天津高等教育自学考试课程考试大纲.docx
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天津高等教育自学考试课程考试大纲.docx
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天津高等教育自学考试课程考试大纲
天津市高等教育自学考试课程考试大纲
课程名称:
商务谈判案例分析与实践课程代码:
3308
第一部分课程性质与设置目标
一、课程性质与特点
《商务谈判案例分析与实践》是高等教育自学考试国际贸易专业本科段必考课,共4学分。
这是一门英语语言知识与商务知识、谈判知识并重的课程。
本课程采用国际上流行的案例教学模式,从谈判产生的原因、谈判结构、影响谈判结果的诸多因素、谈判者个人心理和文化背景等诸方面进行全面系统的分析讲解;同时结合国内外经典谈判理论与案例,从谈判动因、结构、利益、谈判力、信任、心理、文化和谈判类型等方面对影响谈判全过程的主要因素进行比较全面的分析。
本课程还将采取学生直接参与、分角色训练的模拟谈判方式以适应课堂教学与训练的需要。
本课程的重点是谈判理论和谈判策略及相应的案例研究。
二、课程设置的目的和要求
通过本课程的学习,使学生了解国际商务谈判的普遍规律、掌握谈判的策略和相关的国际商务基础理论知识和国际商务谈判的基本技能;同时注重培养学生对这些知识的实际运用能力。
通过课堂上的实际操练使学生体会谈判理论的指导意义,并获得比较接近实际的真实体验。
本课程同时还注重培养与增强学生的翻译和口语表达能力,以培养既有谈判理论基础又懂得谈判实践的高素质人才。
三、与本专业其它课程的关系
本课程与其它英语课程的总体培养目标是一致的。
各种基础英语课程以及外贸专业课程是本课程的先修课程。
考生需首先通过基础英语等课程,较好地掌握英语语音、语法,具备一定的词汇量及翻译和口语交际能力,才能比较顺利有效地进行本课程的学习和考试。
考生在先修英语课程中学到的英语技能和知识在本课程中会得到进一步的实践运用和巩固提高。
本课程同其它专业经贸英语课程一起,从不同角度和层次使考生对英语在对外贸易领域的运用有一个更加全面的了解。
考生通过对这门课程的学习能够初步掌握用英语从事有关对外经贸工作的相关知识和能力。
第二部分考核内容与考核目标
Chapter1NegotiationMotivesandKeyTerminology(谈判动机与关键词语)
一、学习的目的和要求
了解冲突产生的原因和人们对冲突不同的态度可能导致的不同结果;成功谈判案例必须满足的条件以及谈判者谈判时所应注重的问题。
掌握相关词汇及术语;阅读课后案例。
二、考核知识点
(一)谈判知识
1)Thedefinitionofnegotiationandtheconditionsthatmustbesatisfiedforasuccessfulnegotiation.(一般)
2)Thenatureofconflicts;therelationbetweenconflictsandnegotiation;people’sattitudestowardconflictsasadecisivefactorinallaffairs.(次重点)
3)Thedefinitionofstakes;therelationbetweenstakesandconflicts;tipsfornegotiation.(重点)
(二)生词与短语
finite,appetite,scarce,trigger,complexity,provoke,stirup,induce,devastatingconsequence,globalization,integration,conceive,lawsuit,arise,offshore,avert,transit,counterpart,spouse,dictate,expound,facilitate,coexist,innovation,disclose,hinder,inhibit,escalation,amplify,terrain,incur,statusquo,pertinent,gauge,terminology,unfold
(三)相关术语
negotiationmotive,manageconflict,clashofstakes,confrontation,dispute,contradiction,chiefconcern,typicalissue,approach,conflictsettlement,coordinationthroughnegotiation,argument,bargain,back-and-forthcommunication,reachanagreement,mutualgivingandtaking,one-sidedconcession,compromise,collaboration,participant,veto,equalright,unfairresult,unbalancednegotiatingpower,revocation,interrelatedinterestsandconcerns,possiblebenefits,bringundereffectivecontrol,discord,conflictresolutionskill,tensionandpressure,relevantparties,balancetherelation,current/longterminterest
Chapter2NegotiationProcedureandStructure(谈判程序与结构)
一、学习的目的和要求
了解谈判的程序,具体包括:
介绍谈判组成员;安排谈判日程;进行实质性谈判;对谈判进行总结。
掌握谈判结构即谈判所要经历的具体过程。
掌握相关词汇和术语;阅读课后案例。
二、考核知识点
(一)谈判知识
1)NegotiationProcedure(一般)
A.Introductionofteammembers
B.Discussionofagenda
C.Formalnegotiation
D.Wrappingup
2)StructureofBusinessNegotiations(次重点)
Inquiry,offer,counterofferandacceptance
3)GeneralStructureofNegotiation(重点)
A.Determineinterestsandissues
B.Designandofferoptions
C.Introducecriteriatoevaluateoptions
D.Estimatereservationpoints
E.Explorealternativestoagreement
F.Reachanagreement
(二)生词与短语
format,specialty,courtesy,indispensable,expertise,relaxation,trivial,mentality,foresee,induce,overlap,perspective,identical,embody,articulate,perception,disparity,incite,gauge,initiative,comprise,skip,jargon,enforceable,forthcoming,lapse,unequivocal,aforementioned
(三)相关术语
negotiationprocedure,discussionofagenda,wrappingup,guestteam,counterparty,strategicconsideration,keyissue,initialtensionofrelations,gainofbenefit,deadline,discrepancy,schedule,interests,substantivetalk,phase,ambiguity,reservationpoint,gap,alternative,inquiry,offer,counteroffer,acceptance,price,quality,volume,packing,shipment,insurance,termsofpayment,inspection,arbitration,bindingeffect,deal,mutualunderstanding,offeror,offeree,contract,revoke,modification,bargainingstage,honor,legaldocument
Chapter3NegotiationLubrication(谈判润滑剂)
一、学习的目的和要求
了解谈判前的准备工作对于谈判的重要性,以及谈判有关的调研准备工作所包括的四个方面。
掌握相关词汇和术语;阅读课后案例。
二、考核知识点
(一)谈判知识
1)StaffingNegotiationTeams(一般)
Teamleaders,professionals,interpreters.
2)ChoiceofNegotiationVenues(一般)
Hostvenue,guestvenue,third-party’svenue.
3)TargetDecision(次重点)
Preferenceofinterests,targetlevels.
4)CollectingInformation(重点)
A.Whatisinformation
B.Wheretocollectinformation
InternationalOrganization,Government,ServiceOrganizations,DirectoriesandNewsletters,On-lineService.
C.Locallawsandregulations
D.Informationonfinancialcredit
E.Marketsurvey
(二)生词与短语
adhoc,integral,comprehend,framework,stem,facilitate,illustrate,attainable,safeguard,unpredictable,attainability,strategically,psychologically,secure,esteem,application,uncover,undetected,costly,assess,shift,anticipate,overemphasize,underestimation,incur,boundless,preliminary,sensitivity,substitute,substructure,embassy,consulate,forwarder,regulatory,directory,sift,periodical,pertinent,acquisition,substantial,subsidy,upgrade,subconsciously,constraint,integrity,bureau,merchandise,self-liquidate,batch,lease,warehouse,bilateral,blur,obscure,prevalent,tedious,steadfast,perseverant,withdrawal,hostile,antagonistic,impasse,neutrality
(三)相关术语
negotiationlubrication,financialcredit,marketsituation,informationchannel,choiceofstrategy,preferenceofinterest,targetlevel,preparatorystage,focusofnegotiation,repaymentrisk,interestrate,maturityofloan,balancingpoint,desirabletarget,acceptabletarget,bottomtarget,walkawaypoint,possibleoutcome,strategicplanning,marketshare,importrestriction,heavylosses,marketdemands,laborrules,distributionsystem,availabilityofmedia,advertisingregulation,datasource,non-tariffmeasures,governmenttradepolicy,macro/microinformation,sizeofmarket,specification,competitiveactivity,secondarydata,growthtrend,tradeflows,growthprospect,levelofcapitalization,internationalpaymentflows,countervailingduty,antimonopolylaws,antidumpingtraderestriction,antitrustlegislation,negotiationdraftplan,marketpenetrationratio,distributionnetwork,saleschannel,wholesalescondition,retail’scondition,storehouse
Chapter4Win-winConcept(双赢理念)
一、学习的目的和要求
了解传统理念与双赢理念的不同指导思想,以及两种理念可能给谈判活动带来的不同结果。
掌握相关词汇和术语;阅读课后案例。
二、考核知识点
(一)谈判知识
1)TraditionalConcept---Win-losemodel(次重点)
2)Win-winConcept---Win-winmodel(重点)
(二)生词与短语
trace,dawn,theoretical,empirical,bewilder,superficiality,behead,submit,overwhelm,disastrous,utmost,prevail,dimensional,bully,revolt,mingle,advocate,core,detrimental,jointly,attorney,effectiveness,entitle,designate,nonmilitary,formidable
(三)相关术语
envoy,conspiracy,concession,stance,impasse,hegemony,equality,mutualbenefit,internationalaffairs,domesticaffairs,mutualsuccess,mutualsharing,sincerecooperation,mediator,flexibility,indisputable,sovereignty,temporarysetback,
Chapter5CollaborativePrincipledNegotiation(合作原则谈判法)
一、学习的目的和要求
了解合作原则谈判法的核心和精神实质、它广泛的适用性及其对谈判取得双赢结果的积极意义。
掌握相关词汇和术语;阅读课后案例。
二、考核知识点
(一)谈判知识
1)SeparatethePeoplefromtheProblem(一般)
2)FocusonInterestNotPositions(次重点)
3)InventOptionsforMutualGain(重点)
4)IntroduceanObjectiveCriterion(重点)
(二)生词与短语
arrogance,arrogant,superior,irritate,overreact,outburst,berate,crucial,outwardly,comparatively,concrete,explicitly,overpass,reiterate,deteriorate,conducive,hinder,retard,laurel,nuisance,consolidate,diagnose,prematurelyhaggle,retrieve,parallel,randomly,percapita,nonproliferation,hijacker
(三)相关术语
collaborativeprinciplednegotiation,hagglingprocess,fairstandard,posture,contradictory,objectivecriterion,poorimpression,misledinterpretation,prejudice,misunderstanding,retaliationaction,debate,creativeoption,alternativesolution,complementaryinterest,down-payment,economicanalysis,depreciation,internationalconventions,foreignreserveholdings,proceduralstandard,routinetalks,prescribedritual,all-purposestrategy
Chapter6LawofInterestDistribution(利益分配法则)
一、学习的目的和要求
了解谈判过程中各种利益的多样性和复杂性,以及各种利益群体之间的关系,和这些关系如何影响谈判的进程和结果。
掌握相关词汇和术语;阅读课后案例。
二、考核知识点
(一)谈判知识
1)PersonalInterestsVSOrganizationalInterests(一般)
2)PersonalInterestsVSOrganizational&NationalInterests(次重点)
3)LawofTwoLevelGame(重点)
(二)生词与短语
exert,entity,linkage,convergence,monetary,petty,bribery,procurement,procure,junk,discard,binational,patriotism,undermine,eminently,arena,expound,empirical,dynamics,ratify,consensus,graph,lobby,cohesion,ratifier,hegemonic
(三)相关术语
interestdistribution,coordinate,outcomeofnegotiation,terminate,immediateinterest,multilateralrelations,variables,coalition,consolidatedresolution,bargainingleverage,acceptability-sets,minormodification,commonground,diversification,unitary-actor,negotiatinglever,ultimatum,commonalty,ally,sanction
Chapter7NegotiatingPowerandRelatedFactors(谈判力及相关因素)
一、学习的目的和要求
了解什么是谈判力,谈判力在谈判中是如何发挥作用的,以及影响谈判力此消彼长的因素是什么;掌握相关词汇和术语;阅读课后案例。
二、考核知识点
(一)谈判知识
1)Motivation(重点)
A.Offeringinducements
B.Demonstratingattractiveness
C.Gettingexternalthirdparties’back
D.Placingatimelimit
2)Dependence(重点)
A.Reducing,delayingorwithholdingservicesorresources
B.Blockingtheotherparty’sabilitytoworkontheirown
C.Isolatingtheotherparty
D.Convincingtheotherpartytogiveup
3)Substitutes(重点)
(二)生词与短语
endow,amplify,equation,formula,implication,provoke,miscellaneous,ailment,retard,resourceful,sustenance,dwindle,nonrenewable,simultaneously,alien,compassionate,precedent,crucial,belittle,prominence,augment,impel
(三)相关术语
negotiatingpower,fundamentalincentives,comparativepower,inducement,costofconflict,assertiveness,cooperativeness,
Chapter8LawofTrust(信任法则)
一、学习的目的和要求
了解信任对于谈判各方的
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