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1、Chapter Seven The Skills of BusinessNegotiationLearning Focus学习要点学习要点1.Understand the skills of business negotiation.掌握商务英语谈判的技巧。掌握商务英语谈判的技巧。2.Get to know how to choose the skills of business negotiation.逐步学会如何商务英语谈判技巧。逐步学会如何商务英语谈判技巧。3.Master the main two skills of business negotiation.把我商务英语谈判的两个主要
2、技巧。把我商务英语谈判的两个主要技巧。4.Comprehend the difference between hard bargaining and soft bargaining.理解不让步交易与让步交易之间的关系。理解不让步交易与让步交易之间的关系。5.Read the text extension freely.熟读拓展课文。熟读拓展课文。下一页The Skills of BusinessNegotiationText: Negotiation Skills Negotiation is an necessary communication process that may happen
3、 whenever and wherever we buy something from someone else or we sell something to others. Negotiation means the process of bargaining in order to get to an agreement or compromise on a matter of importance. It pertains to business and interpersonal communications. Negotiation is usually considered a
4、s a compromise to settle an argument or issue to benefit ourselves as much as possible.下一页返回上一页The Skills of BusinessNegotiation “Hard approach means in the negotiations we use some relatively intense language or our topic concerns some provoking things which may excite the other side. This is “hard
5、 bargaining“ in which you give nothing and demand everything. You apply pressure to get your way. This approach is important when you absolutely must win，even if other persons will lose. The approach works well when you face weak or confused negotiators. It is less appropriate when a long-term relat
6、ionship has to be maintained，or when your opponents are well prepared. Using this hard approach usually aims at winning the initiative in the negotiations or by exciting the other side to let them make the quick response，but if we use hard approach in an unsuitable situation，it may trigger the confl
7、ict between the two sides. And what is worse，the misusage of approach may destroy the negotiation plan.下一页返回上一页The Skills of BusinessNegotiation In the negotiation，usually one occupies the superior position by their absolute advantages，and get the initiative. First, the adequate professional knowled
8、ge is necessary. For example，when the other side points out that the price is too high，they may take the advantage of jargons or the professional knowledge about the quality, technique，cost of purchasing, the wastage efficiency, for the purpose of occupying the superior position. Second, one must fi
9、rmly control of the whole situation.下一页返回上一页The Skills of BusinessNegotiation “Soft approach means we use the soft and modest words to inquire of the other side or to make Concessions for alleviating the intense atmosphere in the process of negotiating. This is also called the “soft bargaining appro
10、ach. It minimizes the degree of conflict by generating trust and kindness. Using the soft approach，we can break the iceberg between the negotiators，as well as let the opponent to be slack which just like making a feint to the east and attacking in the west. You are looking for common ground and join
11、t interests，and you want everyone to benefit. You compromise，and you expect other people to do the same. The approach is at its best when other individuals similarly cooperate. Although it is a good strategy，it also has its defect. It may force us into the passive state or even fall into a trap desi
12、gned by the opponent. And it does not work when others regard your “soft approach as a weakness that they can exploit.下一页返回上一页The Skills of BusinessNegotiation Soft approach is widely used in the inquiring with the host. Taking advantage of his own predominance in negotiation，the host can use this s
13、trategy efficiently. for instance，if the host want to get the other sides deadline，they can go to great lengths to show their hospitality. A competent negotiator knows what kind of image he or she projects. Good negotiators also recognize and respond to the negotiating styles on the opposite side of
14、 an argument. For example，is your conflict with someone who generally needs social approval，and who therefore will favor cooperative negotiation? Or is your conflict with an aggressive personality who enjoys defeating an opponent? Other styles include negotiators who are intuitive，naive，deceptive，ho
15、stile，sarcastic， and so on. In each situation，you try to understand your negotiating personality in relation to others. This increases the prospects for your下一页返回上一页The Skills of BusinessNegotiation negotiation to succeed. To ease the stress of negotiating and improve the chances for a successful re
16、sult，establish rapport with your opponent，and build on that foundation. This is especially important in cases where the parties will have a long-term relationship after closure. Negotiation is a problem-solving exercise to create options that benefit everyone. A successful negotiator should use both
17、 of these two methods appropriately. Before you decide to negotiate，it is a good idea to prepare. What is it exactly that you want to negotiate? Set out your objective which is very useful. And we should try to first separate 下一页返回上一页The Skills of BusinessNegotiation the people from the problem; the
18、n focus on interests，not positions and generate options for mutual gain; lastly use objective criteria to make decisions. According to different situation we should response properly and to the point. It is necessary to accurately identify each others leaders and to take the initiative to attack. An
19、d at the same time，in some certain situation we also need to make Concessions. When you make a concession，the other party will usually respond with one. Indeed，he will feel compelled to do so. The flip side of this rule is that when you do someone a favor, they will feel indebted to you for it. Ther
20、e are five basic principles in negotiations: Be hard on the problem and soft on the person; Focus on needs，not positions; emphasize common ground; be inventive about options; Make clear agreements. Master negotiators are always on the look-out for an acceptable compromise，especially as the gap betwe
21、en the parties narrows. Making concessions triggers the law of reciprocity.下一页返回上一页The Skills of BusinessNegotiation The experienced negotiators know how to make some that are not as important as others to exchange some compromise. They will other chips which they use some chips consider more import
22、ant while the opponents may consider it inessential for achieving the win-win negotiation. 下一页返回上一页The Skills of BusinessNegotiation There are different styles of negotiation，depending on circumstances. Neither of these approaches which include the hard approach and soft approach is usually much goo
23、d for resolving disputes with people with whom you have an ongoing relationship: If one person plays hardball， then this disadvantages the other person一一this may，quite fairly，lead to reprisal later. Similarly， using tricks and manipulation during a negotiation can undermine trust and damage teamwork
24、. While a manipulative person may not get caught out if negotiation is infrequent，this is not the case when people work together routinely. Here，honesty and openness are almost always the best policies. To sum up，we should prepare well and use those strategies efficiently and properly.下一页返回上一页The Sk
25、ills of BusinessNegotiationPhrases&Expressionsinterpersonal communication人际信息交流人际信息交流long-term relationship长期关系长期关系aim at瞄准，指望，目的在于瞄准，指望，目的在于be slack松松垮垮松松垮垮make a feint伪装，佯装攻击伪装，佯装攻击make a concession让步，妥协让步，妥协passive state钝态，消极状态钝态，消极状态fall into分成，进入分成，进入wm-wm negotiation双赢谈判双赢谈判wastage efficiency消
26、耗率消耗率cooperative negotiation谈判合作谈判合作下一页返回上一页The Skills of BusinessNegotiationNotes on the Text1 .In the negotiation，usually one occupies the superior position by their absolute advantages，and get the initiative.2. It minimizes the degree of conflict by generating trust and kindness.3 .Good negotiators also recognize and respond to the negotiating styles on the opposite side of an argument.4. Negotiation is a problem-solving exercise to create options that benefit everyone.5 .The experienced negotiators know how to make some compromise.返回上一页
