UNIT-7-SECTION-A-课件PPT---福州外语外贸职业技术学院.ppt

UNIT 7 Business Negociation and Contract After studying this section, you are required to 1. have a general idea of the process of negotiation ; 2.understand the how to negotiate ; 3. master the Principled-Negotiation Approach 4. master the difficult words and expressions Text A: The Process of Negotiation Think about the following questions before you read the text in detailed. Why do people have to negociate sometimes? What should thay do before negociating in order to do it well? In your opinion, what is the process of negociation? Analysis of the text. 1“Distributive negotiation:分布式谈利—谈利双方的目的、想取得的结果不一致。 Integrative negotiation:合性谈利—谈利双方的目的、想取得的结果一致。 2 This way, you must be prepared to use persuasive tactics and you may not end up with maximum benefit. 这样的话，你必须准备好使用劝说策略，并且可能也达不到最好的效果。 persuasive:有说服力的，劝诱的 He presented us very persuasive arguments in the paper.在论文里，他给我们提供了非常有说服力的证据。 3. pre-negotiation:谈列前。pre-:前缓，意思是“在……之前，先于”。 You should preview the text before the class.上课之前你要预习课文。 4. You have to take into account how it will benefit the other party by offering some sort of reward or incentive.你必须考虑到如何通过提供某种奖励使对方受益。 take into account: take into consideration考虑 Before you go to have a picnic in the field, you should take the weather into account. 你到野外去野欢之前，应该考虑到天气。 5. incentive［insentiv] n.刺激，奖励 His words gave me an incentive and I worked twice as hard. 他的话语给我以鼓励，我工作起来加倍努力。 You may end up losing something in the negotiation that is more valuable to your business than money. It could be a reliable client or your company reputation. 在谈判中，你可能失去对你的生意来说比金钱更有价值的东西：一个可靠的顾客或是你公司的声誉。 6. end up doing…最后成为 We didnt like it at first, but we ended up cheering. 一开始我们不喜欢它，最后却为之欢呼。 7. more valuable than...…：比……更有价值 8. reputation n.声誉，名声 Company reputation is more valuable than profit. 公司的声番比利润更为可贵。 Writing or phoning in person will allow you to set the agenda in advance...… 亲自写信或打电话可以让你提前定好日程…… 9. in person：亲自 I cant attend the meeting in person, so