《国际商务谈判(第二版)》课件Chapter 4.pptx
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1、 Chapter 4Negotiation Strategy and TacticsChapter 04Negotiation Strategy and TacticsIfwewanttowinawar,thensometimeswehavetoloseabattleorevenseveralbattles.LiuBaiyuContents Background Information2 Section A Text Study 4 Humor5 Situational Dialogue 7 Words and Expressions1Section B Text Study6 Lead-in
2、3 Exercises8SectionAWhat Strategy and Tactics to Choose?Chapter 04Negotiation Strategy and TacticsWords and Expressions1.bogey:n.Abogeyissomethingorsomeonethatpeopleareworriedabout,perhapswithoutmuchcauseorreason.人们无缘无故担心的问题Ageisanotherbogeyforactresses.年龄是另一个让女演员们担心的问题。2.flinch:v.Ifyouflinch fromso
3、mething unpleasant,youareunwillingtodoitorthinkaboutit,oryouavoiddoingit.退缩The world community should not flinch in the face of thischallenge.该国际团体不应该在这一挑战面前退缩。backbackWords and Expressions3.nibble:v.Whenananimalnibblessomething,ittakessmallbitesofitquicklyandrepeatedly.(动物)啃啄Aherdofgoatswasnibbling
4、theturfaroundthebaseofthetower.一群山羊正在啃着塔基周围的草皮。4.snow job:n.an instance of deceiving or overwhelmingsomeonewithelaborateandinsinceretalk花言巧语的劝说ThatnewmanwhosrunningforCongressmakesalotofpromises whathell doforthepeople.ButIkeephaving thisuneasyfeelingthathesonlygivingusasnowjob.那个刚参加竞选国会议员的人做了许多保证,说
5、他以后要为公众做些什么事。但是,我总感到不安,觉得他只不过是在欺骗我们。backbackWords and Expressions5.rapport:n.Iftwopeopleorgroupshavearapport,theyhaveagoodrelationshipinwhichtheyareabletounderstandeachothersideasorfeelingsverywell.融洽 The success depends on good rapport betweeninterviewerandinterviewee.成功取决于采访者和被采访者之间的融洽。6.mimic:v.I
6、fsomeoneorsomethingmimicsanotherpersonorthing,theytrytobelikethem.模仿Thecomputerdoesntmimichumanthought;itreachesthesameendsbydifferentmeans.计算机模仿不了人类的思维;它通过不同的方式达到相同的目的。backbackWords and Expressions7.feat:n.anotableachievement功绩,伟业TheGreatWallisafeatofChinesepeople.长城是中国人的壮举。8.stagger:v.walkwithgrea
7、tdifficulty蹒跚,步履艰难Hestaggeredalongintheheavysnow.他在大雪中摇摇晃晃前行。9.isthmus:n.narrowstripoflandjoiningtwolargerareasoflandthatwouldotherwisebeseparatedbywater地峡theIsthmusofPanama巴拿马地峡10.Rear Admiral:n.navalofficerholdingarank海军少将11.viable:adj.soundandworkable;feasible切实可行的;可实施的Hisplanisviable.他的计划切实可行。ba
8、ckbackWords and Expressions12.the writing on the wall:n.clear signs that warn of failure,disaster or defeat 失败、灾祸或覆灭的清楚的征兆 Cant you see the writing on the wall for the firms bankruptcy?你难道没看出来这家公司即将破产吗?13.extricate:v.set sb./sth.free;release sb./sth.解脱某人 某物 ;释放某人 某物 He wants to extricate himself fro
9、m an unhappy love affair.他渴望自己能摆脱不快的爱情纠葛。14.ploy:n.words or actions intended to win an advantage over ones opponent(克敌制胜的)策略,手法 It was all a ploy to distract attention from his real aims.那纯粹是障眼法,用以分散人们对他真正意图的注意力。Words and Expressions15.pique:n.feelingofannoyanceorhurt恼怒,生气Helefttheroominafitofpique.
10、他一气之下离开了房间。16.furore:n.generaluproarofadmirationoranger轰动;骚动Hislastnovelcreatedafuroreamongthecritics.他最近的一部小说在评论家中引起了轰动。17.maneuver:v.guide(sb./sth.)skillfullyandcraftily熟练而巧妙地引导Themaneuveringoftroopsgotattentionfromothernations.军队的调动引起了其他国家的注意。Background Information1.Negotiation stylesThemostpopul
11、arwaytodividethetypicalnegotiationstyles or approaches is:Competing(or Aggressive),Collaborating (or Cooperative),Avoiding,Compromise,andAccommodating(Conceding).Mostnegotiatorshaveoneortwopreferrednegotiationstyles.Idealistobeabletochoosetoapplythemostappropriatenegotiationstyleto each type of nego
12、tiation,and to be able to switchnegotiatingstyledependingonwhoyouarenegotiatingwithandotherimportantelementsofyournegotiationcontext.backbackBackground Information2.Negotiation skills Negotiatingskillsinclude:communication,persuasionandinfluence,planning,strategy,tactics,process and systems,teamwork
13、 and many others.Since negotiation requires muchfacetofaceinteraction,negotiationskillscannotbelearnedfromabookalone.Thebetternegotiationskillslearning programs involve a great deal of role plays andfeedbackdiscussions.backbackBackground Information3.Negotiation styles(Personal)Tacticscanbedividedin
14、totwocategories:offensiveanddefensive.There are ten personal styles:aggressive,compliant,passive,impassive,technical,secretive,exploitative,ambivalent,fleeting,andsocialstyles.backbackBackground Information4.Negotiation styles(Team)Teams must make a conscious effort to maintain a unified front.This
15、can be accomplished through a variety of styles,with specific choices based on member talent,cultural background,and personality type.There are five team styles:consensus,platoon,hierarchical,divide and conquer,departmental styles.1)Consensus2)Platoon3)Hierarchical4)Divide and conquer5)Departmentalb
16、ackbackBackground Information5.Opening strategyOpening strategy involves:agenda arrangement,role division of team member,time and place,tuningrelationshipbetweencounterparts,seekingproactivesituation(1)Agendaarrangementstrategy(2)Roleactingstrategy(3)Timeandplacestrategy(4)Relationestablishingstrate
17、gy(5)SeekingproactivesituationstrategybackbackBackground Information6.Offering strategyOfferisthebasisandpreconditionofbargaining.Basicprincipleofoffering:tofindoutthebestbalancepointbetween gained benefit and the possibility of successfullybeingacceptedbytherivals.Highpriceofferingstrategy.Baitpric
18、eofferingstrategy.Backandfillofferingstrategy.Pickyofferingstrategy.Additionofferingstrategy.Divisionofferingstrategy.BiddingupofferingstrategybackbackBackground Information7.Bargaining strategyBargaining usually is divided into three steps.At differentsteps,therearedifferentbargainingwaystobeused:A
19、tthefirststep:atthebeginning,sinceknowinglittleabouttheconcretesituationofthesellersoffering,sooverallbargainingisthebestchoiceforstrategy.Thatis,askingthecounterparttochangetheofferwholly.Atthesecondstep:pertinentbargaining,itembyitem.Atthethirdstep:strategicanalysisoftheresponseofrivals.backbackBa
20、ckground Information8.Bidding strategyBiddingshouldbebasedonoverallanalysisofoffers,on reaction of the rivals to your bargaining,on theinformationyouhave,oncomparativedataofthenegotiatedtarget.Weightforbiddingcomesfromthecomparativelyweakpointsofcounterpartsoffer.Thepurposeofbiddingisnotonlytoputfor
21、wardthedifferencewiththerivalsoffer,butalsotomaketherivaltoadmit these differences and get closer to reciprocalagreement.So,the general requirement of bidding startingpointis,thatitcankeepthenegotiationcontinue,atthesametimeitwillimposecertainpressureontherivaltoinfluenceorchangetherivalsjudgment.ba
22、ckbackBackground Information8.Bidding strategyTherearethreefactorstobeconsideredindecidingthebidding starting point:moisture degree of the offer,thedifferencetoownpricetarget,biddingtimes.Waysofbidding:In respect of price evaluation,two ways can be used:biddingbycontrast,biddingbasedoncalculationofc
23、ost.Inrespectoftheamountofeachbidding,therearetwowaysavailable:biddingitembyitem;collectivebidding.backbackBackground Information9.Concession strategySpecial concession skills:Condition-added concession:your concession is madeundertheconditionthattherivalmakesconcession;therivalsmustmaketheconcessio
24、naccordingtoyourdemand.Loss-lessconcession:withoutsubstantialconcession.Tit-for-tatconcession:whereyoumakeaninitialunilateralconcession,but make no further concessions until theyrespond.backbackBackground Information9.Concession strategySkills for refusing and denying:Limited power;Proposing questio
25、ns;By compensation;Condition-added;Humorous tone;Yes butbackbackBackground Information10.Deadlock dealing strategy(1)Reasons for deadlock(2)How to avoid deadlock(3)Skills in deadlock resolving(4)Deadlock makingbackbackLead-in A large company in the UK is buying an important set of Data Base software
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