实用外经贸谈判英语教程课件廖瑛 ISBN9787811348095 PPT PPTLesson 3.pptVIP

Lesson 3. Negotiation Strategies on International Business (2) 国际商务谈判策略 (2) New Words and Expressions 1. offensive [????????] a. 冒犯的；攻击的 2. defensive [?????????] a. 自卫的；防御用的 3. springboard [??????????] n. 跳板；出发点 4. concession [?????????] n. 让步；特许（权） 5. presuppose [????????????] v. 预料；假 定；以……为先决条件 6. reconciliation [???????????????] n. 和解；调和 7. suspicious [?????????] a. 怀疑的；多疑的 8. commitment [??????????] n. 承诺，保证；承担义务；委托；借口 9. paramount [??????????] a. 最重要的，主要的；至高无上的 10. warranty [????????] n. 担保；保证 1. Introduction Situation tactics, which are concerned with the initiative, may be divided into two classes: offensive and defensive. 情景策略与主动性相关，可分为两类：进攻型的策略和防守型的策略。 Negotiators can not rely on defensive tactics only, because no defense is ever perfect, a weak point will be found upon which the Opponent can concentrate his attack. 谈判人员不能只采用防守的策略，因为没有一个防守是完美的，对手终究会找到攻击的弱点。 2. Situation Strategies Offensive Tactics 进攻型的策略 A. Asking questions (提问) B. Making the other side appear unreasonable (让对方显得无理 ) C. ‘Pulling the pig’s tail’ (将对方引向相反的方向) D. Use of commitments (利用借口 ) E. Discovering interests (善于发现对方的利益所在) F. Presenting arguments (积极有效地提出己方的观点) G. ‘The right answer’ strategy (“正确答案”策略) H. ‘The best alternative’ strategy (“最佳选择”策略 ) Comprehension Exercises Teachers note that here we only give you some examples of the exercises. You are free to add more to the PPT file according to your actual teaching situation. 1. Comprehension Questions: 1) What are the main differences between offensive and defensive negotiation strategies? Key: Offensive tactics are designed to take the initiative. Defensive tactics are the counter to offensive tactics, and they are the springboards from which a counter-offensive can be launched. 2) How many offensive tactics can you list? Key: Asking questions; making the other side appear unreasonable; “pulling the pig’s tail”; use of commitments; discovering interests; presenting arguments; “the right answer” strategy; “the bes