最好的国际商务谈判教案~授课教师们的福气

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1、某某学院教师授课教案课程名称国际商务谈判上课时间2010年3月3日1-2节课题Unit1Preparingtheground教学目的Learningnegotiationpreparationitems,includingmotivesandkeyterminology.教学重点agreeingobjectives,strategyandroles教学难点Strategyarrangement教学方法Instruction教学内容提纲1.kindsofbusinessnegotiation1.1classifiedbyscaleofparticipators1.1.1O

2、ne-on-onenegotiation---only1personfromeachside-whentouseit:①the2partieshavelongrelationship,befamiliartoeachotherwithcleartransactionterms;②betweensalesmanandcustomer,whohastherighttodecide③renewthecontractwithfewchanges④detailsinbignegotiation.-mostdifficultkind-advantage:flexible;quick

3、decision;avoidtoexposebadcooperation;goodtokeepsecret.1.1.2collectivenegotiation---2ormorepeoplefromeachside1.2classifiedbyvenue1.2.1homecourtnegotiation1.2.2awaygroundnegotiation1.2.3neutralplacenegotiation1.3classifiedbywaysofproceeding1.3.1verticalnegotiation:solvetheproblemonebyone--

4、-forsmallandsimplenegotiation,especiallywhenthe2sideshavecooperatedbefore1.3.2lateralnegotiation:solvetheproblemonebyoneatthebeginning,whenthereisadifferenceinopinionforanitem,putitawayandgotonextone.Repeatedthemethoduntilalltheproblemsaresolved.---forbigormultilateralnegotiation.2.basic

5、patternofbusinessnegotiation2.1“win-lose”style:moreconflictsthancooperation,withobviouswinandlose.2.2“win-win”style:eachpartybenefitsfromthenegotiation.---advantage:①toenhancetheloyaltyofeachother;②goodguaranteetoincreaseefficiency;③beneficialtorenewthemarketingconcept.1.evaluationcriter

6、iaofbusinessnegotiation1.1ifthenegotiator’sneedsaresatisfied1.2ifthenegotiationisefficient:---negotiationefficiency:contrastbetweencostandgain;---costincludes3parts:①differencebetweentheexpectedprofitandrealprofit;②sumofallresourcesconsumedforthenegotiation,includingmanpower,materials,fi

7、nancialresourcesandtime;③opportunitycost.1.3ifthenegotiatorsareingoodrelationshipafterwards作业及思考题ReadthecasestudyandtellwhyMatsushitaElectricCorporationsacrificedthepresentinterests?Whatwastheconsideration?参考文献1).ChristopherEM.NegotiatingSkillsForBusiness.KoganPageLtd.,19

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《最好的国际商务谈判教案~授课教师们的福气》由会员上传分享,免费在线阅读,更多相关内容在教育资源-天天文库

1、某某学院教师授课教案课程名称国际商务谈判上课时间2010年3月3日1-2节课题Unit1Preparingtheground教学目的Learningnegotiationpreparationitems,includingmotivesandkeyterminology.教学重点agreeingobjectives,strategyandroles教学难点Strategyarrangement教学方法Instruction教学内容提纲1.kindsofbusinessnegotiation1.1classifiedbyscaleofparticipators1.1.1O

2、ne-on-onenegotiation---only1personfromeachside-whentouseit:①the2partieshavelongrelationship,befamiliartoeachotherwithcleartransactionterms;②betweensalesmanandcustomer,whohastherighttodecide③renewthecontractwithfewchanges④detailsinbignegotiation.-mostdifficultkind-advantage:flexible;quick

3、decision;avoidtoexposebadcooperation;goodtokeepsecret.1.1.2collectivenegotiation---2ormorepeoplefromeachside1.2classifiedbyvenue1.2.1homecourtnegotiation1.2.2awaygroundnegotiation1.2.3neutralplacenegotiation1.3classifiedbywaysofproceeding1.3.1verticalnegotiation:solvetheproblemonebyone--

4、-forsmallandsimplenegotiation,especiallywhenthe2sideshavecooperatedbefore1.3.2lateralnegotiation:solvetheproblemonebyoneatthebeginning,whenthereisadifferenceinopinionforanitem,putitawayandgotonextone.Repeatedthemethoduntilalltheproblemsaresolved.---forbigormultilateralnegotiation.2.basic

5、patternofbusinessnegotiation2.1“win-lose”style:moreconflictsthancooperation,withobviouswinandlose.2.2“win-win”style:eachpartybenefitsfromthenegotiation.---advantage:①toenhancetheloyaltyofeachother;②goodguaranteetoincreaseefficiency;③beneficialtorenewthemarketingconcept.1.evaluationcriter

6、iaofbusinessnegotiation1.1ifthenegotiator’sneedsaresatisfied1.2ifthenegotiationisefficient:---negotiationefficiency:contrastbetweencostandgain;---costincludes3parts:①differencebetweentheexpectedprofitandrealprofit;②sumofallresourcesconsumedforthenegotiation,includingmanpower,materials,fi

7、nancialresourcesandtime;③opportunitycost.1.3ifthenegotiatorsareingoodrelationshipafterwards作业及思考题ReadthecasestudyandtellwhyMatsushitaElectricCorporationsacrificedthepresentinterests?Whatwastheconsideration?参考文献1).ChristopherEM.NegotiatingSkillsForBusiness.KoganPageLtd.,19

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