商务英语Chapter 1.pptVIP

Chapter OneThe Overview of Business Negotiation Learning Focus学习要点 1 .Learn the conception of business negotiation by heart. 记住商务英语谈判的概念。 2. Get to know deeply about the characteristics of business negotiation. 加深对商务英语谈判特点的了解。 3. Master the main content of business negotiation. 掌握商务英语谈判的主要内容。 4. Comprehend correctly the basic rules and principles of business negotiation. 准确把握商务英语谈判的基本规则和原则。 5. Read the Text Extension freely. 熟读拓展课文。 Chapter One Text: The Overview of Business Negotiation I. The Comprehension of Business Negotiation Negotiation is a bargaining situation in which two or more players have a common interest to cooperate，but at the same time they have conflicting interests over exactly how to share. In other words，the players can mutually benefit from reaching an agreement on an outcome from a set of possible outcomes，but have conflicting interests over the set of outcomes. The main problem that confronts the players in a bargaining situation is the need to reach an agreement over exactly how to cooperate before their actual cooperation. Each player would like to reach some agreement that is as favorable to him as possible. It is conceivable that the players will reach an agreement successfully or fail to do so. Chapter One II. The Characteristics of Business Negotiation Negotiation is a social phenomenon and Negotiation is a process of information exchange a special embodiment of human relations. between two sides. They are counterparts of matched qualification and rather independent in material force，personality and social status，etc. Due to mutual contact，conflicts and differences in viewpoints，needs，basic interests and action modes，both parties try to persuade the other party to understand or accept their view points and to satisfy their own needs. In negotiations，both parties should know the six points: why they negotiate; who they negotiate with; what t