【5A版】国际商务谈判课件.ppt

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1、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。例4：房屋拆迁与拆迁公司就补偿进行谈判例5：工商企业从国内外采购原辅材料例6：中国加入WTO的谈判；例7：中国商务部就中欧纺织品的反倾销谈判例8：朝核六方谈判与伊朗核危机谈判等Example9:Copenhage

2、nclimatetalkspertaintotheglobalclimatewarmtendencyORtrends引子2(introductiontwo)我们来做一个实际案例演练(practiceforbargaining)：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。Plsperformthewholeprocedureforclothsbargaining.Talkingaboutthedi

3、fferencebetween”bargaining”and“negotiation“----page4案例演练总结(summary)1、总是让对方先自己降低价格。Alwayspricereductionbyhisopponent2、讨价过程中“事不过三”原则。Neverexceedthreeduringbargaining3、讨价过程中不断找出不同理由。Findingoutthedifferentreasonsduringbargaining4、还价要低，出价要高。Counterofferwithlowerlimita

4、tion,asofferwithhigherlimitation案例演练总结(summary)5、要善于在谈判中说服对方。Tobegoodatpersuadingopponentduringthenegotiation6、有时要欲擒故纵playinghardisnecessarysometimes7、抬价压价策略的运用Applyingthestrategyofhighballandlowball8、要善于对标的挑缺点。Criticalattitudetowardstheobjects1.ConceptofNegotiat

5、ionRelevantreadingmaterial1IntroductiontoNegotiationThentellus“Whatisnegotiation?”inyouropinion?Nextplsreadsomelisteddefinition(定义)of“negotiation”byauthorized(权威)scholarsComparethedifferencebetweenyourdefinitionsandscholars’What’saboutnegotiationNierenberstate:Wh

6、eneverpeopleexchangeideaswiththeintentionofchangingrelationships,whenevertheyconferforagreement,thentheyarenegotiating.negotiationtakesplacebetweenhumanbeings.Itisthemostcommonformofsocialinteraction.“theabilitytodealwithbusinessaffairs;toarrangebydiscussionthese

7、ttlementofterm;toreachagreementsthroughtreatiesandcomprise,andtotravelthroughchallengingterritory.Allofthesesuggestapurposefulefforttoresolveproblemsthroughtalkingandintellectualmaneuvering.”Generallyspeaking:Negotiationistheprocessweusetosatisfyourneedswhensomeo

8、neelsecontrolswhatweneed1.ConceptofNegotiationTosumup,allthedefinitionsincludethefollowing3pointsPurposeInteractiveConferment(exchangeviews)商谈Sowedefies“negoti