国际商务谈判教学Chapter 1

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1、ChapterOne:TheGeneralOverviewofInternationalBusinessNegotiationI:TerminologyofNegotiationII:UnderstandingtheFrameworkofIBNIII:PsychologyinnegotiationIV:Casestudy:(Items&necessity)Guidelines1>“Let’snevernegotiatebecauseofscare,andlet’sneverbescaredofnegotiation.”2>“Tomeettheneedsofother

2、s’,wecangainwhatwewant.”3>“Peoplemaynotunderstandwhattheyfeel,butcanfeelitdeeplywhentheyunderstandit.”I:DefineInternationalBusinessNegotiationWhatisnegotiationandwhynegotiate?(Casesinpoint:1>Splittingtheapplepie2>Squabblingoveranorange)B.Whysomepeopleareafraidofnegotiation?(Investigati

3、onandillustration)ThedefinitionofinternationalbusinessnegotiationBusinessnegotiationisacommonhumanactivityaswellasacomplexprocess(复杂过程)inwhicheverypartyinvolvedinabusinessactivitytalkstoeachother,exchangesone’sviewsofpointwiththeobjectiveofsatisfyingone’sownneeds,reachingafinalagreemen

4、tandcarryingitoutthroughcontinuousandconsciousefforts（长期努力）.Featuresofbusinessnegotiation(1-4)1)Negotiationisattheheartofeverytransaction（交换）anditcomesdowntotheinteractionbetweentwosideswithacommongoal(profits)butdivergent（广泛）method.2)Thesemethodsmustbenegotiatedtothesatisfactionofboth

5、parties.Itcanbeverytryingprocesswithconfrontationandconcession（冲突与让步）.3)Bothpartiesshareopeninformation.4)Bothsidestrytounderstandeachother’spointofview.Featuresofbusinessnegotiation(5-8)5)Bothpartiesknowtheyhavecommonandconflictingobjectives,sotheytrytofindawaytoachievecommonandcomple

6、mentary（互补）objectivesacceptabletothemboth.6)Thepurposeofnegotiationistoredistribute（重新划分）thepotentialprofit.7)Everythingisnegotiable.No“takeitorleave（爱干不干）”.8)Itisknownasthe“zero-sumgame（得失所系的赌赛）”.NegotiationSituations(2)(Whynegotiationsoccur?)1)tocreatesomethingnewthatneitherpartycoul

7、ddoonhis/herown,or(---humanrelationship,esp.socialconflicts)2)toresolveaproblemordisputebetweentheparties(---social,businessdifferences,competitionsandconflicts).Characteristicsofanegotiationsituation(6)1)Therearetwoormoreparties---interpersonal,intragroup,orintergroupprocess;2)There