商务英语谈判

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1、Chapter1PrinciplesofBusinessNegotiation商务谈判的原则何谓商务谈判？谈判是人们为了协调彼此之间的关系，满足各自的需要，通过协商争取达到意见一致的行为和过程。Negotiationtakesplacebetweenhumanbeings.Itisthemostcommonformofsocialinteraction.Almosteverybodyintheworldisinvolvedinnegotiationsinonewayoranotherforagoodparto

2、fanygivenday.Peoplenegotiateoverwheretogofordinner,whichmovietowatchorhowtosplithouseholdchores.Negotiation,initsmodernsense,isdefinedinTheRootsofSoundRationalThinkingasfollows:theabilitytodealwithbusinessaffairs,toarrangebydiscussionthesettlementofterms,to

3、reachagreementsthroughtreatiesandcompromise,andtotravelthroughchallengingterritory.Allofthesesuggestapurposefulefforttoresolveproblemsthroughtalkingandintellectualmaneuvering.Negotiationincludesconsultation,bargaining,mediation,arbitration,andsometimes,even

4、litigation.CompetitivestyleTotrytogainallthereistogain(竞争式谈判)AccommodativestyleTobewillingtoyieldallthereistoyield(通融式谈判)AvoidancestyleTotrytostayoutofnegotiation(回避式谈判)CompromisingstyleTotrytosplitthedifferenceorfind(妥协式谈判)anintermediatepointaccordingtosom

5、eprincipleCollaborativestyleTotrytofindthemaximumpossible(合作式谈判)gainforbothparties----bycarefulexplorationoftheinterestsofallparties----andoftenbyenlargingthepieVengefulstyleTotrytoharmtheother(报复式谈判)Self-inflictingstyleToactsoastoharmoneself(自损式谈判)Vengeful

6、andself-inflictingstyleTotrytoharmtheotherandalso(报复和自损式谈判)oneselfPeoplewhogoforthecompetitivestyleareknownashard-bargainingnegotiators.Theystartoffwithoutrageousdemands,usingthreatsandothertacticstogetwhattheywant.Onesidetypicallystartsouthighandtheotherlo

7、w.Afterseveralroundsofofferandcounter-offer,thenegotiatorsendup“splittingthedifference”.Inthisform,negotiationisviewedasagamewhereeachsidetriestogetthebestdealforthemselves.Neithersideexhibitsconcernfortheotherside.1.1PrincipleofCollaborativeNegotiation合作式谈

8、判的原则Ⅰ.CollaborativeNegotiationNegotiationcanalsoassumetheformofcollaborativestyle.Itinvolvespeoplewithdiverseinterestsworkingtogethertoachievemutuallysatisfyingoutcomes.Collaborativenegotiationisknownb