资源描述：
《国际商务谈判英文版).doc》由会员上传分享，免费在线阅读，更多相关内容在行业资料-天天文库。
1、BusinessNegotiation–Lesson2Chapter1Slide1Oneofthemostimportantthingstorememberinbusinessistonevermakeenemies.Youdon’thavetoloveeveryone,butifyoudislikesomeonemakesureyoudon’tshowit.Yourenemytodaymaybeyourbosstomorrow.Slide2Thebasicprinciplesofnegotiationare:-communication,neg
2、otiableissues,commoninterests,giveandtake,trustandtobeagoodlistener.Slide3Themostsuccessfulnegotiationendswithawin-winsolution.Bothpartiesmustfeelasthoughtheyhavegainedsomething.Bothpartiesmustnegotiatetowardsamutualgain.Slide4Beforenegotiationsbegin,bothpartiesshouldknowthef
3、ollowingsixdetails:-why,whowith,what,where,whenandhowtheynegotiate.Slide5Negotiationisaprocessofexchanginginformationbetweentwosidesandbothsidestrytounderstandeachother’spointsofview.Bothpartiesknowthattheyhavecommonandconflictingobjectives,sotheytrytofindawaytoachieveacommon
4、andhelpfulobjectivethatwillbeacceptabletothemboth.Slide6Insummary:commoninterestsmustbesought.Negotiationisnotagame.Inasuccessfulnegotiation,everyonewinssomething.Slide7Successisn’twinningeverything–it’swinningenough.Slide8Innegotiation,bothequalityandmutualbenefitareveryimpo
5、rtant.Bothpartiesareequalinstatus.Theyhaveequalrightsandobligations.Rememberthatinasuccessfulnegotiation,eachpartymustgainsomethingorthereisnoreasonfortheotherpartytoparticipate.Bothpartiesshouldpreparewellforthenegotiationandbereadytosatisfytheotherparty’sneedsonanequalbasis
6、.Slide9Throughnegotiation,bothpartiesareseekinganarrangementofabusinesssituation.Thepurposeofthisistoseekawin-winsituationinsteadofawin-loseone.Itisthroughsincerecooperationthatthisresultcanbemade.Slide10Sincerityisveryimportantforanegotiator’sstyle.Developtrustbetweenthetwop
7、arties.Treatothersasyouwanttobetreated,thiswillpromotethenegotiationandgetsuccessfulresults.Slide11Keepitflexibleandfluid.Donotbetoorigidinwhatyouwanttogive,andinwhatyouwanttotake.Allnegotiationsareaprocessofconstantthinking,exchanginginformationandcontinuousgiving.Beforenego
8、tiationtryandworkoutwhattheotherpartymightbethinking,whattheirneedsm
