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1、PRACTICAL BUSINES ENGLISH New Edition,新编实用商务英语,1,目 录,Chapter 1 Business Negotiation,Chapter 2 Business Documents,Chapter3 Business Letters,Chapter 14 Commodities Inspection and Customs Formalities,Chapter 13 Transportation Particulars,Chapter 15 Claims, Force Majeure and Arbitration,2,Chapter 1,Busi
2、ness Negotiation,3,1.Some Basic Conceots of Negotiation 2.The Forms of Business Negotiation 3.The Overall Framework of International Business Negotiation 4.Features of International Business Negotiation 5.Basic Rules of International Business Negotiation 6.The General Producer of International Negot
3、iation 7.Communication Skills for Negotiations 8.Types of Negotiation Styles 9.The Business Contract,Chapter 1 Business Negotiation,4,1.Some Basic Concepts of Negotiation (1)The Concept of Negotiation A negotiation is a process of communication between parties to mange conflicts in order to come to
4、an agreement, solve a problem or make arrangements.,A successful negotiation must satisfy at least the following requirements:,1）The outcome of a negotiation is a result of mutual giving and taking; 2）Negotiations happen due to the existence of conflicts; however, no negotiation can proceed smoothly
5、 and come to a satisfactory solution without collaboration between the participants. 3）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 cannot exercise influence on the result of negotiation, which in a show of the equal right o
6、f the parties.,Chapter 1 Business Negotiation,5,The internal structure of negotiation is :,Chapter 1 Business Negotiation,6,1）Negotiations plays a basic part in conclusion of a contract and has direct influence on the conclusion and implementation of a contract, and also had a great bearing on the e
7、conomic interest of the parties concerned.,2)The dual elements of conflict and cooperation are described here: it is the mutual interest of participants to come to some agreement and this provides a cooperative aspect; however ,the interests of participants are opposed, and this is the basis for riv
8、alry.,3)The parties know that the value of any successful bargain is limited because opportunities provided in the administration of the contract or by other tenders may correct any serious unbalance.,4)Success in negotiation is seen not to be measured in points scored off ones opponent, but in the
9、contribution to the negotiation it self.,(2)The Importance of Business Negotiation,Chapter 1 Business Negotiation,7,Chapter 1 Business Negotiation,2.The Forms of Business Negotiation,8,Background Factors,Atmosphere,The Process Of Negotiation,1)Background Factors refer to objectives, environment, mar
10、ket position, third parties and negotiations. 2)Atmosphere is of great importance to the whole process of the international business negotiation, 3)The Process of Negotiations is made up of three stages.,Overall Framework,3.The Overall Framework of International Business Negotiation,Chapter 1 Busine
11、ss Negotiation,9,Two principals:,First, at the beginning of the negotiation, the negotiations should know well their desired results and not be willfully manipulated by their counterparts. Second, in international business negotiations, price is usual the key point because it directly concerns the e
12、conomic benefits to both sides.,First, at the beginning of the negotiation, the negotiations should know well their desired results and not be willfully manipulated by their counterparts. Second, in international business negotiations, price is usual the key point because it directly concerns the ec
13、onomic benefits to both sides.,1)the best target; 2)the intermediate target; 3)the acceptable target.,4.Features of International Business Negotiation,Chapter 1 Business Negotiation,10,5.Basic Rules of International Business Negotiation (1)Interdependence “one palm cannot clap.” A seller cannot exis
14、t unless he has a buyer, which determines this relationship between them. (2)Concealment and Openness To achieve more satisfactory results, both parties will have to decide how open and honest they should be about personal preference and needs, and to what extent they should trust the other side. (3
15、)Different Negotiation Situations Both parties must change as required of them by situations.,Chapter 1 Business Negotiation,11,(4)Bargainning Mix and Creativity Based on the environment where negotiations feel cooperative and dedicated to seeking the best solution possible instead of meeting but on
16、e sides need. (5)Proposal Exchange To be successful, a negotiator needs to understand the events that are taking place during the exchange of offers, and to know how to use them to advantage, to keep the other side from side from using them to negotiators disadvantage. (6)Winner or Loser Cardinal ru
17、les for a successful negotiator to remenber:1)His/her reputation, and effort to maintain that reputation by means of their negotiating behavioe.2)Most negotiation occurs in relationships that will be maintained over a long period time.3)The settlements that are satisfactory durable are the ones that
18、 meet the needs of both side.,Chapter 1 Business Negotiation,12,(1)Preparing Stage,-Assessment of the Situation and the people -Agenda -Concession Strategies -Facts to Confirm During the Negotiation -Manipulation of the Negotiation Situation -Develop Strategies and Tactics -Pre-negotiation,(2)Contac
19、ting and Materially Negotiable Stage,-Non-task Sounding -Task-related Exchange of Information -Giving Information -Getting Information -Persuasion -Concession and Agreement,(3)Agreement Concluding and Executing Stag,Once the seller and the buyer reach an agreement, it is time to consider what follow
20、s the negotiation.,Chapter 1 Business Negotiation,6.The General Producer of International Negotiation,13,7.Communication Skills for Negotiations,Some essential elements of effective communications for business negotiations are given below:,(1)Comunicating Across Cultures (2)Listening More, Talking L
21、ess (3)Asking Questions (4)Conditional Questions (5)Preparing Questions (6)Putting It All Together (7)Conclusions,Chapter 1 Business Negotiation,14,8.Types of Negotiation Styles (1)Japanese Negotiation Style (2)American Negotiation Style (3)British Negotiation Style (4)French Negotiation Style,Chapt
22、er 1 Business Negotiation,15,Enquiry,Written negotiations often begin with enquiries made by the buyers to get information about the goods be ordered such as quantity, specifications, prices, time of shipper.,Quotation,A quotation is a responsive answer to an enquiry which should include all the nec
23、essary information required by the enquiry. (1)Offer (2)Counter-offer (3)Acceptance,Chapter 1 Business Negotiation,9.The Business Contract,16,Notes 1.negotiation,意为贸易或生意 2.“One palm cannot clap.”一个巴掌拍不响。 3.non-task sounding 开局前试探 4.agenda 议事日程 5.chamber of commerce 商会 6.Visual aids, printed materials, samples, and reference to facts and figures 视觉教具、书面材料、样品及有关的论据和数字,Chapter 1 Business Negotiation,17,谢谢观赏！,