商务英语谈判PPT.ppt

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1、EnglishofBusinessNegotiationBusinessEnglishClassTwoHuangShoupanTheComperhensionofBusinessNegotiationNegotiationisabargainingsituationinwhichtwoormoreplayershaveacommoninteresttocooperate,butatthesametimetheyhaveconflictinginterestsoverxeactlyhaotoshare.Inotherwo

2、rds,theplayerscanmutuallybenefitfromreachinganagreementonanoutcomefromasetofpossibleoutcomes,buthaveconflictinginterestsoverthesetofoutcomes.TheGeneralProceduresofBusinessNegotiations1.Non-TaskSounding2.CreatingValueGivinginformationGettinginformation3.Overcomin

3、gBarrierstoAgreementBargainingBargainingstrength—referstothepowerthatonepartisabletoexertagainstanother.Bargainingrang—referstothedegreeofmovementthatispossibleforeachpartywithrespecttoindividualissuesontheagenda.PersuasionPromise:Astatementinwhichthesourceindic

4、ateshisorherintentiontoprovidethetargetwithareinforcingconsequencewhichthesourceantipateathetargetwillevaluateaspleasant.Recommendation:Astatementinwhichthesourcethatapleasantenvironmentalconsequencewilloccurtothegoal.Threat:Sameaspromise,exceptthatthereinforcin

5、gconsequencesarethoughttobeunlieasant.Reward:Astatementbythesourcethatisthoughttocreatepleasantconsequencesforthetarget.Punishment:Sameasreward,exceptthattheconsequencesareunpleasant.Commitment:Astatementbythesourcetotheeffectthathisfuturebidswillnotgobeloworabo

6、veacertainlevel.Question:Astatementinwhichthesourceasksthetargettorevealinformationaboutitself.ThemaincontentsofBusinessNegotiationInquiryandReplyMakeinginquiriesistheinitialstagrofbusinessnegotiationsbetweenthebuyersandsellersininternationalbusinessactivities.I

7、tspurposeistoseekasupplyofproducts,serviceorrelativeinformation.OfferandCounter-offerQuotationisjustanindicationofpricewithoutcontractualobligation,anditissubjecttochangewithoutpreviousnotice.Butofferisdifferentfromquotation.Ifaproposalforconcludingacontractaddr

8、essedtooneormorespecificpersonissufficientlydefinite,andindicatestheintentionoftheofferertobeboundincaseofacceptance,itconstitutesanoffer.PricePriceisoneofthemostimpo