商务谈判教学大纲Word下载.docx

商务谈判教学大纲Word下载.docx

《商务谈判教学大纲Word下载.docx》由会员分享，可在线阅读，更多相关《商务谈判教学大纲Word下载.docx（8页珍藏版）》请在冰豆网上搜索。

businessEnglish;

businessEnglishcorrespondence;

businessEnglishnegotiationaimstoequipstudentswithsoundtheoreticalknowledgeandstrongcapabilityofpracticinginrealsituations,strengthentheabilityofbilingualtranslationbothinEnglish

1

andChineseandassiststudentstomeetaswelltheneedsofsocietyaspossible.Thecoursemainlyconsistsoftwoparts:

Businessnegotiationtheoryandpractice.Thetheory

isthebasisofstudyingstrategies,andtechniquesadoptedinbusinessnegotiationswhilethepractice.Focusesonhowtoselectandoperatethestrategiesandtechniquessuitableforeachstage.Duringanegotiation,thecourseenablesstudentstohaveagoodcommandofboththeoryandpracticeandhaveabetterunderstandingofthecharacteristicsofbusinessnegotiations.

三．Content&

Hour

UNIT1（2h）

1.Topic:

Introductiontointernationalbusinessnegotiation

2.Content

1）Thedefinitionofinternationalbusinessnegotiation

2）Thecharacteristicsofinternationalbusinessnegotiation

3）Thetypeofinternationalbusinessnegotiation

3.TheFocal&

DifficultPoints

1）Themeaningofinternationalbusinessnegotiation

2）Thestyleofinternationalbusinessnegotiation

UNIT2（2h）

principlesofbusinessnegotiation

1）Principlesofcollaborativenegotiation

2）Principlesofinterestdistribution

2

3）Principlesoftrustinnegotiation

4）Principlesofdistributiveintegrativeandcomplexnegotiation

3.TheFocalofDifficultPoints

1）Principlesofequality,mutualbenefitandexchangetheneededgoods

UNIT3（2h）

Phasesofbusinessnegotiation

1）Thepreparationphase（stage）

2）Theopeningphase（stage）

3）Thebargainingphase（stage）

4）Theclosingphase（stage）

3.TheFocalandDifficultPoints

1）Stage

2）Thebargainingstage

UNIT4（2h）

1.Topic:

strategies&

tacticsofbusinessnegotiation

1）Introductionstrategiesadoptedinnegotiation

2）Strategies&

tacticsusedintheopeningstage

3）Strategies&

tacticsusedinthebargainingstage

4）Strategies&

tacticsusedintheclosingstage

1）Strategiesofbusinessnegotiation

3

2）Tacticsofbusinessnegotiation

UNIT5（2h）

Etiquette&

stylesinbusinessnegotiation

2.Content

1）Theetiquetteinbusinessnegotiation

2）Etiquetteforgreeting&

send-off

3）Etiquetteinbusinessmeeting

4）Etiquetteatdinnerparty&

dresscode

5）Etiquetteforsigningagreement

3.TheFocalandDifficultPoints

1）.Etiquetteinbusinessnegotiation

2）.Differentstylesofbusinessnegotiation

UNIT6（2h）

Typeofbusinessnegotiation

1）Salesofgoodsinbusinessnegotiation

2）Salesandservicesinbusinessnegotiation

3）Investmentofbusinessnegotiation

4）Technologytransferofbusinessnegotiation

1）Investmentofbusinessnegotiation

2）Technologytransfer

UNIT7（2h）

4

Gross-culturalnegotiation

1）Language&

communication

2）Understandingculturaldifferences

3）Negotiationamongculture

4）Culturalconflictmanagement

1）Understandingculturaldifferences

2）Culturalconflictmanagement

UNIT8（2h）

Establishmentofbusinessrelations

1）Chamberofcommerce

2）Tradedirectory

3）ChineseCommercialCounselor’Office

4）Embassy

5）Advertisementandexhibition

6）Marketresearch

1）Thestyleofestablishmentofbusinessrelations

2）Findingoutthechannelofcustomers

UNIT9（2h）

Inquiry,commission,discountandallowance

5

1）Inquiry

2）Commissionof5%（5%commission）CIFC2%

Discountof2%（2%discount）

3）Allowance

1）Makinginquiry

2）Whatcommission&

discount

UNIT10（2h）

Offer,bidandcounter-offer

1）Offer

2）Firmoffer

3）Non-firmoffer

4）Bid（reply）

5）Counteroffer

6）Counter-counteroffer

1）Firmoffer&

non-firmoffer

2）Manymajorjargons

UNIT11（2h）

1．Topic:

Acceptanceandorder

2．Content

6

1）Acceptancewithinthevalidityunconditionally

2）Detailsoforder

3）Sales/orpurchasecontract/confirmationandagreement

3．TheFocalandDifficultPoints

1）Acceptanceindifferentconditions

2）Place（book,have,make,take,give,send…）anorder

UNIT12（2h）

Packing&

packinglist

1）Packingmarks---shippingmark（indicativemark&

warningmark）

2）Salespacking

3）Transportpacking

4）Roughhandling

5）Neutralpacking

6）Packing/weightlist（slip,note）

3.TheFocalanddifficultpoints

1）shippingmark

2）PackagesNo/GW/NW/MSTS

UNIT13（2h）

Shipment&

delivery

1）Shipper&

shippingagent

2）Consignor&

consignee（Toorder）

7

3）Carrier&

shippingcompany

4）Dateofshipment

5）Dateofsailing

6）Transshipmentallowed

1）Shipmenttime

2）Transshipment&

partialshipmentallowed

3）Consignor,consignee,carrier

UNIT14（2h）

Payment

1）Modesofpayment

（1）RemittanceM/T,T/T,D/D

（2）CollectionD/P,D/A

（3）L/C

2）Paymentinstrument

1）Issuing/examining/amending/extendingL/C

2）Instrumentofpaymentinnegotiation

1）Modesofpayment&

instrumentofpayment

2）L/C;

D/P;

D/A

UNIT15（2h）

inspection,insurance&

arbitration

8

1）Commodityinspection

2）Effectinsurance

3）Arbitrationclause

1）InspectionCertificateofOrigin（Health/Quality/Quantity/Weight）

2）Arrangeinsurance,arbitrationclause

UNIT16（2h）

Complaint,Claim&

Adjustment

1）Twokindsofcomplaintsandclaims

2）Howtohandlecomplaints

3）Lodgeaclaimsagainst（on/with）somebodyforsomething

1）Accept/oradmitaclaim

2）Rejectaclaim

3）Settleaclaim

四TeachingMethodsandinstruments

1.Lecturemethod,casemethod,simulatednegotiationandmultimediaapproach

1）Principleofteaching

（1）Teacherasguide,studentastheme,practiceasthread

9

（2）Constructingfreestudentfriendlyatmosphereinencouragementstrategies

（3）Contextteaching

（4）Processteaching

2）Organizedsysteminclass

（1）Talkingsuccinctly&

practicemore

（2）Watching“BusinessNegotiation”and“ConcerningForeignEtiquette”inDVD

（3）Encouragingstudenttomakevisualaids

（4）Simulatednegotiationfirst&

discussingroupforsomemistake

3）Stressingquality-orientededucation

（1）LanguageCompetence（speaking,writing,reading,listening,andtranslating）

（2）Culturalquality（profound&

multicultural）

（3）Psychologicaltraits（mined,interest,heart&

feeling）

（4）Speculativethinkingability（clearly,tactful,&

freshidea）

（5）Communicative/capability（informative/persuasive/entertainingverbalcommunication）

（6）Moralintegrity（wideview,lovednation’ssentiment;

goodpublic

Morality,workingmorality,systematicmoralcharacter;

correctworldoutlook,outlookonlife,&

values）

五Systemofexamination

Examination（openingexamination）

10

12