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1、Chapter 1 Basic Concepts of Chapter 1 Basic Concepts of International Business NegotiationInternational Business Negotiation probe into the nature of negotiation know the elements of business negotiation familiar with the characteristics of business negotiation understand the goals of business negot

2、iation master the definition of the business negotiation identity the types of business negotiationLearning FocusLearning FocusSection ISection IISection IISection IIISection IIISection IVSection IVSection VSection V A Brief Introduction A Brief Introduction to Negotiationto Negotiation Definition a

3、nd Characteristics of Definition and Characteristics of Definition and Characteristics of Definition and Characteristics of Business NegotiationBusiness NegotiationBusiness NegotiationBusiness Negotiation Types and Content of Types and Content of Business NegotiationBusiness Negotiation Goals of Int

4、ernational Goals of International Business NegotiationBusiness Negotiation Practical ActivitiesPractical Activities Section ISection IGroup DiscussionGroup Discussion Lead-inLead-in 2.How did Kissinger make a 2.How did Kissinger make a ordinary youth become the son-in-ordinary youth become the son-i

5、n-law of the international financier law of the international financier and vice-president of Bank of and vice-president of Bank of Israel?Israel?1.Why is the title 1.Why is the title“Kissinger:diplomatic Kissinger:diplomatic matchmakermatchmaker”?3.What do you learn 3.What do you learn from this st

6、ory?from this story?Lead-inLead-inCase StudyCase StudyA brief introduction to negotiationA brief introduction to negotiationSection ISection IDefinition and Characteristic of Definition and Characteristic of Business NegotiationBusiness NegotiationSection IISection II1.The definition of negotiation1

7、.The definition of negotiation2.The correct understanding of 2.The correct understanding of negotiationnegotiation Section I Section I A brief introduction to negotiationA brief introduction to negotiation1.What do your know about negotiation?（1）As for so many different definition of negotiation，cou

8、ld you summarize your understanding of the negotiation in your own words?（2）According to the textbook,what is negotiation?（3）Why do people negotiate each other anytime and anywhere?（4）Do you think negotiation is the win-lose game?Why?Section Section（1 1）As for so many different definition of negotia

9、tion,could As for so many different definition of negotiation,could you summarize your understanding of the negotiation in your you summarize your understanding of the negotiation in your own words?own words?Their answers are supposed to include these key elements:Their answers are supposed to inclu

10、de these key elements:1 negotiation is a mean;process or discussion of some 1 negotiation is a mean;process or discussion of some kind;kind;2 negotiation takes place between two or more people;2 negotiation takes place between two or more people;3 negotiation is used to solve problem or conflicts;3

11、negotiation is used to solve problem or conflicts;4 people negotiate each other in order to achieve their 4 people negotiate each other in order to achieve their own aim.own aim.（2）According to the textbook,what is negotiation?In simplest terms,negotiation is a discussion between two or more disputa

12、nts who are trying to work out a solution to their problem.Negotiation is a mean of dealing with human relationship and resolving conflicts.If everyone,an individual or a company had every-thing they wanted,there would be no particular reason to negotiate,bargain,or collaborate in decision-making.Bu

13、t in the real world,we dont have everything，and the resources we control or influence do not serve all of our interests.Unless we can find and reach an agreements with parties who can respond to our interests,our needs will not be satisfied.So negotiations take place in our daily lift,anywhere and a

14、nytime,and everything is negotiable.（3）Why do people negotiate each other anytime and anywhere?The nature of negotiation is that it is not about winning or losing.It is about striking a deal which is satisfactory to both sides.There is no right or wrong position in negotiation,so ignore bargaining o

15、ver positions.A good outcome in negotiation is one in which both sides win.Of course,your efforts should be directed towards ensuring that it is more satisfactoryto your side than to the other.（4）Do you think negotiation is the win-lose game?Why?2.The Correct Understanding of Negotiation（1）What is t

16、he conflict of negotiations?Section A conflict is a dispute,disagreement or argument between two or more interdependent parties who have different and common interests.A conflict can block each others ability to satisfy their interest.（2）What are the stakes of negotiations?2.The Correct Understandin

17、g of Negotiation Stakes are the value of benefits that may be gained or lost,and costs that may be incurred or avoided.Stakes are compared to the status quo,options and alternatives,and are expressed as interests,which can be long term or underlying desire and issues articulated for negotiation.（1）I

18、t is an element of human behavior and depends on communication,that is,it occurs between individuals;（2）It takes place only over negotiable issues;（3）It takes place only between people who have the same interest;（4）It takes place only when negotiators are interested not only in taking but also in gi

19、ving;（5）It takes place only when negotiating parties trust each other to some extent.3.Elements of Negotiation 3.Elements of Negotiation In negotiations,what should both parties know?（1）why they negotiate;（2）who they negotiate with;（3）what they negotiate about;（4）where they negotiate;（5）when they ne

20、gotiate;（6）how they negotiate.Language pointsLanguage points （1 1）Negotiation Negotiation is is a a discussion discussion intended intended to to produce produce an an agreement;agreement;a a treating treating with with another another respecting respecting sale sale or or purchase;purchase;a a tran

21、saction transaction of of business business between between nations;nations;the the mutual mutual intercourse intercourse of of governments governments by by diplomatic diplomatic agents,agents,in in making treaties,composing difference,etc.making treaties,composing difference,etc.谈谈判判是是达达成成共共识识的的一一

22、种种商商讨讨；是是与与他他人人在在买买卖卖方方面面的的协协商商；是是国国家家之之间间的的一一种种商商业业交交易易；是是通通过过外外交交人人员员政政府府所所进进行行的的相相互互交交流流以以签签订条约，解决争端等。订条约，解决争端等。(2)(2)Negotiation Negotiation is is an an ancient ancient art.art.It It is is a a form form of of decision-decision-making making where where two two or or more more parties parties app

23、roach approach a a problem problem or or situation situation wanting wanting to to achieve achieve their their own own objectives,objectives,which which may may or may not turn out to be the same.or may not turn out to be the same.谈谈判判是是一一种种古古老老艺艺术术,是是谈谈判判双双方方或或多多方方为为获获取取各各自自不不同同目目标标或或共同目标所需要解决的问题或改

24、变某种局面的一种决策形式。共同目标所需要解决的问题或改变某种局面的一种决策形式。(3)(3)In In simplest simplest terms,terms,negotiation negotiation is is a a discussion discussion between between two two or or more more disputants disputants who who are are trying trying to to work work out out a a solution solution to to their their proble

25、m.problem.Negotiation Negotiation is is a a mean mean of of dealing dealing with with human human relationship relationship and resolving conflicts.and resolving conflicts.简简而而言言之之，谈谈判判是是在在两两个个或或两两个个以以上上的的试试图图解解决决问问题题的的争争论论者者之之间的讨论间的讨论.谈判是处理人们之间关系或者解决争端的一种方式。谈判是处理人们之间关系或者解决争端的一种方式。(4)(4)Negotiation

26、Negotiation is is the the process process we we use use to to satisfy satisfy our our needs needs when when someone else controls what we want.someone else controls what we want.谈判是当我们所需被别人掌控时，我们用此来满足自身需要的过程。谈判是当我们所需被别人掌控时，我们用此来满足自身需要的过程。(5)(5)Most Most of of us us do do tend tend to to think think

27、of of negotiation negotiation in in terms terms of of win/lose win/lose scenarios.scenarios.我们大多数人把谈判视为一种输赢的竞技活动。我们大多数人把谈判视为一种输赢的竞技活动。Language pointsLanguage points(6)Elements of Negotiation It It is is an an element element of of human human behavior behavior and and depends depends on on communica

28、tion,that is,it occurs between individuals;communication,that is,it occurs between individuals;谈判是人类行为的重要组成部分。他依靠交流的方式作用于多者之间 It takes place only over negotiable issues;It takes place only over negotiable issues;谈判仅适用于可磋商的问题。It takes place only between people who have the same interest;It takes plac

29、e only between people who have the same interest;谈判仅适用于有相同利益的人们之间。Language pointsLanguage points It It takes takes place place only only when when negotiators negotiators are are interested interested not not only only in taking but also in giving;in taking but also in giving;谈判不仅意味着获得也意味着给予 It It t

30、akes takes place place only only when when negotiating negotiating parties parties trust trust each each other other to some extentto some extent 就某种程度上讲，谈判依赖于彼此的信赖。(7)(7)Successful Successful negotiations negotiations are are not not sensational.sensational.Both Both parties parties must must feel

31、feel as as though though they they have have gained gained something,something,even even if if one one side side has to give up a great deal.has to give up a great deal.成功的谈判不能夹杂个人感情，尽管有一方得到的少一些，但双方都必须有所收益。Language pointsLanguage points Section 2.Definition and Characteristic Section 2.Definition an

32、d Characteristic of Business Negotiationof Business NegotiationText123456The Definition of The Definition of Business NegotiationBusiness NegotiationThe Features of The Features of business negotiationbusiness negotiation Elements of Business Elements of Business NegotiationNegotiation Types of Busi

33、ness Types of Business NegotiationNegotiation Goals of international Goals of international business negotiationbusiness negotiation Case StudyCase StudySection 2.Definition and Characteristic Section 2.Definition and Characteristic of Business Negotiationof Business NegotiationI.The definition of b

34、usiness negotiationI.The definition of business negotiation（1 1）Business negotiation is a bargaining Business negotiation is a bargaining situation in which two or more players have situation in which two or more players have a common interest to cooperate,but at the a common interest to cooperate,b

35、ut at the same time have conflicting interests over same time have conflicting interests over exactly how to share.exactly how to share.Section 2.Definition and Characteristic Section 2.Definition and Characteristic of Business Negotiationof Business NegotiationI.The definition of business negotiati

36、onI.The definition of business negotiation（2 2）Business Business negotiation negotiation is is a a consultative consultative process process between between governments,governments,trade trade organizations,organizations,multinational multinational enterprises enterprises or or private private firms

37、.firms.In In short,short,it it takes takes place place between between two two or or more more business business individuals individuals or or organizations,organizations,that that is,is,between between the the buyers buyers and and the the sellers,sellers,while while negotiation negotiation takes t

38、akes place place between between two two or or more more individuals individuals or or organizations.organizations.Section 2.Definition and Characteristic Section 2.Definition and Characteristic of Business Negotiationof Business NegotiationII.II.The Features of business negotiationThe Features of b

39、usiness negotiation（1）Negotiation is at the heart of every transaction and,for the most part,it comes down to the interaction between two sides with a common goal(profits)but divergent methods.（2）These methods(the details of the contract)must be negotiated to the satisfaction of both parties.It can

40、be a very trying process with confrontation and concession.（3）Both parties share open information.（4）Both sides try to understand each others point of view.Section 2.Definition and Characteristic Section 2.Definition and Characteristic of Business Negotiationof Business NegotiationIII.Elements of Bu

41、siness NegotiationIII.Elements of Business Negotiationthe elements of negotiationthe elements of negotiation：1)It is an element of human behavior and depends on 1)It is an element of human behavior and depends on communication,that is,it occurs between individuals;communication,that is,it occurs bet

42、ween individuals;2)It takes place only over negotiable issues;2)It takes place only over negotiable issues;3)It takes place only between people who have the same 3)It takes place only between people who have the same interest;interest;4)It takes place only when negotiators are interested not 4)It ta

43、kes place only when negotiators are interested not only in taking but also in giving;only in taking but also in giving;5)It takes place only when negotiating parties trust each 5)It takes place only when negotiating parties trust each other to some extent.other to some extent.Section 2.Definition an

44、d Characteristic Section 2.Definition and Characteristic of Business Negotiationof Business NegotiationIII.Elements of Business NegotiationIII.Elements of Business Negotiation In negotiations,what should both parties know?In negotiations,what should both parties know?（1 1）why they negotiate;why they

45、 negotiate;（2 2）who they negotiate with;who they negotiate with;（3 3）what they negotiate about;what they negotiate about;（4 4）where they negotiate;where they negotiate;（5 5）when they negotiate;when they negotiate;（6 6）how they negotiate.how they negotiate.3.Case Study Read the table carefully and an

46、alyze the stakes and possible conflicts of both parties.(1)According to final agreement between China and US,foreign banks will enjoy national treatment 5 years after China becomes a member country of WTO,which means foreign banks will be allowed to do RMB business with Chinese enterprises 2 years l

47、ater and with citizens 5 years later.Regional limitation to foreign banks will be eliminated in 5 years.(2)China has promised to lower tariff on auto and auto parts to 25%6 jointing WTO years after.1.Common Types of Business Negotiation(1)Classification by formsCompetitive style(竞竞争争式式谈谈判判)-To try t

48、o gain all there is to gainAccommodative style(通通融融式式谈谈判判)-To be willing to yield all there is to yield Avoidance style(回回避避式式谈谈判判)-To try to stay out of negotiationCompromising style(妥妥协协式式谈谈判判)-To try to split the difference or find an intermediate point according to some principle Section IIIColl

49、aborative style(合合作作式式谈谈判判)-To try to find the maximum possible gain for both partiesby careful exploration of the interests of all parties-and often by enlarging the pieVengeful style(报复式谈判报复式谈判)-To try to harm the otherSelf-inflicting style(自自损损式式谈谈判判)-To act so as to harm oneselfVengeful and self

50、-inflicting style(报报复复和和自自损损式式谈谈判判)-To try to harm the other and also oneself Language points（1 1）In In general,general,business business negotiation negotiation is is one one of of the the important important steps steps taken taken towards towards completing completing import import and and export