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BusinessNegotiation课程介绍•教学目标：•1.掌握商务谈判的理论基础（科学性）•2.了解商务谈判的技巧（艺术性）•3.熟悉商务谈判领域的英语词汇表达•4.结合谈判理论，分析案例，模拟谈判教学安排•教材：•余慕鸿、章汝雯.商务英语谈判.北京：外语教学与研究出版社，2005.(主教材)•白远.国际商务谈判---理论案例分析与实践.北京：中国人民大学出版社，2002.(参考教材)•安排：•1.教材共七章，每章结束后布置书面作业一份。•2.每章中小节后的练习要求学生作为课后练习，自觉完成。•3.另外，每位同学准备一个谈判案例及技巧分析，在每次上课时安排在课堂上演示。成绩构成•期末成绩占60%•平时成绩占40%•章节书面作业60%•课堂案例演示20%•课堂纪律10%•课堂问答10%Chapter1:PrinciplesofBusinessNegotiation•IntroductiontoNegotiation•PrincipleofCollaborativeNegotiation•PrincipleofInterestDistribution•PrincipleofTrustinNegotiation•PrincipleofDistributive,IntegrativeandComplexNegotiationIntroductiontoNegotiation•DefinitionsofNegotiation•Featuresofnegotiation•Negotiationstyles•NegotiationelementsDefinitionsofNegotiation•NegotiationderivesfromtheLatininfinitivenegotiarimeaning“totradeordobusiness”.•Theverbitselfwasderivedfromnegaremeaning“todeny”andanounotiummeaning“leisure”.•Thus,theancientRomanbusinesspersonwould“denyleisure”untilthedealhasbeensettled.DefinitionsofNegotiation•Negotiationistheprocessweusetosatisfyourneedswhensomeoneelsecontrolswhatwewant.•Wheneverpeopleexchangeideaswiththeintentionofchangingrelationships,whenevertheyconferforagreement,thentheyarenegotiating.CaseOne•一个被单独囚禁的囚犯整日无所事事。一天，他忽然闻到一种万宝路的香烟味道。他很喜欢这种牌子的烟。原来门廊的卫兵正在吸烟，钩起了他的烟瘾。他用手指轻轻的敲了敲门。卫兵走过来傲慢的说：“你要干什么？”囚犯答道：“请给我一只烟，就是你抽得那种万宝路。”卫兵感到很惊异，囚犯还要抽烟，真是异想天开。他嘲弄的哼了一声，就转身走开了。•Isthisanegotiation?•Isthisasuccessfulnegotiation?CaseOne•这个囚犯却不这么看待自己的处境。他又用手敲了敲门，这次他态度威严。那个士兵吐出一口烟雾，恼怒的扭过头问：“你又想干什么？”囚犯回答道：“对不起，请你在30秒之内给我一只烟；否则我就用头撞着混凝土墙，直到撞得自己血肉模糊，失去知觉为止。当我醒来时，我就说是你干的。也可能当局不相信我。但是，你必须出席每一次听证会，不断证明你是无辜的，你必须填写各种报告---所有这些都是因为你拒绝我一只劣质的万宝路！就一只烟，我保证不再给您添麻烦了。”•结果卫兵从小窗里给他递了一只烟，并替他点上。•Isthisasuccessfulnegotiationfortheprisoner?•Howdidtheprisonerachievehispurposethroughnegotiation?FeaturesofNegotiation•Negotiationis•forsomepurpose：•motiveofnegotiation•betweentwoormoreparties：•1.thereissomethingyouwantfromothers•2.aprocessofinformationtransfer•3.unpredictabilityoftheresult•Theresultisbasedonfreewilloftheparties:•theartofpersuasionMotiveofnegotiation•Needsandwantsarethemotivefornegotiation•Initially,theneedforacigaretteurgedtheprisonertonegotiate,buttheguardhasnoneedfromtheprisoner,soherefusedtonegotiate.•Inordertoachievehispurpose,theprisonercreatedaneedfortheguardtonegotiatewithhim.•Needsfromtheotheristhemotiveofnegotiation.•Themoreyouropponentwantsfromyou,themorelikelyyouwillsucceed.Fundamentalreason•Fundamentalreason:scarceresources•WhydidIsraelnegotiatewithEgypt?•WhydoesforeigncompanynegotiateoverinvestmentorcooperationcontractwithlocalChinesecompanies?•Whydopeopletrade?•Whydoemployeesnegotiateoversalarywiththeboss?•Conflictoccurswhentwoormorepeoplecompeteoverlimitedresources.•Whatisconflict?Whatarethefeaturesofconflict?Conflict•AConflictisadispute,disagreementorargumentbetweentwoormoreinterdependentpartieswhohavedifferentandcommoninterest.•Threeessentialpoints•Interdependentparties(relationshipdevelopedbyinterrelatedinterest)•Bothcommonanddifferentinterests•Fightforone’sowninterests•Howisthisprinciplereflectedinthecase?Stakes•Stakesarethevaluesthatmaybegainedorlost,andcoststhatmaybeincurredoravoided.•Disputableinterests•Nofreelunch(oneforone)•Comparisonofbenefits•Currentinterestvs.long-terminterest•Whataretheprisoner’sstake?•Whataretheguard’sstake?Disputableinterests•Negotiatingpartieswilleithergaintheintereststheyexpecttowinfromthenegotiationorlosewhattheyhopetoattain,whichindicatesthatthetalksarepertinenttorelevantparties’ownaffairsandinterests.•Onlywhenapartyhasstakesconnectedwiththeissuestobetalked,canitbecomesactivelyengagedinthenegotiation.Nofreelunch•Inordertogetwhatisdesired,bothpartieshavetopayforthegainingateitherhighcostorlowcostdependingonhowwellnegotiatorsmanagethesituation.betweentwoormoreparties•Negotiationisbasedoninformationflowbetweentwoormoreparties.•Theinformationgapandunpredictabilityoftheotherpartymakesnegotiationpossible.•Soinformationisanessentialelementinthesuccessofnegotiation.CaseTwo•世界著名的迪斯尼公司在20世纪90年代遇到这样一件事情。公司耗资50亿美元在巴黎附近兴建的主题公园准备于1992年4月12日开张，工程结束前，建筑承包商却要求迪斯尼公司为工人的额外劳动追加近150万美元的工资。建筑承包商之所以在当时要钱，其奥秘不言自明。欧洲迪斯尼总经理称这一要求为敲诈，完全不与理会。CaseTwo•但在第二次的交涉中，公司进一步了解到事态的发展过程，发现建筑商获得法国新闻界的支持，许多报纸公开报道并夸大宣传此事，一时间满城风雨。令迪斯尼公司更感到威胁的是，对方决定在主题公园的盛大开张日举行示威游行。认识到自己处于一个无法取胜的境况之后，迪斯尼公司立刻转变态度，声称与对方全面协商，并很快付清了工人工资。CaseAnalysis•1.Thetwopartiesinformeachotheroftheiractionsandreactions,whichmakesnegotiationproceed.•2.Theconstructioncompanygetstheessentialinformation:theopeningdateoftheDisneyPark.•3.Informationtransfermethod:theuseofinformationbroadcastingtothemassaddsdangerforDisneyontheonehandandmakesDisneybelieveinhisdeterminationtoarrangeastrikeontheotherhand.ArtsinNegotiation•1.Thereisnofixedmodeinnegotiation,andcreation,intelligenceandtacticsarerequiredinsuccessfulnegotiation.•2.Artoflanguageuse•3.Negotiationisaprocessofcommunication,soskillsincommunicationisfundamental.Intelligence•20世纪60年代，杜戴拉拥有一家玻璃制造公司，但他一直渴望能进入石油业。当他得知阿根廷准备在市场上买2000万美元的丁二烯油气，他就到那里去看看能否获得合约，但他发现竞争对手是英国石油公司和壳牌石油公司。•Undersuchcircumstance,whatmeasurecanyouthinkuptowinthiscontract?•Whereshallwebeginwithinfindin