国际商务谈判

1国际商务谈判InternationalBusinessNegotiation主讲人：戴育琴(Della)2•本课程以国际商务谈判为教学内容，主要研究在国际商业环境下，商务谈判的规律、方法、原则和技巧策略。该课程将国际商务谈判的艺术性和可操作性结合起来，深入分析了国际商务谈判的基本原则，主要探讨达到双赢的谈判方法和步骤，涉及各种因素，如人的因素、利益因素、立场因素、如何扩大利益，以及如何克服谈判中的僵局等等。3•培养既有谈判理论又有谈判实践的高素质人才是本课程达到的主要教学目的。为达到以上目标，要求教师从理论上对谈判产生的原因、谈判的结构、影响谈判结果的诸多因素、谈判者个人心理和文化背景等诸方面进行全面系统的研究和讲解，并通过案例研究、模拟谈判的学习和练习，使学生了解和掌握谈判的一般规律，把握谈判的策略，即无论谈判的地点、时间、背景、任务发生什么样的变化，谈判者都能够从容应对。4参考书目•1、全英主编，《国际商务谈判》，清华大学出版社，2003年8月；•2、谢晓莺、朱万忠等，《商务英语谈判》，商务出版社，2005年4月；•3、潘肖玉、谢承志编，《商务谈判与沟通技巧》，复旦大学出版社，2002年1月；•4、张立玉、王红卫编，《实用商务英语谈判—策略与技巧》，北京理工大学出版社，2003年8月；•5、余慕鸿等主编，《商务英语谈判》，外语教学与研究出版社，2005年9月;5•王淑贤，《商务谈判理论与实务》，经济管理出版社，2003年•[美]弗兰克·L阿库夫，《国际商务谈判》，刘永涛译，上海人民出版社，1995年;•宫捷，《现代商务谈判》，青岛出版社，2001年;•刘园等，《国际商务谈判》，对外经济贸易大学出版社，1999年•刘向丽，《国际商务谈判》，机械工业出版社，2005年6FourRequirementsPleaseprepareyourlessonsbeforeclass.Pleasetakeyourdictionarywithyouinclass.Pleasereviewyourlessonsafterclass.Don’tcallmeorsendmeemailsafterfinalexamination.7TwoFamousNegotiationCasesTwofarmersweresharingaricecake.Astander-byhelpedthemshareit.Whatwouldhedotomaketheresultsatisfactorytobothofthem?Onefarmercutthericecakeanywayheliked,andtheotherfarmercouldchoosethepiecehewantedfirst.Thissoundedfairtobothofthem,andtheyaccept.Eachfeltthathehadgottenthesquaredeal.8Therearetwodaughtersandtheirmother.Onedaytwogirlswantedtoshareanorange.Theirmotherjustcutitinhalf.Butthesegirlsweren’tsatisfiedwiththeresult.Why?Becausetheirpurposesweredifferent.Onegirlwantedthepulp（果肉）formakingjuice.Anothergirlwantedtherind（果皮）forcooking.Theyjustgothalfofwhattheywantedrespectively.9Chapter1NegotiationMotivesandKeyTerminology谈判动机与关键词语101.NegotiationOriginationofNegotiationTheword“negotiation”derivesfromtheLatininfinitive（不定词）“negotiari”(做贸易或生意）whichmeans“totradeordobusiness”.Thiswordisfromanotherword,“negare”(拒绝）meaning“todeny”andanoun,“otium”(休闲），meaningleisure.Thus,theancientRomanbusinesspersonwould“denyleisure”untilthebusinesshasbeensettled.Negotiationisacommonhumanactivityaswellasaprocessthatpeopleundertakeeverydaytomanagetheirrelationshipssuchasabuyerandaseller,ahusbandandwife,childrenandparents.Negotiationistheprocessweusetosatisfyourneedswhensomeoneelsecontrolswhatwewant.11ReasonsForNegotiationsMan’sunlimiteddemandhasconstantlygivenrisetoconflictsbetweensuchdemandandlimited,scarenaturalresources.Peoplediffer,andtheyusenegotiationtohandletheirdifferences.Howtosettletheconflicts:1.Militatymeans:wars2.Peacefulmeans:negotiations.Negotiationisonepartofourlives.12Thinkaboutnegotiationshappenedinyourdailylife•Employeesdiscussthechanceofpromotionwiththeirboss.•Youtrytoagreewiththehouse-ownerontherentofhishouse.•Twolawyersdefensetheirclientsrespectivelyonthecourt.•Acityofficialmeetswithunionleadertoavertatransitstrike.•Younegotiatewithyourfriendaboutwheretogofordinner.•Youaskforamuchlowerpriceofapairofshoesfromtheseller.13•Whatisanegotiation?•Anegotiationisaprocessofcommunicationbetweenpartiestomanageconflictsinorderforthemtocometoanagreement,solveaproblemormakearrangements.谈判是各方为化解冲突而进行沟通的过程，目的是使各方达成一项协议、解决一个问题或做出某种安排。•Factorsinasuccessfulnegotiation•1.Resultofmutualtakingandgiving相互的获取和给与的结果•2.Theexistenceofconflictsandcollaboration冲突与合作并存（合资企业的建立）•3.Everypartycanexercise（行使）vetoright（否决权）totheresultsofthenegotiation各方都可对谈判决议行使否决权142.ConflictsWhatisaconflict?Aconflictisadispute,disagreementorargumentbetweentwoormoreinterdependentpartieswhohavedifferentandcommoninterests.（冲突是发生在两个或更多既有不同利益又有共同利益的相互依赖的当事人之间的对抗、争执或不同意见）15•Threepoints•1.Partiesinvolvedareinterdependent冲突的当事方是相互依赖的•2.Bothdifferentandcommoninterestscoexist不同利益与相同利益并存•3.Relatedpeoplefightfortheirowninterests各方均为自己的利益而努力•Goodandbadfeaturesofconflicts冲突与谈判间正、反两方面的特性P5table1.116GoodFeatures（正面特性）BadFeatures（反面特性）Communication（沟通）Interests（利益）disclose（揭开）Suppress（掩盖）Issues（事件）clarify（澄清）Cloud（混淆）Creativity（创造性）learning（学习）help（促进）hinder（阻碍）Innovation(创新）Stimulate（激励）Inhibit（抑制）Relationship（关系）tension（紧张）optimize（乐观）Increase（升级）Satisfaction（满意）Increase（增加）decrease（下降）Outcomes(结局）Benefit（获利）high（高）Low（低）escalation（局面）control（控制）Incite（激化）173.Stakes•Stakesarethevalueofbenefitsthatmaybegainedorlost,andcoststhatmaybeincurredoravoided.利益是指（通过谈判）可以获得的利益或者是失去的利益及可以引发或者是避免的成本。•Fourpoints1.Thenegotiationsarepertinenttorelevantparties’interests.谈判是对于各方具有利害关系的事件2.Allpartieshavetopayforthegaining,butwhattheywillgetisdeterminedbyhowwellnegotiatorsmanagethesituation.谈判各方必须有所付出才能获取利益，但所获取利益取决于谈判者如何应对谈判3.Whattheywillgetisalsodeterminedbythecurrentsituation.所获取利益也取决于谈判时的事态发展现状4.Negotiatorshavetobalancetherelationbetweenthecurrentinterestsandlong-terminterests.谈判者必须对眼前利益和长远利益之间作出权衡18•Negotiationcostforstakes•Valuejudgment:thepriceyoupayforit(economicinterest),time,energy,andventureorriskyouundertake,opportunitycostsuchaschoiceofprojectAinsteadofprojectB;choosingcorporationAaspartnerinsteadofcorporationB.194.Wsand1H•Innegotiations,bothpartiesshouldknow•--Whywenegotiate?•--Whowenegotiatewith?•--Whatwenegotiateabout?•--Wherewenegotiate?•--Whenwenegotiate?•--Howwenegotiate?205.Basicprinciples•Equalityprinciple•Sincerecooperation•Keepitfl