElementsofNegotiationNegotiatorThosewhoareengagedinnegotiation.On-table/off-tablenegotiatorNegotiatingtopicSpecificproblemsthatshouldbediscussedTopicshouldbecommoninterestNegotiatingbackgroundObjectiveconditionofnegotiationEnvironment/organization/staffbackground案例讨论(casediscussion)例:
由于国内对石油化工产品需求日益增加,其中甲苯产品广泛运用于建筑、涂料、轻工、化纤等行业;
而国内的现有产能远不能满足市场的需求。
中化国际公司是中国世界强中化集团的子公司,长期从事化工产品的进出口业务,该公司抓住这一市场机会,在国际市场询价采购,并最终与美孚爱克森石油公司达成合作意向;
并准备进行谈判,拟从这家跨国石油公司进口一万吨甲苯。
Students:
Plsdiscussthesubjectofnegotiationnegotiatorsbackdrop.INTRODUCTIONTONEGOTIATION2.按谈判的态度与方法分(accordingtoattitudesandmethods):
classificationA软式谈判(soft/easynegotiation-compromisingstyle):
关系型/合作型谈判(collaborativenegotiation),feature1:
将对方当朋友,强调建立良好的关系,互谅互让,友好协商。
toconsideropponentasfriend,emphasistobuildmutualgoodrelations,strengthenmutualunderstandingandFriendlyconsultationsINTRODUCTIONTONEGOTIATIONFeature2:
一方实力较弱或双方已是多年合作伙伴的基础;
为了实现长期利益;
thepowerofonepartyisinferiortoanothers;
orbothpartieshadbeenmakingfriendsformanyyears;
totakeefforttopursuethelong-termofinterestsoperatingprocedure:
信任对方提出建议作出让步达成协议维系关系。
trustproposalconcessionagreementmaintainrelationsAdvantage:
easytoapproachagreement,highefficiency,maintainandstrengthenthebilateralrelationdisadvantage:
一味妥协、退让给对方可乘之机。
BlindlycompromiseandconcessionstogivetheopponentopportunityINTRODUCTIONTONEGOTIATIONB硬式谈判(hardbargaining)(立场型谈判)(positionstyleorcompetitivestyle):
视对方为敌人,重立场而非利益(focusonpositions,notinterests),认为谈判是意志力的较量(willpowercontest)、将自己的立场强加给别人。
Toconsidertheopponentasenemy,paymoreattentiontothestandpositionratherthaninterestsgain,focustowillpowertestsoastoimposeselfpositionontheother.INTRODUCTIONTONEGOTIATIONAdvantage:
给对方以压力,促进协议达成muchmorepressureimposedontheopponent,topromotetheagreementdisadvantage:
容易导致僵局(deadlock),影响长期关系,影响协议的履行(perform)。
Easytocausedeadlockandleadtofailureofperformingagreementandmaintainingthelong-termcooperation.适用:
己方实力超强,一次性合作、在无可退让的情形下、在对方玩弄阴谋时。
Suitableforsuperpowerbyself;
onetimecooperation,thesituationofnoconcessionandtheopponentplayingtheplotduringnegotiationIntroductiontonegotiationC、原则式谈判(principlednegotiation)(价值型谈判)(valuenegotiation):
强调公平价值(fairvalue)与公正原则(fairprinciple),哈佛谈判术。
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