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1、检测要求,熟练掌握国际商务谈判专业知识 熟练运用国际商务谈判策略与技巧 检测内容： (1) Professional Knowledge Quiz (2) Free Talk What should we do to ensure a successful international business negotiation?,评分标准,准确掌握国际商务谈判专业知识 20 熟练掌握国际商务谈判策略技巧 20 熟练运用专业知识与技能自由陈述 20 熟练运用英语表述专业知识与技能 20 熟练运用英语自由陈述谈判专题 20,Free Talking: What should we do to ens
2、ure a successful international business negotiation?,检测内容1： Why do we negotiate?,Negotiation is a commonactivity that most people probably do it at some point every day. Negotiation is not only common but also essential for dealing with many organizational problems.,检测内容2： What is successful negotia
3、tion?,The outcome of negotiation is a result of mutual giving and taking. One sided concession or compromise can not be called a successful negotiation. 2. Negotiations happen due to the existence of conflict, however, no negotiations can proceed smoothly顺利进行and come to a satisfactory solution witho
4、ut collaboration 合作 between the participants.,检测内容3： CONFLICTS,1. Contradictions矛盾and interests利益coexist共存的. If there are only contradictions and no sharing of common interests, negotiations become groundless无理由的and unnecessary. 2. Two parties in a conflict will naturally fight for each others own i
5、nterests and make every effort to gain more from the other side, as a result it will reduce gain of interests expected initially.,检测内容4： STAKES,The negotiators will have to decide how much of they may gain if they choose option A instead of option B. Negotiators will have to compare and balance the
6、relation between the current interests and long term interests or underlying潜在的desires in order to make decision on satisfactory long term interests at the cost of current interests.,检测内容5： Guiding rules,Negotiation is a _voluntary_ activity in the sense that either party can break away from or refu
7、se to enter into discussion at any time. (2)Negotiation does not have to be a verbal言语的 tug拉力，斗争 of war to be _successful_. Not all situations _ warrant 保证，授权_ negotiation treatment.,检测内容6： Guiding rules,Successful negotiation involves the ability to a. determine through observation and analysis the
8、 best means of _persuasion_. b. put that persuasive approach into the way into _practice_ at the appropriate time.,检测内容7： Credibility first,Basic meaning (1) _Understanding_ derives from credibility and trustworthiness. (2) Credibility enhances _ trustworthiness _. (3) Be aware of the level of count
9、erpartys _ credibility _.,检测内容8： Mutual reciprocity 人际的relationships and ensuring that both parties to the conflict achieve their personal goals. Comprising approach assumes that a win-win solution is not possible.,检测内容17：Negotiation approach,The accommodators调解人approach to conflict involves maintai
10、ning the interpersonal relationship at all cost. Controlling approach viewed conflict as a win or lose position, with_winning_ somehow equated with status and competence在某种程度上等同于地位和能力. avoiders stance is to leave-lose逃避者的立场是离开放弃, allowing the other party to win.,检测内容18： Why do deadlocks arise?,-Both
11、 parties have widely_divergent发散的有分歧的_ objectives -One party mistakes firmness for rigidity坚硬;严格;刚直;死板and will not make _concessions_ even to keep the negotiation alive. -As a deliberate tactic手段;策略;战术;战略; during a negotiation to _force_ the other party to reconsider重新考虑its position and make concess
12、ions,检测内容19： Suggestions for breaking deadlocks,-Go back to information gathering and building understanding to generate形成，造成_additional_ options -Try to discover the _barriers_ to effective negotiating -Agree not to _agree_ for the time being,检测内容20： Suggestions for breaking deadlocks僵局;停顿,-Inform
13、the other party of the _consequences_ of failure to reach a negotiated solution -See if the other party is willing to try out one of the proposed _solutions_ for a period of time - Call in an _outside_ party to act as a conciliator安抚者，劝慰者, a mediator调解人;传递者;中介物or an arbitrator,检测内容21： Language skill
14、s of statement and refutation,-Never accept a _first_ proposal -Talk_less not more_.Listen.Ask questions. -Always remember your basic _interests_ -Use adjournments休会;延期;休会期;休庭期to keep _control_ over your team and discussions -Try bargaining by _objectives_: set yourself a clear, specific and realist
15、ic goal before entering a meeting,检测内容22： Language skills of statement and refutation驳斥,-Summarize 总结，概述_regularly_ -Do not use _weak_ language, such as “We hope”, “ we like” and “we prefer” -Avoid _emotional_ outbursts, blaming, personal attacks, sarcasm,爆发，谴责、人身攻击、讽刺point-scoring得分点, interrupting
16、中断and being “too clever” -Always remember your basic _interests.,检测内容23： Procedures of negotiation,Determine做出决定_interests_ and issues; Design and offer _options_; Introduce criteria （批评、判断等的）标准，准则to _evaluate_ options; Estimate估计，预测;报价，评价，判断_reservation_ points; Explore _alternatives_ to agreement; and Reach an _agreement_.
