unit8 Business_Negotiation

•Inbusiness,youdon'tgetwhatyoudeserve,yougetwhatyounegotiate.ChesterKarrass嘉洛斯NegotiationexpertWhatisnegotiation?Negotiationstakeplaceinanyplaceatanytime.Whenyouareshoppinginamarket,youarehavinganegotiationwiththemarketvendors.Whenyouarepersuadingyourparentstoletyougoonavacationtrip,youareactuallyhavinganegotiationwiththem.Whenittakesplaceinabusinesscontext,itcomeswhatweknow“businessnegotiation.”Nowyouhavetochooseoneofthefollowingnegotiationsandmakeadialoguewithyourpartner.•Buyingsomethinginamarket.•Buying/sellingsomethingsecond-hand.•Persuadingaclassmatetohelpyou.•Convincingyourparentstobuysomethingforyou.•Askingyourmanagerforahighsalary.Listeningtask1.Thecustomerwillbuy50photocopyingmachinesfortheir____________aswellas_____________________.2.Thesalespersonalsooffersa______discountforanyorderover20machines.3.Thecustomerisnothappywiththediscountandthenthesalespersonisgoingtoconvincehissupervisortogivethecustomera_________discount.4.Thesalespersongivesthecustomerone-year_________period.5.Thedeliverytimeisusuallytwoweeksfrom_______________________-threeweeksatthemost.branchofficestheirheadquarters12%15%warrantyreceiptofcustomers’orderVocabularybuildupbottomline底线callitaday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in-house公司内部的knocksb.down杀价patent专利provision条款，规定reiterate重申showone’shand摊牌subscription订购tactic策略trap陷阱Pre-NegotiationNegotiatingComingtoanAgreementWelcoming•OnbehalfofourManagingDirector,I’mverygladtowelcomeyoutoHDCCorporation.•Wearegladthatyoucouldcomeandhopethatyouwillenjoyyourstayhere.•Thankyouforcomingallthisway.Introductions•ThisisMichaelHill.Heisinchargeofsales.•LetmeintroduceyoutoMichaelHill.He’sourItalianAreaManager.Smalltalk•Didyouhaveagoodjourney?•Howwasyourflight?•IsthisyourfirstvisittoShanghai?Openingstatementsandbeginningthenegotiation•We’reshortoftime,solet’sgetstarted.•We’vegotaveryfullagenda,soperhapswe’dbettergetdowntobusiness.•Shallwestart?Statingtheobjectivesofthenegotiation•WhatI’dlikethisnegotiationtoachieveisapreliminaryagreement.•WhatI’dliketogetfromthismeetingisagreementinprinciple.•Weagreethatthepurposeofthisnegotiationistoresolvetheissueofsalary.Roles•Mr.Leeisgoingtositin.•Mr.Leeisgoingtotaketheminutes.•Mr.Lee,you’regoingtogiveusapresentation.Proposingastructureforthenegotiation•Let’sjustrunthroughtheagenda.•Therearethreeitemsontheagenda.•Ithinkweshouldstartbylookingatyourproductrange,thefirstitem.Whatdoyouthink?•ThenwewillcometotheItem2.Afterthat,wewilltalkaboutItem3.Invitinginterruptions•Pleasedon’thesitatetointerrupt.•Pleasefeelfreetoaskquestions.•Wewouldliketoknowwhatyouthink.Consideringwhattheyalreadyknow•You’veallseenourbrochures/proposal/offer.•Ithinkyou’veallhadachancetoreadourcatalogue.Suggesting•WhataboutthemodelABC?Itsellsverywell.•Whydon’tweconsiderthemodelABC？•Ipropose/suggestthatweneedtotalkaboutthatindetail.Agreeing•Iacceptyourview.•Thatsoundsfine.•Ithinkwecanacceptthat.•You’requiteright.Ihadn’tthoughtaboutthat.Disagreeing•Idon’tagreewithyouonthat.•Iseewhatyoumean,butontheotherhanditwon’twork.•I’mafraidthat’soutofthequestion.Exertingpressures•Ifyoudon’tagreewiththat,we’llhavetolookelsewhere.•I’mafraidwe’llhavetocallitadayunlessyougiveusareasonableoffer.Makingconcessions•Ifyouarepreparedtoguaranteethatyoucanshipsoon,wecanreduceourcharges.•WehavenothingagainstwaitingifyoucanassureusthatyoucandeliverbyChristmas.•Providedthatyougiveusa20%discount,weseenoobjectiontoyouroffer.Rejectinganoffer/compromise•I’mafraidthatthoseconditionsareunacceptable.•I’mafraidthatisnotanacceptablealternative.•Yourproposal,asitstands,isnotacceptable.Askingforexplanation/repetition•Couldyoubemorespecificaboutthat?•I’dbeinterestedtoknowmoreaboutthat.•Idon’tquitefollowwhatyou’resaying.Wouldyoumindexplainingitoncemore?•Sorry,I’mnotsureIunderstoodyoucorrectly.Couldyougooverthatagain?Lookingtothefuture•Welookforwardtogettingtoknowyoubetterbothsociallyandprofessionally.•It’sbeenapleasuredoingbusinesswithyou.Closing•Thatbringsustheendofthenegotiation.•Ithinkwecancallitaday.•Ithinkthatcoversit.•I’msurewewouldallagreethatwehavehadasuccessfulmeeting.•Thishasbeenaveryprofitableandsuccessfuldiscussion.Thankyouallforcoming.ThecommonstagesinbusinessnegotiationIntroductions/SmalltalkSettingnegotiationobjectivesPresentingthenegotiationagenda/structureTiming(includingbreaks)PositionpresentedbyeachpartyManagingconflictsBargainingandcompromiseConclusionsandagreementNegotiationbehaviorsindifferentcountriesJapantheleastaggressive(ormostpolite).morepositivepromises,recommendations,andcommitments.politeconversationalstyle-----infrequentuseofnoandyouandfacialgazing,aswellasmorefrequentsilentperiods.Chinaaskquestionsinformationexchangetactics.particularlytheuseofnoandyouandsilentperiods.Francethemostaggressivethreatsandwarningsuseinterruptions,facialgazing,andnoandyouveryfrequentlyCanadathelowestaggressivepersuasivetactics(threats,warnings,andpunishments)usenoticeablymoreinterruptionsandNOsthannegotiatorsfromtheUnitedStatesandJapan.UnitedKingdomHaveastr