國際商務談判英文

BusinessNegotiation–Lesson2Chapter1Slide1Oneofthemostimportantthingstorememberinbusinessistonevermakeenemies.Youdon’thavetoloveeveryone,butifyoudislikesomeonemakesureyoudon’tshowit.Yourenemytodaymaybeyourbosstomorrow.Slide2Thebasicprinciplesofnegotiationare:-communication,negotiableissues,commoninterests,giveandtake,trustandtobeagoodlistener.Slide3Themostsuccessfulnegotiationendswithawin-winsolution.Bothpartiesmustfeelasthoughtheyhavegainedsomething.Bothpartiesmustnegotiatetowardsamutualgain.Slide4Beforenegotiationsbegin,bothpartiesshouldknowthefollowingsixdetails:-why,whowith,what,where,whenandhowtheynegotiate.Slide5Negotiationisaprocessofexchanginginformationbetweentwosidesandbothsidestrytounderstandeachother’spointsofview.Bothpartiesknowthattheyhavecommonandconflictingobjectives,sotheytrytofindawaytoachieveacommonandhelpfulobjectivethatwillbeacceptabletothemboth.Slide6Insummary:commoninterestsmustbesought.Negotiationisnotagame.Inasuccessfulnegotiation,everyonewinssomething.方Slide元7喜使Succe竊ssis菠n’tw緒innin恐geve繞rythi哪ng–狀it’s脊winni饞ngen而ough.蛾Slide雖8先讀Inne飾gotia敲tion,箱認both疾equal轎itya外ndmu奉tual佛benef飼itar緒e允very最impo涼rtant閥.Bo船thpa乖rtie并sare顧equa餃lin摧statu尾s.T煮heyh規(guī)avee脂qual如right鏈sand毛obli訓gatio址ns.短Remem去bert既hati弦nas書ucces驚sful音negot圖iatio塔n,ea掀chpa榴rtym暈ustg宋ains爺ometh梨ingo由rthe室reis愚nor沙eason殲for突the探other誦part常yto仗parti南cipat堆e.B咳othp居artie沫ssho床uldp尸repar暮ewel架lfor統(tǒng)the星negot當iatio板nand餃b智erea篇dyto嘉sati齡sfyt塵heot抓herp干arty’謎snee藥dson蛛ane勾qual罷basis央.伙Slide隊9計很Throu梳ghne息gotia卵tion,瓣both羅part錢iesa蕩rese捐eking飲ana原rrang仁ement妙ofa邊busi詠ness噸situa嫁tion.寒The果purp埋oseo給fthi壇sis寨tose晴eka鞋win-w寶insi勁tuati鉤onin脂stead建ofa蒼win-踐lose嚼one.桂Iti仗sthr券ough黃since臂reco廢opera郊tion榮that棗this扔resul男tcan西bem擇ade.符Slide潛10亂宴Since遍rity譜isve檢ryim撫porta歉ntfo奪ran軍egoti怨ator’須ssty野l(fā)e.D里evelo創(chuàng)ptru通stbe該tween縮the鑼twop壯artie絮s.T醋reat巡other踩sas狀youw贈antt片obe拴treat由ed柔,幣this錫will朝prom塘otet忍hene松gotia往tion厘andg危etsu讀ccess貝fulr薯esult晨s.名Slid均e11隊啊Keep愛itfl昌exibl覆eand趁flui口d.D鎖onot礦bet段oori縱gidi趟nwha反tyou尸want點tog明ive郊,珠and群inwh付atyo蹤uwan遺tto梨take.誓All肯nego等tiati念onsa極rea泥proce脖ssof沖cons逗tant翼think哪ing,壁exch徒angin喬ginf俊ormat西iona繳ndco槽ntinu社ousg貫iving止.Be奇fore杏negot團iatio隸ntry魂and物work飯outw豈hatt玉he后other匙part仍ymig芬htbe椒thin幕king,圾what慘thei蹤rnee閃dsma董ybe炸andw潤hatt交heir軍tacti玻csmi拐ghtb彩e.弱蹄Slide兼12播鴨Durin糧gneg運otiat吃ion,催itis怨very詳easy忽for腎confl自icts良toha孫ppen.過It蔥mayb白etha甚tone善side吹want陜sto基take嚇more皆than距what壯they遣give.末Whe唯nthi籃shap瑞pens,育eith緩ersi礎dema組ybre蔽akou旋tof蓋ther永elati灶onshi蹲p.T御hisi借sal芽ose-l唉oses乳ituat描ion.況Iti介sin垮both遵parti竹esin踐teres它tsto班find歸ways獻tom杰inimi高zeth押eirc織onfli錘ct莖to牛achi傾evea蹤win-誦wins嘴ituat冒ion.化Slide收13碗稀Most摩busin貓essn冰egoti陽ation賀stak欄epla分cebe教tween詞supp求liers棍and囑purch烘asers家標(sell渠ersa京ndbu鼻yers)叮.A灰suppl難ierc律annot育exis糖tunl豬essh臂ehas阿apu凈rchas秀er.岡Slide芽1耗4誠手Ofco止urse且inne刊gotia帆tions糞both陣part胞iesw封antt衰ogiv纏eas說littl彎eas扎possi悼ble,翠andt簡otak矮eas含much賴aspo恒ssibl談e賭,g澆ain經(jīng)ing謠asm些uchp捎rofit預asp治ossib仰le涼int男hepr退ocess萄.So光duri絲ng秒negot綱iatio攻nsbo鑰thpa雁rties晶usua嶼llyg欠iveo饑nlya嚇litt練leat攀ati繭me.殺Slide餐1前5減聾Both少parti祥esmu飼stbe色flex賄ible陜andm撞akec息hange嗚sdur共ingn態(tài)egoti度ation襪asr遲equir且edby居the揉situa脂tion.膽Slide秋16概受Negot委iator效snee灘dto相beco斜opera錦tive捐andd兵edica紋ted,憂tofi兔ndth錘ebes址tsol撒ution坡合possi私ble,登inste幣adof尾just寺bein貍gcon喜cerne茫dwit委hthe夢irow親nnee側(cè)ds.賓Slide屋17森屬Inne閥gotia己tion,克both壞side莖smus廈ttry墊tor梁each麗anag暢reeme舅ntth飽atma楊ximiz挑esth餅eiro金wnou高tcome釀.Th郵isma檢ylea翻deit肚hers網(wǎng)idet分obe耗conce燒rned捆only糧with禮their曲own籃gain嗚andi亞gnore牌the犁needs攔o根fthe鉆othe股rpar庫ty.絡Remem暈bert臥hatm誦ostb幫usine竟ssre伯latio再nship屋slas摔tfor燕alo疾ngpe喝riod墻ofti賓me,s辰oit刺isbe堡nefic奧ialf假orbo正thpa山rties到tog壺aina群win-擁wins臣ituat復iona逝ndco擊ntinu評ethe賄busi怠ness倉relat賄ionsh流ip.咐Slide碧18候凱Thet廊hree桂stage岔sof剩negot馳iatio薄nare戰(zhàn):-pr屯e-neg礙ot鐵iatio本n,du廟ring脅negot旬iatio敵nand勇post涂-nego銷tiati魯on.且Slide涂19肅途Thep捧re-ne褲gotia輛tion穩(wěn)stage放begi攔nsfr對omth涌efir樸stco數(shù)ntact貢betw狡eent概hetw舅osid秋es.饅This紫iswh奶enth革eysh友owin齡teres投tin淋doing悅busi礙ness蝕with稻each斧other鞋.Du膠ring任this壇stage茅the醉gathe欄ring抵ofin但forma埋tion循wi訴llde搜termi買neth擠esuc慕cess化orfa汗ilure月oft低hene財gotia紀tion.扎The連info酬rmati逮onto蓮beg劃ather行edby稿eith修erpa投rtys臭hould催incl蒸ude:-逝the程marke每t,po桶l(fā)icie境s,re吸gulat深ions達andf牌inanc虎ialb青ackgr棕ound.巷寫Slide門20侄曲Thes蘿econd蟻stag偵eof拉negot濱iatio盒n(du濕ring許negot取iatio格n)ha臭sfiv娘ep凈hases止thro噴ughw鐵hich呆itmu舉stpr濫oceed蹤.Th寨eyar發(fā)e:-e漿xplor役ation宏(fin鬼ding佛outw顫hatt禽heot丘herp捆arty羨want)撥,bid落ding略(givi隔ng),剪barga范ining芽,agr朵eeing斧and押makin派git局offic鑒ial(禿contr飼act).株Slide暑21刷喬Thet騰hird熟stage眠isp舉ost-n價egoti貍ation隱.At穗this弄stag消e,al金lthe娛term烏shav存ebee失nagr培eedu免pona承ndth爬econ詢tract袍isb峰eing德drawn騰up,筒ready悔tob黨esig津ned.衛(wèi)Busin唯essN食egoti均ation達–Le個sson啦4Cha駐pter毀2鎖Slide售1斑已Title妹page步-To醫(yī)dayw貢eare茫work沿ingo筐ncha璃pter酷2.速Slide植2雙鄰Prope縫rBeh池aviou混rin因Busin鮮essN勿egoti筍ation董.腰Peo驕plea貿(mào)lways圣make搬assu僵mptio扔n匪sbef芬oren聚egoti油ation陸and圈tryt抄ogue慧sswh疼atth幣eoth僚erpa環(huán)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