国际商务谈判课件肖文萍Course DescriptionCourseDescription.ppt

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1、CourseDescriptionOfBusinessNegotiationinEnglishContentsLeading-inExamplesCourseIntroductionThreeQuestionsThreeFeaturesThreeStepsCoursePlanUseoftheBookTheWayofPresentationTheRequirementsonStudentsLeading-inExamplesPearCaseHouseRentCourseIntroduction1.    ThreeQuestions1

2、)   Whatis(business)negotiation?2)   Whatisthepurposeof(business)negotiation?3)   Bywhatmeanscanwewinthenegotiation?OrWhatskillsarerevolvedinasuccessfulnegotiation?AndWhataretheproperEnglishexpressionsbeingused?TheAnswerstotheFirstQuestionThebusinessnegotiationsaretoug

3、htalkshappeningbetweentwopartiesincontradictionforthepurposeofcooperationandmakingmaximumbenefitthroughdiscussionandconcessions2.Thethreefeaturesofnegotiation:contradictionco-operationconcession1)  Twopartiesincontradictiontrytoreachanagreementoncooperationthroughdiscu

4、ssionandconcessions.2)Thegeneralpurposeiscooperation.Theconcretepurposeistoobtainmaximumbenefitandtomaketheleastconcession.3)Thethirdquestionissomewhatcomplicatedsincethenegotiationfordifferenttransactionsanditemsindifferentsituationsrequiresdifferentskills,andthatcome

5、sthenegotiation.3.ThreeStepstoFollow:Differentitemsandsituationsdemanddifferentskills,generallyyouhavetofollowthreesteps:1)deviseatarget2)dosomepreparations3)negotiateforthetargetCoursePlanInreferenceto学习任务与学习活动一览表.docUseoftheBookTheFeaturesandAdvantagesoftheBookTheArr

6、angementoftheContentsandTimeTheWayofPresentationTeacher-centeredExplanationoflanguageexpressions,specialterms,negotiationskillsandconcernedknowledgeStudent-centeredPracticeinthesituationofferedingroups教学设计：BusinessNegotiationPerformances.docVSCNBEC口试样题.pdf用头脑风暴的形式讨论本单元

7、的目标、重点和难点小组讨论常用的专业术语、英语的常用表达方式、谈判技巧和相关知识。以组长或小组代表的形式展示完成情况，介绍课下完成的任务的内容老师评价总结组织谈判模拟（CNBEC考试前主要利用教材中的Performance部分模拟CNBEC口试；CNBEC考试后，模拟真实的商务谈判）评价打分教学组织：以小组（从开始固定谈判小组）讨论的形式完成任务书中的一些项目，包括常用的专业术语、英语的常用表达方式、可以找到的谈判技巧和相关知识等任务书完成情况展示谈判模拟考核方案：考试内容是将以上前五个任务合并为一个大任务，并将其具体化，设计成一笔

8、具体的交易。考核过程从任务发放开始，经历市场调查、网络调查、谈判代表队内部讨论、调查报告撰写等过程，使学生对谈判任务逐渐加深了解，对任务所涉及的市场状况形成了一定的概念，经过就此项任务进行的谈判技巧辅导后，学生们掌握了此项任务基本情况