Introduction_to_International_Business_Negotiation1-2

商务英语谈判第一次课件

Introduction to International Business Negotiation

商务英语谈判第一次课件

Warm-up Questions1. What is negotiation in your mind and have you participated in any negotiations? 2. What can you get from the chapter?

Chapter One

商务英语谈判第一次课件

Knowledge Input 0.1 What is Negotiation? 0.2 Characteristics of Negotiation 0.3 The Stages of International Business Negotiation

Chapter One

商务英语谈判第一次课件

0.1 What is Negotiation? The word “Negotiation” derives from the Latin word “Negotiari”, which means “to do business”. Now in a board sense, negotiation refers to the action and process of reaching an agreement by means of exchanging ideas with the intention of dispelling(消除) conflicts and enhancing relationship to satisfy each other’s needs.

Chapter One

商务英语谈判第一次课件

What is Negotiation? In their simplest form negotiations are about two people, each of whom possess something that the other wants, meeting to discuss an exchange so that both get what they want. Negotiation is the process we use to satisfy our needs when some one else controls what we want. -----Robert MadduxChapter One

商务英语谈判第一次课件

What is Negotiation? Negotiation is an interpersonal decisionmaking process by which two or more people agree how allocate scarce resources Negotiation is an interactive process, whereby parties create and explore alternatives together, in their common quest to reach a value-added agreement that is mutually acceptable and that will be honored(及时兑现) by both parties.Chapter One

商务英语谈判第一次课件

0.2 Reasons of Negotiation Negotiation occurs for several reasons: (1) to agree on how to share or pide a limited resource, such as land, or property, or time; (2) to create something new that neither party could do on his or her own; or (3) to resolve a problem or dispute between the parties.Chapter One

商务英语谈判第一次课件

0.2 New Words and Expressions 1. building block: parts that are joined together in order to make a large thing exist; element(Synonym ) 组成部分，构成要素 2. alternative: that can be used instead of sth. else 可替代\可选择的optional(Synonym) 3. joint : involving two or more people联合的、共同 的 joint decision: consensus(Synonym ) 4. bargain: to discuss prices, conditions, etc. with sb. in order to reach an agreement that is satisfactory 讨价还价， 商讨条件Chapter One

商务英语谈判第一次课件

0.2 New Words and Expressions 5. tangible: that can be clearly seen to exist有形的 6. intangible: ①that exists but difficult to describe, understand or measure难 以形容、不易度量的 ②doesnot exist as a physical thing but is still valuable to a company无形的 6. commitment: promise; the willingness to work hard and give your energy and time sth. 献身， 投入， 奉献 7. confined to : restricted to; limited to(Synonym)局限于 8. consensus: an opinion that all members of a group agree with一致的意见 ；共识 E.g. There is a general consensus among the public about the need for greater security in the

area.公众对必须加强该地区的保安有普遍的共识。 9. coordinate: to organize the different parts of an activity and the people involved in it so that it works well使协调，使相配合 E.g. To coordinate the work of the company, the government appointed a new CEO . We need to develop a coordinated approach to the dispute. 我们需要拿出解决这一纠纷的协调一致的办法。 Chapter One

商务英语谈判第一次课件

0.2 New Words and Expressions 10. consultation: the act of discussing sth. With sb. or with a group of people before making a decision about it咨询，商讨， 磋商 E.g. The decision was taken after close consultation with local government department involved.这项决定是在与当地政府相关部门仔细磋商后作出的。 11. protocol: the first or original version of an agreement, especially a treaty between countries, etc.; an extra part added to an agreement or treaty 条约 草案； 议定书，协议 12. organic component: 有机组成部分 13. indispensable: necessary; that can’t be got rid of 必要的，不可或缺的 其反义词(Antonym ):dispensable E.g. We look on PE lessons as indispensable.我们认为体育课是必需的。 14. ultimately: in the end; finally E.g. Ultimately, you’ll have to make the decision yourself.最终还是得你自己 拿主意。 A poor diet will ultimately lead to illness. 不均衡的饮食终将引起疾病。

Chapter One

商务英语谈判第一次课件

0.3 Characteristics of Negotiation 1. In international negotiations the parties must deal with the laws, policies and political authorities of more than one nation. 2. The presence of different currencies. 3. The participation of governmental authorities. 4. International ventures are vulnerable to sudden and drastic changes in their circumstances. 5. International business negotiators also encounter very different ideologies. 6. Cultural differences is an important factor in international negotiations.Chapter One

商务英语谈判第一次课件

0.3 New Words and Expressions 1. abide by sth.: to accept and act according to a law, an agreement , ect. 遵守， 遵循 E.g. We’ll have to abide by the rules of our school.我们必须遵守 学校的规定。 2. address: here means think about and try to deal with 3. tax havens: 避税国或场所(指对外国投资者有吸引力的税率 甚低的国家或地区) 4. extensive: great in amount大量的 5. bureaucracy: a system of government in which there are a large number of state officials who are not elected官僚体制 6.rigid: very strict and difficult to change死板的，僵硬的 7. sovereign immunity:主权豁免权 8: complication : more things more complicated or difficult使更 复杂化Chapter One

商务英语谈判第一次课件

0.3 New Words and Expressions 9. vulnerable: weak and easily hurt physically or emotionall …… 此处隐藏：4592字，全部文档内容请下载后查看。喜欢就下载吧 ……