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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,concessiona.Twoeleme
2、ntsi.cooperation:mutualinterestii.conflict:interestopposedarguedb.Twodirectioni.holdonorloseallii.giveinlowerrewardc.adjustthemselvesbyexchangingideasoncommoninterest;neitherwhollysatisfied;forbothmorebeneficial.d.integralpartofbusinessactivity.N.donotisolate–inthecourseofselling&providing
3、service.N.atooltogetprofit.e.timescale:1)N.or’spreparationforN.firstcontact.2)reachagreement–commoninterestoperatedduring3rdperiod—maycausefurtherN.3)extendedperiod:bothsides—continueco.※agreementdisciplinesbothsides,ifcooperate,effectofbargain—limited,inthelongrun,unfair—correct.f.measure
4、ofsuccess:not—achievemax.profitbut—successfuloperationoftrade.“Goodbegunishalfdone.”Preparation/vitalforthehighestlevelofsuccess.II.ThedefinitionofN.GerardI.Nierenberg,authorofthefirstbookontheformalizedprocessofN,TheArtofN.ing,stated,“Wheneverpeopleexchangeideaswiththeintentionofchangingr
5、elationships,whenevertheyconferforagreement,thentheyareN.ing.”Inmodernsense—inbookTheRootsofSoundRationalThinking“theabilitytodealwithbusinessaffairs,toarrangebydiscussionthesettlementofterms,toreachagreementsthroughtreatiesandcompromise,andtotravelthroughchallengingterritory.”-suggestsapu
6、rposefulefforttoresolveproblemsthroughtalkingandintellectualcontrol.Includingconsultation,bargaining,mediation（调解）,arbitration（仲裁）,sometimes,litigation (起诉).Differentforms:1)Competitivestyle:Totrytogainallthereistogain2)Accommodative(通融)style:Tobewillingtoyieldallthereistoyield3)Avoidances
7、tyle:TotrytostayoutofN.4)Compromisingstyle:Totrytosplitthedifferenceorfindanintermediatepointaccordingtosomeprinciple5)Collaborativestyle:TotrytofindtheMax.gainforbothparties-byexplorationoftheinterestofbothsides.6)Vengefulstyle:totrytoharmtheother7)Self-infli
