商务英语阅读上册课件第二版国晓立 周树玲ISBN 9787566300270 unit 10.ppt

Unit Ten Teaching Objectives 了解商务谈判的重要作用 了解商务谈判的基本过程 了解商务谈判的常用技巧和策略 Teaching Emphases adapt to label preparatory oriental occidental Content Text Fast Reading I Fast Reading II TEXT Negotiation Skills and Strategies Pre-reading questions 1. What is negotiation? 2. Do you know any negotiation skills and strategies? Human beings are living in a world full of contradictions, disputes and confrontations. People have to negotiate to resolve some problems. More and more occasions require negotiation; fewer and fewer people will accept decisions dictated by someone else. People differ, and they use negotiation to handle their differences. To adapt to nowadays business world, it is all necessary for everyone to have a better understanding of the activities of negotiations and be able to answer the questions of negotiations. A negotiation is a process of communication between parties to manage conflicts in order to come to an agreement, solve a problem or make arrangements. Negotiation is a basic means of getting what you want from others. It is back-forth communication designed to reach an agreement when you and the other side have some interests that are shared and others that are opposed. However, not all negotiations can be labeled as successful ones in a strict and rational sense, which means they must satisfy at least the following conditions: The outcome of negotiation is a result of mutual giving and taking. One-sided concession or compromise can not be called a successful negotiation. Negotiations happen due to the existence of conflicts; however, no negotiations can proceed smoothly and come to a satisfactory solution without collaboration between the participants. In spite of unequal strength and power on the side of one party, it should not be viewed as a success if the other party can not excise the right to the result of the negotiation, which is a show of equal right of the parties. The following skills and strategies in negotiatio