unit8 Business_Negotiation.ppt

Negotiations take place in any place at any time. When you are shopping in a market, you are having a negotiation with the market vendors. When you are persuading your parents to let you go on a vacation trip, you are actually having a negotiation with them. When it takes place in a business context, it comes what we know “business negotiation.” Now you have to choose one of the following negotiations and make a dialogue with your partner. Buying something in a market. Buying/ selling something second-hand. Persuading a classmate to help you. Convincing your parents to buy something for you. Asking your manager for a high salary. Listening task 1.The customer will buy 50 photocopying machines for their ____________ as well as _____________________. 2. The salesperson also offers a ______ discount for any order over 20 machines. 3. The customer is not happy with the discount and then the salesperson is going to convince his supervisor to give the customer a _________ discount. 4. The salesperson gives the customer one-year _________ period. 5. The delivery time is usually two weeks from _______________________ - three weeks at the most. Vocabulary buildup bottom line 底线 call it a day 到此为止 concession 让步 confrontation 冲突 cost-effective 合算的 deadlock 僵局 win-win 双赢 entrepreneur 企业家 hassle 激烈的争论 Pre-Negotiation Negotiating Coming to an Agreement Roles Mr. Lee is going to sit in. Mr. Lee is going to take the minutes. Mr. Lee, you’re going to give us a presentation. Proposing a structure for the negotiation Let’s just run through the agenda. There are three items on the agenda. I think we should start by looking at your product range, the first item. What do you think? Then we will come to the Item 2. After that, we will talk about Item 3. Exerting pressures If you don’t agree with that, we’ll have to look elsewhere. I’m afraid we’ll have to call it a day unless you give us a reasonable offer. Making concessions If you are prepared to guarantee that you can ship s