国际商务谈判(英文)教案讲义chapter1InternationalBusinessNegotiation.pdf
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1、国际商务谈判International Business Negotiation A negotiation is a meeting or a series of meetings in which the parties need each other s agreement to reach a specific objective.The fundamental principles of negotiation 1.Negotiation is an element of human behavior.2.Negotiation takes place only over issue
2、s that are negotiable.3.Negotiation takes place only between people who have the same interest.4.Negotiation takes place only when negotiators are interested not only in taking but also in giving.5.Negotiation takes place only when negotiating parties trust each other to some extent.Chapter 1 Negoti
3、ation motives and key terminology 谈判动机与关键词语Negotiation 谈判Conflicts 冲突Stakes利益Case study:Matsushita Electric Corporation 松下电器公司NEGOTIATION 谈判A successful negotiation must satisfy at least the following conditions:1.The outcome of negotiation is a result of mutual giving and taking.One sided concessio
4、n or compromise can not be called a successful negotiation.2.Negotiations happen due to the existence of conflicts,however,no negotiations can proceed smoothly and come to a satisfactory solution without collaboration between the participants.3.Negotiation is a behavioral process,not a game;in a goo
5、d negotiation,everybody wins something.Success isnt winning everything;its winning enough.CONFLICTS 冲突The definition of conflicts states three points:1.Parties in conflicts are interdependent,which means there remains a kind of relationship developed by interrelated interests and concerns.There woul
6、d be no conflict if two parties were not interrelated and had nothing to do with each other.2.Contradictions and interests coexist.If there are only contradictions and no sharing of common interests,negotiations become groundless and unnecessary.3.Two parties in a conflict will naturally fight for e
7、ach others own interests and make every effort to gain more from the other side,as a result it will reduce gain of interests expected initially.STAKES 利益Stakes are the value of benefits that may be gained or lost,and costs that may be incurred or avoided.Four points need to be clarified:1.Negotiatio
8、n parties will either gain the interests they expect to win from the negotiation or lose what they hope to attain,which indicates that the talks are pertinent to relevant parties own affairs and interests.Only when a party has stakes connected with the issues to be talked,can it become actively enga
9、ged in the negotiation.2.Free lunch is not provided at the negotiation table,in another word,to get what is desired,both parties have to pay for the gaining at either high cost or low cost depending on how well negotiators manage the situation.3.The negotiators will have to decide how much of stakes
10、 can be gained and whether a particular gain is the one that a party desires for.They will also have to decide how much they may gain if they choose option A instead of option B.4.Negotiators will have to compare and balance the relation between the current interests and long term interests or under
11、lying desires in order to make decision on satisfying long term interests at the cost of current interests.Effective negotiating(VCD)成功谈判Who s who in Effective NegotiationThe companies Levien SA,based in Brussels,Belgium.It is an international company which manufactures specialist paints and dyes.In
12、 its head office it has a small IT function which the company has decided to outsource.Okus IT,based in Swindon,in the South of England.They specialize in managing IT projects and taking over the IT departments of their client companies.The negotiation Okus have sent a detailed written proposal to L
13、evien.The meeting has been arranged to negotiate the terms of any agreement.In particular the following two issues are likely to be sticking points:文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2
14、ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文
15、档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7
16、D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I
17、2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L
18、3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4
19、D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R9I2 ZT10V5U7Y6L3文档编码:CM2X8T4D7D7 HF3G1G4R
20、9I2 ZT10V5U7Y6L31.Staffing Levien would like to protect the jobs of their current IT team.They want Okus to employ the four members of the team,and are under pressure from the unions to make sure outsourcing contracts like this do not lead to redundancies.Okus,on the other hand,will not want to take
21、 on Leviens whole team.They already have project engineers based in Swindon.2.Pricing Okus have proposed two levels of IT support:Level A A fixed monthly price which will cover all support work(daily maintenance and customer support)and specified project work(hardware and software upgrades,training.
22、Etc.)Level B A lower monthly invoice based on just support work.Any additional project work will be logged and then added to the invoice the following month.1.Preparing the ground The peopleAndrew Carter is Export Sales Manager for Okus IT.He has made the initial contact with Levien.He has met one o
23、f the Levien team,Sean,before.Karen Black is a Project Manager at Okus IT.She has prepared the specifications for this contract.This is the first time she has been involved in negotiating an overseas outsourcing contract.She is anxious about the meeting.Francoise Quantin is the current IT Manger at
24、Levien.She is about to be promoted to Head of Logistics.She is keen that her IT team are protected.Sean Morrissey is from Leviens main subsidiary in Chicago.He has been sent to the Brussels Office to develop Leviens procurement policy.The negotiation As the VCD begins,Andrew and Karen have arrived a
25、t Levien s offices and are waiting to meet Francoise and Sean.Script 1 Karen Black and Andre Carter fail to communicate before they meet the Levin team.A=Andrew K=Karen F=Fran?oise S=Sean A:You sure you dont want one,Karen?K:Not for me.A:Of course,I dont know Francoise at all,but youve got to _ with
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