商务谈判实训(双语)--Unit-4-business-negotiation-communicat

BusinessEnglishforEconomyandTradePowerTemplate2020/6/5Unit4BusinessNegotiationCommunication[商务谈判沟通]KnowingtheimportanceoflanguageinbusinessnegotiationcommunicationPracticingthelanguageskillsofbusinessnegotiationcommunicationApplyingthenon-verballanguageinbusinessnegotiationcommunication任务目标prev.nextUnit4BusinessNegotiationCommunicationUnderstandingfactorsandtypesofbusinessnegotiationcommunicationIntroductionTask1FactorsandTypesofBusinessNegotiationCommunicationTask2LanguageinBusinessNegotiationCommunicationTask3LanguageskillsinBusinessNegotiationCommunicationTasksprev.nextUnit4BusinessNegotiationCommunicationTask4Non-verbalLanguageinBusinessNegotiationCommunicationcommiseratevt.表示慰问；同情connotationn.含义divulgevt.泄露howlvt.嚎叫；叫喊，吼叫；怒号；啸鸣intimidationn.恐吓paneln.评委小组；讨论小组reverberationn.回响；回声；后果tacticn.策略；战术，手段titbitn.小片食物；趣闻terminologyn.专门用语；术语jargonn.行话underscorevt.在……下面画线；强调；n.下画线unravelvt.解开；澄清vigilantadj.警惕的astructuraldeal阶段式合约boilrage(orboilwithrage)形容发怒至极无法抑制carteblanche全权；具有/被授予全权（做某事）Warming-upWords&ExpressionsbacknextUnit4BusinessNegotiationCommunicationcommonground共同信念gettheballboiling开始hammersomethingout敲定某事infitsandstarts凭一时高兴ironout解决profitmargin毛利润promisebigreturns实现高额回报putoneselfinone’sshoes设身处地为某人着想reachsomemiddleground互相妥协shoot!colloquial(speakout)说出来slashone’scosts大量降低成本takeacut降低takedelivery取货turnitdownflat断然拒绝turnover售出volumesales大量销售walkawaywith轻松赢得；获得；错拿；顺手牵羊拿走Warming-upWords&Expressionsprev.nextUnit4BusinessNegotiationCommunicationPartFour综合实训PartThree要点小结Case1ThiscaseoccurredbetweenoneparticularU.S.companyandtheirJapanesepartner.TheagreementthattheysignedstipulatedthattheJapanesecompanywouldsupplythemanufacturing,management,andmarketingcomponentsofthedeal,whiletheAmericancompanywouldsupplythetechnology.TheAmericanrepresentative,whowasbasedinHongKong,metwiththeirJapanesecounterpartsonlyonceeverythreemonthswhereallaspectsoftheoperationwouldbediscussed.Inbetweenthesequarterlyvisits,thetwopartiesexchangedcommunicationsthroughwrittencorrespondenceandinfrequentphonecalls.TotheJapanesepartner,thisperiodicbutinfrequentcontactsignaledthattheAmericanpartnerwasnotoverlycommittedtotherelationship.Needlesstosay,theJapanesecommitmenttothepartnershipbegantodwindleaswell.Astimeprogressed,theU.S.company’sstrategyalteredastheybegantoconcentrateonasmallerproductline.PartOne案例学习PartTwo理论拓展Task1FactorsandTypesofBusinessNegotiationCommuication商务谈判沟通的要素和分类nextUnit4BusinessNegotiationCommunicationPartFour综合实训PartThree要点小结Case1TheAmericancompanyneverbotheredtoadvisetheirJapanesepartnerofthechangeintheirstrategy.Also,duetothissmallerline,therewastheadditionalfiascointhattheJapanesecompanywasnotgoingtobereceivingthetechnologyithadnegotiatedwiththeAmericanfirm.TheJapanesetookadimviewofwhattheynowperceivedasanagreementthatwassignedin‘badfaith’.TheJapanesebecamebitterastherelationshipsouredandendedinarbitration.Whatwastheresultofarbitration?Thepartnershipwasdissolved.PartOne案例学习PartTwo理论拓展Task1FactorsandTypesofBusinessNegotiationCommuication商务谈判沟通的要素和分类nextUnit4BusinessNegotiationCommunicationPartFour综合实训PartThree要点小结案例思考PartOne案例学习PartTwo理论拓展1.Isitasuccessfulcaseforbusinesscommunication?Whyandwhynot?2.Howmanytypesofbusinesscommunicationdoesthiscasepresent?3.Canyounameothertypesofbusinesscommunicationandexplaintheadvantagesanddisadvantagesofeachofthem?4.Whatdoyouthinkaretheelementsofasuccessfulbusinessnegotiationcommunication?prev.nextUnit4BusinessNegotiationCommunicationPartFour综合实训PartThree要点小结案例解析PartOne案例学习PartTwo理论拓展该案例充分说明了交流的重要性。在该案例中出现了电话谈判和函电谈判两种谈判类别，这两种谈判形式双方代表不见面，就无法通过观察对方的语态、表情、情绪以及习惯动作等来判断对方的心理活动，从而导致美国公司没有观察出日本公司的不满情绪，也未对其商业伙伴的策略改变进行评价;日本的公司也未将其不满及时表达出来,导致这种情绪继续深化。沟通主要包括三大要素：要有明确的目标，要能达成共同的协议，使信息、思想与情感能传递并得到反馈。双方没有将各自的想法和意见进行沟通，最终导致了合作关系的破裂。因此，绝不能忽视有效交流沟通对商业关系的的影响和重要性。prev.nextUnit4BusinessNegotiationCommunicationPartFour综合实训PartOne案例学习PartTwo理论拓展PartThree要点小结EffectiveCommunication&Negotiation有效沟通与谈判nextRegardlessofthetypeofsmallbusinessanownermaybeinvolvedin,therearealwaysnegotiationsthattakeplaceonadailybasis.Thesemaybeassimpleaschoosingameetingtimeandplace,ortheycouldbemuchmoreimportanttotheoverallbusinessstructure,suchasworkingoutthedetailsofabigcontract.Businesspeopleneedtobeskilledinnegotiationtacticsandunderstandhowtoeffectivelycommunicateduringthenegotiationprocess.Non-VerbalIneverytypeofcommunicationscenario,includingduringnegotiations,non-verbalcommunicationissometimesmoreimportantthanwhatisactuallybeingsaid.Youshouldpayattentiontothenon-verbalcuesoftheopposingnegotiatoraswellastoanynon-verbalcueshemaybeportraying.Forinstance,ifsomeonesuddenlycrosseshisarmsacrosshischestduringthediscussion,itcanindicatethatheisdisagreeingwithwhatisbeingsaid.Payingattentiontonon-verbalcuescanhelpyoutochangeyourstrategy.prev.Unit4BusinessNegotiationCommunicationPartFour综合实训PartOne案例学习PartTwo理论拓展PartThree要点小结EffectiveCommunication&Negotiation有效沟通与谈判nextVerbalWhatisverballybeingstatedwiththenegotiationisalsoimportant.Negotiatorsshouldaimtofollowsomesimplerulesduringanegotiation,suchasneverraisingvoices,notinterrupting