2019商务英语Chapter7.ppt
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1、Chapter Seven The Skills of Business Negotiation,Learning Focus学习要点 1.Understand the skills of business negotiation. 掌握商务英语谈判的技巧。 2.Get to know how to choose the skills of business negotiation. 逐步学会如何商务英语谈判技巧。 3.Master the main two skills of business negotiation. 把我商务英语谈判的两个主要技巧。 4.Comprehend the di
2、fference between hard bargaining and soft bargaining. 理解不让步交易与让步交易之间的关系。 5.Read the text extension freely. 熟读拓展课文。,下一页,The Skills of Business Negotiation,Text: Negotiation Skills Negotiation is an necessary communication process that may happen whenever and wherever we buy something from someone els
3、e or we sell something to others. Negotiation means the process of bargaining in order to get to an agreement or compromise on a matter of importance. It pertains to business and interpersonal communications. Negotiation is usually considered as a compromise to settle an argument or issue to benefit
4、 ourselves as much as possible.,下一页,返回,上一页,The Skills of Business Negotiation,“Hard approach“ means in the negotiations we use some relatively intense language or our topic concerns some provoking things which may excite the other side. This is “hard bargaining“ in which you give nothing and demand
5、everything. You apply pressure to get your way. This approach is important when you absolutely must win,even if other persons will lose. The approach works well when you face weak or confused negotiators. It is less appropriate when a long-term relationship has to be maintained,or when your opponent
6、s are well prepared. Using this hard approach usually aims at winning the initiative in the negotiations or by exciting the other side to let them make the quick response,but if we use hard approach in an unsuitable situation,it may trigger the conflict between the two sides. And what is worse,the m
7、isusage of approach may destroy the negotiation plan.,下一页,返回,上一页,The Skills of Business Negotiation,In the negotiation,usually one occupies the superior position by their absolute advantages,and get the initiative. First, the adequate professional knowledge is necessary. For example,when the other s
8、ide points out that the price is too high,they may take the advantage of jargons or the professional knowledge about the quality, technique,cost of purchasing, the wastage efficiency, for the purpose of occupying the superior position. Second, one must firmly control of the whole situation.,下一页,返回,上
9、一页,The Skills of Business Negotiation,“Soft approach“ means we use the soft and modest words to inquire of the other side or to make Concessions for alleviating the intense atmosphere in the process of negotiating. This is also called the “soft bargaining“ approach. It minimizes the degree of confli
10、ct by generating trust and kindness. Using the soft approach,we can break the iceberg between the negotiators,as well as let the opponent to be slack which just like making a feint to the east and attacking in the west. You are looking for common ground and joint interests,and you want everyone to b
11、enefit. You compromise,and you expect other people to do the same. The approach is at its best when other individuals similarly cooperate. Although it is a good strategy,it also has its defect. It may force us into the passive state or even fall into a trap designed by the opponent. And it does not
12、work when others regard your “soft“ approach as a weakness that they can exploit.,下一页,返回,上一页,The Skills of Business Negotiation,Soft approach is widely used in the inquiring with the host. Taking advantage of his own predominance in negotiation,the host can use this strategy efficiently. for instanc
13、e,if the host want to get the other sides deadline,they can go to great lengths to show their hospitality. A competent negotiator knows what kind of image he or she projects. Good negotiators also recognize and respond to the negotiating styles on the opposite side of an argument. For example,is you
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