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1、啰里啰嗦课堂纪律：说话手机MP3睡觉看报纸考勤计入成绩课件COPY问题期末考试问题方言问题1InternationalBusinessNegotiation郭苏文Email:guosuwen@126.comCellphone:158238790992LearningObjectivesRecognizeyournegotiationskillsUnderstandthenegotiationprocessImproveyourabilitytonegotiatesuccessfullyGeneralstrategiesforsuccessfulnego
2、tiation3CHAPTERONECONCEPTIONSOFNEGOTIATION41.1OriginofNegotiationTheword”negotiation”isfromitsverb“negotiate”whichderivesfromtheLatinwordnegotiarwiththemeaningof“totradeordobusiness”51.2Negotiation:DefinitionandscopeTheterm'negotiation',asreviewedbyStrauss(1978),referstomanysyno
3、nymousprocessesasbargaining,wheelinganddealing,compromising,makingdeals,reachingagreementsafterdisagreement,gettingtacitunderstandings,tradingoff,exchanging,andengagingincollusion.6TheCambridgeEnglishdictionarydefinesanegotiationas,“Tohaveformaldiscussionswithsomeoneinordertorea
4、chanagreement.”Andalonglastingagreementandcommitmentcomesfromcooperation.Negotiationisaninterpersonaldecision-makingprocessnecessarywheneverwecannotachieveourobjectivessingle-handedly.single-handed单独一人的,无助的7Negotiationis:ItisapowerimbalanceItisadiscussionintendedtoproduceanagree
5、ment.Itisaprocesstoresolvedisputes.Itisaprocessoflearninganddiscovery.Itisaprocessofbargainingforindividualandorganizationaladvantages.8Scopeofnegotiationrangesfromone-on-onetohighlycomplexmulti-partyandmulti-nationinteractionsHusbandandwifeChildrenandparentsAbuyerandasellerInte
6、rnationalbusinessnegotiationstakesplan9Inthebusinessworld,peoplenegotiateatmultiplelevelsandcontextsStakesarehighPreplanfortheprocessandoutcomeNotsimplyacceptingorrejectingwhattheotherisofferingBothpartiesareinterdependent101.3WhyNegotiate?Negotiationisanobviousprincipleoflife,l
7、ikeitornot,youareanegotiator!Negotiationisaresolutionofconflict.Inshort,InternationalBusinessNegotiationdealswithprocesses,strategies,tacticsandtechniquesforreachingresolutionsofconflictsintheabovementionedcontextandatmospheretermsoftrade;transport;insurance;termsofpayment;arbit
8、rary111.4CharacteristicsCommontoallNegotiationS
