经贸英语文章选读课件董晓波 ISBN9787566302199 PPTUnit 14 Negotiation.ppt

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1、Unit14NegotiationContents1.TeachingAims2.TextA3.TextB4.SupplementaryReadingTeachingAimsAfterstudyingthisunit,youarerequiredto1.Haveageneralideaoftheprocessofnegotiationinthebusinessactivities.2.Understandthewaystobecomeasuccessfulnegotiator.3.Understandthepowerofsilenceinanegotiation4.Masterthediffi

2、cultwordsandexpressions.TextAHowtoBeaGoodNegotiatorIntroductiontoNegotiationDefinitionsofNegotiationFeaturesofNegotiationNegotiationStylesNegotiationElementsDefinitionsofNegotiationNegotiationderivesfromtheLatininfinitivenegotiarimeaning“totradeordobusiness”.Theverbitselfwasderivedfromnegaremeaning“

3、todeny”andanounotiummeaning“leisure”.Thus,theancientRomanbusinesspersonwould“denyleisure”untilthedealhasbeensettled.Negotiationistheprocessweusetosatisfyourneedswhensomeoneelsecontrolswhatwewant.Wheneverpeopleexchangeideaswiththeintentionofchangingrelationships,whenevertheyconferforagreement,thenthe

4、yarenegotiating.CaseOne一个被单独囚禁的囚犯整日无所事事。一天，他忽然闻到一种万宝路的香烟味道。他很喜欢这种牌子的烟。原来门廊的卫兵正在吸烟，钩起了他的烟瘾。他用手指轻轻的敲了敲门。卫兵走过来傲慢的说：“你要干什么？”囚犯答道：“请给我一只烟，就是你抽得那种万宝路。”卫兵感到很惊异，囚犯还要抽烟，真是异想天开。他嘲弄的哼了一声，就转身走开了。Isthisanegotiation?Isthisasuccessfulnegotiation?CaseOne-FurtherStory囚犯又用手敲了敲门，这次他态度威严。那个士兵吐出一口烟雾，恼怒的扭过头问：“你又想干什么？”囚犯回

5、答：“对不起，请你在30秒之内给我一只烟；否则我就用头撞着混凝土墙，直到撞得自己血肉模糊，失去知觉为止。当我醒来时，我就说是你干的。也可能当局不相信我。但是，你必须出席每一次听证会，不断证明你是无辜的，你必须填写各种报告——所有这些都是因为你拒绝我一只劣质的万宝路！就一只烟，我保证不再给您添麻烦了。”结果卫兵从小窗里给他递了一只烟，并替他点上。Isthisasuccessfulnegotiationfortheprisoner?Howdidtheprisonerachievehispurposethroughnegotiation?FeaturesofNegotiationNegotiatio

6、nisforsomepurpose：motiveofnegotiationbetweentwoormoreparties：1.thereissomethingyouwantfromothers2.aprocessofinformationtransfer3.unpredictabilityoftheresultTheresultisbasedonfreewilloftheparties:theartofpersuasionMotiveofNegotiationNeedsandwantsarethemotivefornegotiation.Needsfromtheotheristhemotive

7、ofnegotiation.Themoreyouropponentwantsfromyou,themorelikelyyouwillsucceed.AnalysisofCaseOne:Initially,theneedforacigaretteurgedtheprisonertonegotiate,buttheguardhasnoneedfromtheprisoner,soherefusedton