1.国际商务谈判ChapterOne1教学教材.pptBusinessEnglishforNegotiation商务英语谈判PrefaceChapterOne:::NegotiationTactics/StrategyPreface:,differentprice,mutuallysatisfyingagreement,ownpurpose,::※agreementdisciplinesbothsides,ifcooperate,effectofbargain—limited,inthelongrun,unfair—:not——essfuloperationoftrade.“Goodbegunishalfdone.”Preparation/,authorofthefirstbookontheformalizedprocessofN,,stated,“Wheneverpeopleexchangeideaswiththeintentionofchangingrelationships,whenevertheyconferforagreement,.”Inmodernsense—inbookTheRootsofSoundRationalThinking“theabilitytodealwithbusinessaffairs,toarrangebydiscussionthesettlementofterms,promise,andtotravelthroughchallengingterritory.”-,bargaining,mediation(调解),arbitration(仲裁),sometimes,litigation (起诉). Differentforms:petitivestyle:Totrytogainallthereistogain2)modative(通融)style:Tobewillingtoyieldallthereistoyield3)Avoidancestyle::ordingtosomeprinciple5)Collaborativestyle:-)Vengefulstyle:totrytoharmtheother7)Self-inflicting(自损)style:toharmoneself8)Vengefulandself-inflictingstyle:…–:1)Deterrence(威慑)-basedtrust:thinktobepunished–,whichextendsto:*Calculus(预计)-basedtrust:)Knowledge-basedtrust:’saction,thoughts&)Identification(识别)-basedtrust:sharetheinterests,values&c
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