《商务谈判英语教学课件作者高玉清冯广飞编著unit8》由会员分享，可在线阅读，更多相关《商务谈判英语教学课件作者高玉清冯广飞编著unit8（31页珍藏版）》请在金锄头文库上搜索。
1、Unit 8 Strategy of Business Negotiation,Learning Focus（学习要点） Understand the conception of negotiation strategy. 理解谈判策略的概念。 Comprehend the main content of ten negotiation strategies. 领会10种谈判策略的主要内容。 Master the negotiation strategies flexibly. 灵活掌握谈判策略。,下一页,返回,Unit 8 Strategy of Business Negotiation,N
2、egotiation Awareness Good strategy always starts off as a proactive process, but it must also have the ability to become reactive to new information, which may be technical, political, legal, financial, or even personal in nature Negotiation process is an extremely complex process. How to ensure the
3、 realization of the established negotiating objectives depends largely on the development and flexible use of negotiating strategy. They are acting guidelines and policies of the whole negotiating process and are subject to modification with the progress of the negotiation,下一页,上一页,返回,Unit 8 Strategy
4、 of Business Negotiation,Since different organizations work in different ways, and each has a characteristic style of negotiation, negotiators need training and experience before they can successfully handle the different styles of other parties. No single style of negotiation “wins”. It is the more
5、 skilled negotiator who will prevail.,下一页,上一页,返回,Unit 8 Strategy of Business Negotiation,The Strategies of Business Negotiation Negotiation strategies are expected to achieve the negotiation objectives. They are acting guidelines and policies of the whole negotiating process and are subject to modif
6、ication with the progress of the negotiation. Since different organizations work in different ways，and each has a characteristic style of negotiation，negotiators need training and experience before they can successfully handle the different styles of other parties. No single style of negotiation “wi
7、ns” It is the more skilled negotiator who will prevail.,下一页,上一页,返回,Unit 8 Strategy of Business Negotiation,Defensive strategies Asking questions: The most effective defensive strategy in negotiations is to say just enough to compel the other side to go on talking. The more they talk，the more they wi
8、ll reveal，the more they will feel compelled to reveal in order to be persuasive，and the nearer they will come to exposing their genuine motives and the real level of their bottom line negotiating objective.,下一页,上一页,返回,Unit 8 Strategy of Business Negotiation,Keeping silent: If one party is highly emo
9、tional，approaches in a threatening way or is extremely demanding，keeping quiet can be very unsettling to them Most people are troubled by silence in the midst of a heated discussion. Sometimes silence is regarded as disapproval；but since no specific disapproval is voiced，it cannot be treated as an a
10、ttack It has happened on many occasions that when met with silence，people modify their previous statements to make them more palatable.,下一页,上一页,返回,Unit 8 Strategy of Business Negotiation,Moreover，the job of a good negotiator is to listen to and understand what others are saying. It is an important e
11、lement in the crucial tool called Active Listening which has some interesting consequences；the listener may actually be able to get a clearer picture of the other partys ideas；the discipline of focusing on other opinions can also give the listener the chance to reflect on the process and strategy.,下
12、一页,上一页,返回,Unit 8 Strategy of Business Negotiation,Making: It is somewhat like looking to the right but going to the left This strategy involves an apparent move in one direction to divert attention from the real goal or object It can also involve a situation in which one gives the opponent a false i
13、mpression that he has more information or knowledge than is actually possessed In the course of a negotiation，feint can be useful when giving in on a point that is not especially important and can be used to cover up important elements Ignore the important and stress the things that are not importan
14、t,下一页,上一页,返回,Unit 8 Strategy of Business Negotiation,The purpose of doing this is to allow enough time to make the coordination and decision for some key articles，to divert the others attention from important matters and satisfy the other side through concessions on matters of minor importance. This
15、 will create a positive atmosphere and pave way for settlement on items of vital importance. Being impassive: The impassive strategy has been successfully used by many skilled negotiators all over the world The impassive negotiators often pretend to be unreadable.,下一页,上一页,返回,Unit 8 Strategy of Busin
16、ess Negotiation,By creating an image of being indifferent to either winning or losing on any particular point，impassive buyers also make the opposition go to extreme lengths to please. Because they cant see what please or displease the buyers，sellers often “shoot the works” in an effort to get a reaction from the sphinx across the table. Skilled，impassive buyers can get much more with silence than they can with vocal manipulations.,下一页,上一页,返回,Unit 8 Strategy of Business Negot
