商务英语谈判1-1.ppt
- 文档编号:5637
- 上传时间:2022-09-30
- 格式:PPT
- 页数:89
- 大小:525.50KB
商务英语谈判1-1.ppt
《商务英语谈判1-1.ppt》由会员分享,可在线阅读,更多相关《商务英语谈判1-1.ppt(89页珍藏版)》请在冰豆网上搜索。
ChapterOneAnOverviewofInternationalBusinessNegotiationFocusConceptsofbusinessnegotiationCharacteristicsofinternationalbusinessnegotiationFormsofinternationalbusinessnegotiationGamePrinciplesofinternationalbusinessNegotiation,DefinitionandCharacteristicsofInternationalBusinessNegotiationTheworldwearelivinginisfullofconflicts.Therearetwowaystoresolvetheconflicts:
-theuseofforceand-thenegotiationNegotiatinghasbecomeaneffectiveapproachtoresolvingconflictsandadjustinginterest.,Definitionandcharacteristicsofnegotiation“Negotiation”derivesfromthelatinword“Negotiari”,whichmeans-”todobusiness”.Inabroadsense,negotiationreferstotheactionandtheprocessofreachinganagreement-bymeansofexchangingideaswiththeintentionofdispellingconflictsandenhancingrelationshiptosatisfyeachothersneeds.,Thoughnegotiationsvaryinformsandcontents,theyalldemonstratethefollowingcharacteristics:
Everynegotiationinvolvestwoormorethantwoparties2)TheobjectiveofanegotiationmustbedefiniteThepurposeofanegotiationisto-persuadesomeoneelseintoacceptingonesownidea,andto-maintainorachievemutualinterests.Ramblingnegotiationwithoutaclearpurposeisnothingbutawasteoftime,leadingtonowhere.Inessence,itisnotnegotiation.,3)NegotiationmustbeconductedonanequalbasisRegardlessofwhetheritisahigh-levelnegotiationoralow-levelnegotiation,bothsidesareindependentandequalindignityandlegalstatus.(e.g.Whenapersonappliesforapositionortalksaboutapayrisewithaboss,heorsheisconversing(交谈)withthebossindependentlyandequally.)Therearenosuchrulesthat-theminorityshouldsubmittothemajorityand-thelowerlevelshouldbesubordinatetothehigherlevel.,4)AconsensusmustbebuiltonthebasisofmutualconcessionIfonlyonesidemakesconcessionorgaincompletevictory,itisnotagenuinenegotiation.5)Negotiationinvolvesexchangeofideas,communication,persuation,compromise,andsuchlike2.DefinitionandcharacteristicsofbusinessnegotiationBusinessnegotiationisaformofnegotiationitself.,Businessnegotiationisaprocessofconferring(协商)inwhichtheparticipantsofbusinessactivities-communicate,-discuss,and-adjusttheirviews,-settledifferencesandfinally-reachamutuallyacceptableagreementinordertocloseadealorachieveaproposedfinancialgoal.,Thesubjectsofbusinessnegotiationalmostincludeeverything,fromtangibletointangiblegoods(有形到无形的货物)forexchangeandsale.Itincludes:
-productionfactorssuchastechnology,labor,capital,realestateandthelikeaswellas-thesalesofgeneralconsumergoodsandvariousmaterials.,Businessnegotiationfallsintothescopeofappliedscience.Thisdisciplinecovers-thestudyoftheforms,principlesandproceduresofbusinessnegotiation,-thepsychologicalanalysisoftheparticipants,aswellas-theintroductionofspecificmethods,strategiesandskillsusedinbusinessnegotiation.,Businessnegotiationdemonstratesthefollowingcharacteristics:
TheobjectiveofbusinessnegotiationistoobtainfinancialinterestThesuccessofabusinessnegotiationisjudgedbythesatisfyingfinancialinterestgainedfromthenegotiation.Abusinessnegotiationwithoutanyfinancialinterestsandefficiencyisofnovalue.2)ThecoreofbusinessnegotiationispriceThemeasureusedtoshowhowmuchinteresteachnegotiatorcangetistheprice.,Otherterms,including-theproductquality-quantity-deliveryand-paymentarecloselytiedtoit.Thoughthepriceisthefocus,negotiatorsstillneedtoleaveroomforconcessionoverprice.Apartfromit,therearesomeotherdirectlyorindirectlyrelatedterms.Insteadofbargainingovertheprice,negotiatorsmaytrytogetcorresponding“compensation”fromotherterms.,3)Itsprincipleisequalityandmutualbenefit4)ItemsofcontractshouldkeepstrictlyaccurateandrigorousThetermsandconditionsstimulatedinthecontractrepresenttherightsandobligationsofeachside.Thesetermsandconditionsareexpectedtobewordedwithgreataccuracy,cautionandprudence,whicharetheprerequisitefortheguaranteeofeachsidesinterests.,II.FormsofbusinessnegotiationAccordingtothemainbodies,objectives,formsandproceduresinvolvedinthenegotiation,itcanbeclassifiedinthefollowingways:
1.Classificationbychiefnegotiator,Government-to-governmentsnegotiation(G2Gs)-overtheissueofmutualconcern(e.g.tradeofgoodsandservices,economicandtechnicalcooperation,large-scaleconstructionproject,foreignexchangeandcapitaltransfer,etc.)-ItisconductedbytheofficersfromtheMinistryofCommerceandtherelevantdepartment(e.g.ChinasentryintoWTO;Sino-UStextilenegotiation;MiddleEuropefootwearnegotiation;Sino-Russiaoilpipetransportnegotiation,etc.),2)Government-to-Businessnegotiation(G2Bs)-betweenthegovernmentandtherelevantforeignenterprisegroupst
- 配套讲稿:
如PPT文件的首页显示word图标,表示该PPT已包含配套word讲稿。双击word图标可打开word文档。
- 特殊限制:
部分文档作品中含有的国旗、国徽等图片,仅作为作品整体效果示例展示,禁止商用。设计者仅对作品中独创性部分享有著作权。
- 关 键 词:
- 商务英语 谈判
![提示](https://static.bdocx.com/images/bang_tan.gif)