商务英语谈判Chapter-3-(2).ppt

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1、Task:Imagineyouaregoingtoreceiveavisitoronbehalfofyourcompanyattheairport/station.Pleaseprioritizethethingsyoushoulddo.A.HelpthevisitorwithaccommodationB.BookareservationinahotelC.ReceivevisitorsattheairportD.DiscussitinerarywiththevisitorAnswer:B→C→A→DPractice—AttheHotelVide

2、oUsefulWordsandPhrasesListen:Conversationsreservationidentificationbilllobbydepositavailablebalconyoverlookdoublebed/singlebedconfirmationnumberstandardroommakeunder(aname)checkincheckoutbreakfastservedsettleabillConversationGroupWorkGiverole-playsaccordingtothesituationandth

3、einformationbelow.Youandyourvisitorshavejustarrivedatthelobbyofthehotel.Helpthemtocheckinandthendiscusstheitinerarywiththem.Guest:Mr.DavidFoss&Mr.JohnHarrisDuration:from28Octoberto3November2010Room:businesssuite//windowsightsFacilities:conferenceroom//swimmingpoolPayment:cred

4、itcard29October09:00meetingwithExecutiveManager15:00factoryvisit30October10:00goingtoTradeFair31October10:00conferencewithChinesecompany14:00shopping1NovemberconferencewithChinesecompany2NovembersightseeinginthecityPractice—Itinerary3.3ProcedureoftheNegotiationPre-negotiation

5、StageItstartsfromthefirstcontactbetweenthetwosideswhoseinterestindoingbusinesswitheachotherisshown.establishingtargetsfornegotiationnegotiationteamgettinginformationconcerneddesigningagendafornegotiationmakingafeasiblenegotiationplanIntegrativeBargainingStageContentofNegotiat

6、ionDecision-makingandActionStagewrappingupdrawingupawrittencontractcontractsigningContentofNegotiationPriceQualityTermsofPaymentPacking&ShippingInsuranceAgencyComplaints,Disputes&ClaimsArbitrationProcessing&AssemblingTradeCompensationTradeTechnologyImportationJointVenture1.Es

7、tablishingTargetsforNegotiationTwoprinciplesAtthebeginningofthenegotiation,thenegotiatorsshouldknowwelltheirdesiredresultsandnotbewillfullymanipulatedbytheircounterparts.Negotiatorsneedtoputforwardwhattheyexpect,takeafirmstandandmakecleartheirposition.Pre-negotiationStageThre

8、edifferenttargetsThebesttargetTheintermediatetargetTheacceptabletarg