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1、BusinessEnglishforNegotiation商务英语谈判PrefaceChapterOne:PreparationforN.ChapterTwo:StructureandSequenceofN.ChapterThree:NegotiationTactics/StrategyPreface:IntroductoryKnowledgeI.buyer/sellerbargainingonthepricemobility,differentprice,mutuallysatisfyingagreement,ownpurpose,c
2、oncessiona.Twoelementsi.cooperation:mutualinterestii.conflict:interestopposedarguedb.Twodirectioni.holdonorloseallii.giveinlowerrewardc.adjustthemselvesbyexchangingideasoncommoninterest;neitherwhollysatisfied;forbothmorebeneficial.d.integralpartofbusinessactivity.N.donot
3、isolate–inthecourseofselling&providingservice.N.atooltogetprofit.e.timescale:1)N.or’spreparationforN.firstcontact.2)reachagreement–commoninterestoperatedduring3rdperiod—maycausefurtherN.3)extendedperiod:bothsides—continueco.※agreementdisciplinesbothsides,ifcooperate,effe
4、ctofbargain—limited,inthelongrun,unfair—correct.f.measureofsuccess:not—achievemax.profitbut—successfuloperationoftrade.“Goodbegunishalfdone.”Preparation/vitalforthehighestlevelofsuccess.II.ThedefinitionofN.GerardI.Nierenberg,authorofthefirstbookontheformalizedprocessofN,
5、TheArtofN.ing,stated,“Wheneverpeopleexchangeideaswiththeintentionofchangingrelationships,whenevertheyconferforagreement,thentheyareN.ing.”Inmodernsense—inbookTheRootsofSoundRationalThinking“theabilitytodealwithbusinessaffairs,toarrangebydiscussionthesettlementofterms,tor
6、eachagreementsthroughtreatiesandcompromise,andtotravelthroughchallengingterritory.”-suggestsapurposefulefforttoresolveproblemsthroughtalkingandintellectualcontrol.Includingconsultation,bargaining,mediation（调解）,arbitration（仲裁）,sometimes,litigation(起诉).Differentforms:1)Com
7、petitivestyle:Totrytogainallthereistogain2)Accommodative(通融)style:Tobewillingtoyieldallthereistoyield3)Avoidancestyle:TotrytostayoutofN.4)Compromisingstyle:Totrytosplitthedifferenceorfindanintermediatepointaccordingtosomeprinciple5)Collaborativestyle:TotrytofindtheMax.ga
8、inforbothparties-byexplorationoftheinterestofbothsides.6)Vengefulstyle:totrytoharmtheother7)Self-inflic
