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1、,Unit 2 Negotiation,Negotiation is the process where interested parties resolve disputes, agree upon courses of action, bargain for individual or collective advantages, and/or attempt to craft outcomes which serve their mutual interests. Negotiation is usually regarded as a form of alternative dispu
2、te resolution.,Unit 2 Negotiation,C O N T E N T S,Lead-in,Listen to three dialogues and use a noun to figure out what each speaker is talking about.,1. Listening,Dialogue 1: _ Dialogue 2: _ Dialogue 3: _,Price,Packing,Delivery,Dialogue 1,Lead-in,Listen to the dialogues again and fill in the blanks w
3、ith the missing information.,2. Spot Dictation,A: Im sorry to say that your price has _. Its almost 20% higher than last years. B: Thats because the price of raw materials has gone up. A: I see. Thank you. It would be very difficult for us to _ if we buy it at this price. B: Well, if you _ quality _
4、 , you wont think our price is too high. A: Lets meet each other _.,soared,push any sales,take,into consideration,halfway,Dialogue 2,Lead-in,2. Spot Dictation,A: You know, packing has a close _ on sales. B: Yes, it also affects the _ of our products. Buyers always pay great attention to packing. A:
5、We wish the new packing will give our clients _. B: So how do you think the shirts are packed? A: Theyre _ in cardboard boxes. B: Im afraid the cardboard boxes are not strong enough for _ transportation.,bearing,reputation,satisfaction,packed,ocean,Listen to the dialogues again and fill in the blank
6、s with the missing information.,Dialogue 3,Lead-in,2. Spot Dictation,A: When can you effect _? Im terribly worried about late shipment. B: We can effect shipment in December or early next year at the latest. A: Thats fine. How do you like the goods _, by railway or by sea? B: By sea, please. Because
7、 of the high cost of railway transportation, we _ sea transportation. A: Thats _ we think.,shipment,dispatched,prefer,what,Listen to the dialogues again and fill in the blanks with the missing information.,Lead-in,3. Role-play,Work with your partner. Make up a dialogue based on the following situati
8、on and role-play it to the class.One of you acts as a newcomer who has been working as a salesman in the company for only one month, while the other as an experienced salesman who has been working in the company for a long time.Directions for the newcomer:You like the job and people who work with yo
9、u. But you are not accustomed to traveling a lot and working odd schedules to please their clients.Directions for the experienced salesman:You tell the new salesman your experience of being a newcomer and try your best to encourage him.,Text A,1. What does a skilled negotiator usually attempt to do
10、in the advocacy approach?,2. When is the negotiation in the advocacy approach called a “successful” one?,3. Why is the traditional negotiating sometimes called a win-lose?,4. Who began to develop win-win approaches to negotiation?,5. In which step do both parties to an agreement present the starting
11、 proposal, listen for new ideas and think creatively?,Read the passage about the Negotiation concept and answer the following questions.,1. Reading,Text A,Negotiation Approaches and Process Approaches to Negotiation The Advocates ApproachIn the advocacy approach, a skilled negotiator usually serves
12、as an advocate for one party to the negotiation and attempts to obtain the most favorable outcomes possible for that party. In this process, the negotiator attempts to determine the minimum outcome(s) the other party is (or parties are) willing to accept, then adjusts his demand(s) accordingly. A “s
13、uccessful” negotiation in the advocacy approach is when the negotiator is able to obtain all or most of the outcomes his party desires, but without driving the other party to permanently break off negotiation. Traditional negotiating is sometimes called win- lose because of the assumption of a fixed
14、 “pie”, that is, one persons gain results in another persons loss. This is only true, however, if only a single issue needs to be resolved, such as a price in a simple sales negotiation. If multiple issues are discussed, differences in the parties preferences make win-win negotiation possible. For e
15、xample, in a labor negotiation, the union might prefer job security over wage gains. If the employers have opposite preferences, a trade is possible that is beneficial to both parties.,Text A,The Win-win Negotiators ApproachDuring the early part of the 20th century, academics such as Mary Parker Fol
16、lett developed ideas suggesting that agreement often can be reached if parties look not at their stated positions but rather at their underlying interests and requirements. During the 1960s, Gerard I. Nierenberg recognized the role of negotiation plays in resolving disputes in personal, business and
17、 international relations. He published The Art of Negotiation, where he states that the philosophies of the negotiators determine the direction a negotiation takes. His “Everybody Wins” philosophy assures that all parties benefit from the negotiation process.In the 1970s, practitioners and researche
18、rs began to develop win-win approaches to negotiation, including the publication of Getting to YES published by Roger Fisher and William Ury as part of the Harvard negotiation project. The books approach, referred to as Principled Negotiation, is also sometimes called mutual gains bargaining. The mutual gains approach has been effectively applied in environmental situations as well as labor relations.,
