商务英语谈判1-1new

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1、ChapterOneAnOverviewofInternationalBusinessNegotiationFocusConceptsofbusinessnegotiationCharacteristicsofinternationalbusinessnegotiationFormsofinternationalbusinessnegotiationGamePrinciplesofinternationalbusinessNegotiationDefinitionandCharacteristicsofInternationalBusinessNegoti

2、ationTheworldwearelivinginisfullofconflicts.Therearetwowaystoresolvetheconflicts:--theuseofforceand--thenegotiationNegotiatinghasbecomeaneffectiveapproachtoresolvingconflictsandadjustinginterest.Definitionandcharacteristicsofnegotiation“Negotiation”derivesfromthelatinword“Negotiar

3、i”,whichmeans--”todobusiness”.Inabroadsense,negotiationreferstotheactionandtheprocessofreachinganagreement--bymeansofexchangingideaswiththeintentionofdispellingconflictsandenhancingrelationshiptosatisfyeachother’sneeds.Thoughnegotiationsvaryinformsandcontents,theyalldemonstratethe

4、followingcharacteristics:Everynegotiationinvolvestwoormorethantwoparties2)TheobjectiveofanegotiationmustbedefiniteThepurposeofanegotiationisto--persuadesomeoneelseintoacceptingone’sownidea,andto--maintainorachievemutualinterests.Ramblingnegotiationwithoutaclearpurposeisnothingbuta

5、wasteoftime,leadingtonowhere.Inessence,itisnotnegotiation.3)NegotiationmustbeconductedonanequalbasisRegardlessofwhetheritisahigh-levelnegotiationoralow-levelnegotiation,bothsidesareindependentandequalindignityandlegalstatus.(e.g.Whenapersonappliesforapositionortalksaboutapayrisewi

6、thaboss,heorsheisconversing（交谈）withthebossindependentlyandequally.)Therearenosuchrulesthat--theminorityshouldsubmittothemajorityand--thelowerlevelshouldbesubordinatetothehigherlevel.4)AconsensusmustbebuiltonthebasisofmutualconcessionIfonlyonesidemakesconcessionorgaincompletevictor

7、y,itisnotagenuinenegotiation.5)Negotiationinvolvesexchangeofideas,communication,persuation,compromise,andsuchlike2.DefinitionandcharacteristicsofbusinessnegotiationBusinessnegotiationisaformofnegotiationitself.Businessnegotiationisaprocessofconferring（协商）inwhichtheparticipantsofbu

8、sinessactivities--communicate,--d