文档介绍：Business English for Negotiation
商务英语谈判
精选课件
Preface
Chapter One: Preparation for N.
Chapter Two: Structure and S
精选课件
Including consultation, bargaining, mediation（调解）, arbitration（仲裁）, sometimes, litigation (起诉).
Different forms:
1) Competitive style: To try to gain all there is to gain
2) Accommodative (通融) style: To be willing to yield all there is to yield
3) Avoidance style: To try to stay out of N.
4) Compromising style: To try to split the difference or find an intermediate point according to some principle
5) Collaborative style: To try to find the Max. gain for both parties-by exploration of the interest of both sides.
6) Vengeful style: to try to harm the other
7) Self-inflicting (自损) style: to harm oneself
8) Vengeful and self-inflicting style:…
精选课件
III. Principle of Trust in N.
1. Trust –important. Divided into three types:
1) Deterrence(威慑)-based trust: think to be punished – do or do not do sth. Based on consistency with past, which extends to:
* Calculus(预计)-based trust: expect to benefit if do or do not do sth.
2) Knowledge-based trust: expect the other people to act in a certain way based on the knowledge of him. The expectation is based on the understanding of the other people’s action, thoughts & intents.
3) Identification(识别)-based trust: share the interests, values & concerns of the other people very well-internal(深层次).
精选课件
2. Trust Building in N.
Winning the trust \ the other party-key to successful N.. All N. involves risk. Sometimes when say they in faith, do not really mean it or are misunderstood. Talks collapse since each side lacks it in the other’s competence and good intentions.
A. Facing strangers or under pressure, etc make it difficult to form trust. Peter B. Stark & Jane Flaherty listed fifteen things in book The Only Guide You’ll Ever Need to build trust.
1) Demonstrate your competenc