国际商务谈判上课时间2010年3月3日1-2节题Unit1PreparingthegroundLearningnegotiationpreparationitems,includingmotivesandkeyagreeingobjectives,strategyandrolesInstruction学内容提纲kindsofbusinessnegotiationclassifiedbyscaleofparticipatorsOne-on-onenegotiation---only1personfromeachsidewhentouseit:the2partieshavelongrelationship,befamiliartoeachotherwithcleartransactionterms;betweensalesmanandcustomer,whohastherighttodeciderenewthecontractwithfewchangesdetailsinbignegotiation.mostdifficultkindadvantage:flexible;quickdecision;avoidtoexposebadcooperation;goodtokeepsecret.collectivenegotiation---2ormorepeoplefromeachsideclassifiedbyvenuehomecourtnegotiationawaygroundnegotiationneutralplacenegotiationclassifiedbywaysofproceedingverticalnegotiation:solvetheproblemonebyonelateralnegotiation:solvetheproblemonebyoneatthebeginning,whenthereisabasicpatternofbusinessnegotiation“win-lose”style:moreconflictsthancooperation,withobviouswinandlose.“win-win”style:eachpartybenefitsfromthenegotiation.①toenhancetheloyaltyofeachother;goodguaranteetoincreaseefficiency;②beneficialtorenewthemarketingconcept.③evaluationcriteriaofbusinessnegotiationifthenegotiator’sneedsaresatisfiedifthenegotiationisefficient:costincludes3parts:①differencebetweentheexpectedprofitandrealprofit;②sumofallconsumedforthenegotiation,includingmanpower,materials,financialresourcesandopportunitycost.ifthenegotiatorsareingoodrelationshipafterwards业及思ReadthecasestudyandtellwhyMatsushitaElectricCorporationsacrificedthepresentinterests?Whatwastheconsideration?1).ChristopherEM.NegotiatingSkillsForBusiness.KoganPageLtd.,19962).ComfortJ.成功谈判.王关富，宿玉容改编.复旦大学出版社，20013).CurryJE.国际商务谈判.上海：上海外语教育出版社，2000Techniques.TheBureauOfNationalAffairs,Inc.,1991国际商务谈判上课时间2010年3月10日1-2节题Unit1PreparingthegroundLearningnegotiationpreparationitems,includingmotivesandkeywelcomeandintroductionsInstruction+casestudy学内容提纲basicpsychologicalqualityforbusinessnegotiatorsbeconfident1.2bepatient1.3besincere1.4bedecisivecharactersandnegotiationpower-orientedandrelatedcountermeasurepersuasiveandcountermeasurecharacter:havegoodpersonalrelationshipandfavorpraiseandsocial①recognition;think②don’trejectdirectly.③①beoffensiveinthepretextofbeingpoliteorarousesomeargumenttomakeupset;preparealotofdetaileditemsinordertomakehimtiredandwantto②finishthe③createone-on-onetalkifpossible.executiveandcountermeasurefollowtheinstructionstrictly,wouldn’tmakeanychange;prefersmoothand①②countermeasure:trytobuildaone-on-onetalktomakethenegotiationmore①efficient;②prepareplentiful③suspiciousandcountermeasurecharacter:besuspiciousabouteverythingevenifit’strue;hesitating;very①②③carefuloncountermeasure:makesuretheproposalisveryspecificandexact,avoidthe①wordslikeabout”,“nearly”;bepatientanddon’turgehim/her;neverlie.②③业及思ReadthecasestudyandtellwhyMatsushitaElectricCorporationsacrificedthe1).ChristopherEM.NegotiatingSkillsForBusiness.KoganPageLtd.,19962).CurryJE.国际商务谈判.上海：上海外语教育出版社，2000国际商务谈判上课时间2010年3月17日1-2节题Unit2SettingtheagendastructuringandcontrollingthenegotiationprocesscontrollingthenegotiationprocessInstruction+casestudy学内容提纲BuildingOne’sBATNABestAlternativeToaNegotiationAgreementHostCourtGuestCourtThirdParty’sCourtDiscoveradvantagesanddisadvantagesoft...