negotiation

FromTheorytoApplication,fromKnowlegetoLanguage.EnglishforInternationalBusinessNegotiationByRobbyLiuFromTheorytoApplication,fromKnowlegetoLanguage.ClassObjectives(目标)Thisclassisintendedto1)Introducedefinition(定义)oftheinternationalbusinessnegotiation(知道谈判的概念)2)Equipstudentswithbasicnegotiationprocess（了解谈判流程）3)Improvestudents’communicationcompetenceviamininegotiation（提高学生口头交际能力）4)Improvestudents’groupworkandconfidence（锻炼学生团结协作能力和提高自信）引子1(introductionone)谈判在日常生活中随处可见，事实上人们每天都在进行着谈判。Negotiationstakeplaceinourroutinelifeandoccureverywhere例1：上街买菜、到个体商店买衣服等例2：在家里为做家务事与父母兄弟协商例3：同学在宿舍里出现矛盾而进行协商引子2(introductiontwo)我们来做一个实际案例演练(practicefornegotiation)：请两位同学上台，一方是卖衣服的个体老板，另一方同学要去买一件时装。假设衣服的进货价100元；而老板开价400元；买衣服同学心理成交价位在150元。试演练价格谈判的过程。FromTheorytoApplication,fromKnowlegetoLanguage.DefinitionsofNegotiation-Negotiationisadiscussionofconflicts（冲突）betweenorganizationsorindividualsintendingtoseekapproaches（寻求方法）totheproblemsandproduceanagreement.ProcessofnegotiationPart1Reading----DialogueBP157FromTheorytoApplication,fromKnowlegetoLanguage.Part2languagepoints1.Comparewith2.Takeoff3.rockbottompriceFromTheorytoApplication,fromKnowlegetoLanguage.Brainstorm（头脑风暴）：BasedonDialogueB,doyouknowwhattheprocess（流程）ofnegotiation?FromTheorytoApplication,fromKnowlegetoLanguage.Part3TheprocessofnegotiationIntroductionPresentingyourproposition（表明立场）Bargaining（讨价还价）Compromising(相互妥协)Reachanagreement（达成协议）RoleplaySituation:请两位同学上台，一方是卖衣服的个体老板，另一方同学要去买一件时装。假设这件衣服老板开价400元；买衣服同学心理成交价位在150元。Requirements:1.Dialogueshouldconsistoffiveelementsoftheprocessofnegotiation2.Usefulexpressionsandlanguagepointsshouldbeputintopractice3.BeconfidentandcooperativeAssessmentCriteria（评分标准）Knowledge(15%):UnderstandandrememberallkeypointsLanguage(15%):UsestructuresnaturallyandappropriatelyFluency（流利程度）(15%)Bodygestures（肢体语言）(15%)Teamwork（团队协作）(40%)Weareateam,Noloser!!*Introducing1.Wearesurprisedthat…2.Wewouldliketobuy…*Presentingyourproposition1.Areyoukidding?That’stoomuch2.That’simpossible,Icannotacceptthatprice3.Noway,wecannotmakeanyprofitbydoingso?(这样做不能挣钱)Tips(usefulexpressions)*Bargaining1.Ifyourquantityisguaranteed（数量有保证）,wewillcuttheprice…2.Ourgoodsarethebestofkinds（同类商品中）,theydeserveahigherprice.FromTheorytoApplication,fromKnowlegetoLanguage.*CompromisingAllright,Iwillcut…that’stherockbottomprice.Letusmeethalfwayeachother（各退一步）,say…•Agreement•That’sadeal（成交）•Doneit（成交）FromTheorytoApplication,fromKnowlegetoLanguage.AssignmentPracticethedialogueaboutintroductionofnegotiationafterclass.FromTheorytoApplication,fromKnowlegetoLanguage.1.NatureofNegotiationHowmuchdoyouknowaboutnegotiation?FromTheorytoApplication,fromKnowlegetoLanguage.Whytonegotiate?--Togainthebenefittothemaximum--Tosatisfytheneedstothemaximum--Toseekinterest--Topursuecooperation--ToseekcommonpointsandmutualbenefitsDiscussion:Whatisnegotiation?FromTheorytoApplication,fromKnowlegetoLanguage.DefinitionsofNegotiation-Negotiationisadiscussionofconflictsbetweenorganizationsorindividualsintendingtoseekapproachestotheproblemsandproduceanagreement.-Itisaprocessofdecision-makingwheretwoormorepartiesapproachaproblemorsituationwantingtoachievetheirownobjectives.-Negotiationisconcernedwithresolvingconflictsbetweentwoormoreparties,usuallybytheexchangeofconcessions.-(continued)FromTheorytoApplication,fromKnowlegetoLanguage.-Negotiationistheprocessweusetosatisfyourneedswhensomeoneelsecontrolswhatwewant.-Negotiationistheabilitytodealwithbusinessaffairs,toarrangebydiscussionthesettlementofterms,toreachagreementsthroughtreatiesandcompromise,andtotravelthroughchallengingterritory.FromTheorytoApplication,fromKnowlegetoLanguage.Discussion:Whatisthebusinessnegotiation?FromTheorytoApplication,fromKnowlegetoLanguage.DefinitionsofBusinessNegotiation-Businessnegotiationisagive-and-taketradingprocessinwhichthetradingpartiesdiscusstheconditionsofatransactionandreachanagreement.-Businessnegotiationisabasicmeansofgettingwhatyouwantfromothers,inwhichanagreementisreachedwhenyouandtheothersidehavesomeintereststhataresharedandotherthatareopposed.-Businessnegotiationistheprocessofbargainingoverasetofissuesforthepurposeofreachinganagreement.FromTheorytoApplication,fromKnowlegetoLanguage.ThreeelementsofbusinessnegotiationA)Negotiationparties.B)Negotiationaims.C)Agreement.FromTheorytoApplication,fromKnowlegetoLanguage.Twoapproachesinnegotiation1.CompetitivenegotiationThesellerasksforoneprice,usuallyabovethepricethebuyeriswillingtopay.Thebuyerrespondsbyofferingapricebelowtheaskedpriceoftheseller.Theytypicallyexchangepricesuntilacompromiseisreached.2.Cooperativenegotiation“Cooperative”approachmeansthatpeopleshouldsitdownandsharetheirtrueinterestsinsteadoffocusingontheirpositions.Searchingforcommongroundandbeingcreativewillresultinanegotiatedagreementandamuchricherrelationship.FromTheorytoApplication,fromKnowlegetoLanguage.Theessenceofnegotiation1.Win/Losescenarios1+(-1)=02.Win/WinscenariosItistheGive-and-takeprocessformutualbenefits3.Agoodoutcomeinnegotiationisoneinwhichbothsideswin.Thus,inatruecommercialnegotiation