商务英语课件PPT (3).ppt

《商务英语课件PPT (3).ppt》由会员分享，可在线阅读，更多相关《商务英语课件PPT (3).ppt（25页珍藏版）》请在得力文库 - 分享文档赚钱的网站上搜索。

1、Business English商务英语商务英语Unit 12 Business Competition12.3 Negotiation EtiquetteInternational Negotiationeconomic activityInternational negotiation cross-cultural communicationDefinition:two or more entities from various cultural backgrounds discuss common and conflicting interests in order to reach a

2、n agreement of mutual benefits.what you dohow you do themcultural awarenessoutcome of negotiationcontents1.General rule for negotiation etiquette2.Nonverbal negotiation etiquette 3.Verbal negotiation etiquetteGeneral rule Be respectful and polite:no confrontationmutual respect;win-win deal Let your

3、emotion influence your thinking and behaving.Keep in mind that building a good relationship and creating a positive image are equally important as getting a strong deal.Nonverbal etiquette 1.Receiving and sending off American way 2.GreetingChinese way3.TimeAmerian way Chinese waya considerable amoun

4、t of time is pent in building an atmosphere of understanding,trust,and close relationshipstime is money which shouldnt be wasted.They emphasize speed and work efficiency.4.Body languageWe speak louder with our body than our words.direct eye contact avoid direct eye contactTips:When in Rome,do what R

5、omans do.Watch and learn5.Dress codeFormal and decent business attire are necessary in formal business negotiation and business casual is acceptable in less formal business meeting.6.Seating arrangement In China,the seat on the left side is the seat of honor.It is right-side seat that should be rese

6、rved for the respected guest or someone special in international practice.7.Gift givingproper time reasonable price tips:Make sure whom to give the gift to and when and where to give it.Wrap the gift in an exquisite manner.Pick quality but not necessarily expensive gifts,perhaps for a hobby or colle

7、ction the person has.It is better to inscribe your company logo on the gift.Be aware of superstitions and taboos related to gifts.Verbal etiquetteUtter your needs clearly and politely.Talk in a diplomatic way.“Speak the pleasant,but not the untruth;speak the truth,but not the unpleasant.”Lets compar

8、e:I wont lower the price.Unfortunately,i cant lower the price.I think we should talk about price first.Im afraid we cant give you any credit.Could you possibly give me a discount?I wonder if you could alter the specifications.Your price seems rather high.We must talk about price first.Theres no way we can give you any credit.I want a discount.Can you alter the specifications?Your price is far too high.Do what Romans do！Politeness is the golden key to human coexistence.-Song Sue Nerguy礼貌是人类共处的金钥匙。