国际商务谈判英文版课件刘婷 ISBN9787566305107 PPTchapter8.ppt

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1、InternationalBusinessNegotiation1Chapter8CommunicationSkillsinInternationalBusinessNegotiation2TeachingObjectivesAfterstudyingthismodule,youshouldbeabletoknow:Inthischapteryouwilllearn1．Howdifferentcultureaffectscommunicationininternationalbusinessnegotiation2．Skillsoftalking3．Skillsofas

2、kingandansweringquestions4．Tipsforgoodlistening3ClosingthedealSummaryofthenegotiationTipsoncontractsigning4123Contentsbargainingtactics48.1Summary：CommunicatingacrossculturesInternationalbusinessnegotiationshaveoftenfailedasaresultofpoorcommunications.Exportersneedtocommunicateclearlywit

3、himportersiftheyaretosucceedintheinternationalmarketplace.Bybuildinglisteningskills,knowinghowtophrasequestions,andusingotherspecificcommunicationstechniques,negotiatorsshouldbeinapositiontoconducttheirinternationalbusinessdiscussionsmoresuccessfully.58.2Skillsoftalking8．2．1Negotiationla

4、nguageInternationalnegotiationsdifferonlyinthefactthatthebuyer／investorisusuallymuchbetterinformedthanastandardcustomer．Bothbuyerandsellerhaveanequalchancetoclosethedeal，andthemoreproactivethedecisionmakeris,thegreaterchanceofcontrollingtheprocesshe’llhave．68.2Skillsoftalking8．2．1Negotia

5、tionlanguage78.2Skillsoftalking8.2.1NegotiationlanguageYourpresentationshouldbeexecutedinallattractivemannerthatispleasing，notoffensive．Itshouldbefairandconsidertheprosandcons，notsuspicious．Itshouldbecooperativeandfriendly，notargumentativeorhostile．Itshouldemphasizethepositive，notthenega

6、tive,stressthefamiliar，nottheunknown，andbedemocratic，notdictatorial．Yourpresentationshouldbeunderstated，notexaggerated．88.2.2HowtoopenandcloseThereareanumberofapproachesyoucanusetoattractimmediateattention.(1)arousecuriositybyaskingaquestionrelatedtoyourtalk.(2)saysomethinghumorous.(3)st

7、artoffwithaninterestingnewsitem.(4)beginwithaspecificillustrationorcase,whichtendstolendanairofseriousnessandrealitytoyourtalk.98.2.2Howtoopenandclose(5)openwiththeimpactofaprofoundquotation.(6)showavisualillustrationofyourmainpoints,whichcanbeeitherachart,pictureoritemre