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1、InternationalBusinessNegotiation国际商务谈判Chapter1FundamentalsofInternationalBusinessNegotiating第一章国际商务谈判概述1．1Conceptsandprinciplesofnegotiation基本概念与谈判原则1．2Correctunderstandingofnegotiation对谈判的正确理解1．3Stagesofnegotiation谈判的几个阶段1．4Psychologyinnegotiating谈判的心理IntroductionEverybodynegotiat
2、esallthetime,atwork,athome,andasaconsumer.Wecansaythatsincethebeginningoftime,orsincethedevelopmentofhumanlanguage,therehasbeennegotiationsmadeamongsthumans.Negotiatingasasignificantsocialactivityisameansofdealingwithhumanrelationshipsandresolvingconflictsandhasneverbeennonexist.On
3、theotherhand,negotiationasaproductofsocialcompetitionhasgotitsdifferentmeaningandcontentwiththedevelopmentofthetimes.1.1ConceptsandprinciplesofbusinessnegotiationWhatisbusinessnegotiation?“Recentlytwoofmysonsweresquabblingoversomeapplepie,eachinsistingthatheshouldhavethelargerslice
4、.Neitherwouldagreetoanevensplit.SoIsuggestedthatoneboycutthepieanywayheliked,andtheotherboycouldchoosethepiecehewanted.Thissoundedfairtobothofthem,andtheyaccepted.Eachfeltthathehadgottenthesquaredeal.”“fundamentalprinciples”ofnegotiation:First,“negotiation”isanelementofhumanbehavio
5、r.Secondly,“Negotiation”takesplaceonlyoverissuesthatare“negotiable”.Thirdly,“Negotiation”takesplaceonlybetweenpeoplewhohavethesameinterest.Fourthly,“Negotiation”takesplaceonlywhennegotiatorsareinterestednotonlyintakingbutalsoingiving.Finally,“Negotiation”takesplaceonlywhennegotiati
6、ngpartiestrusteachothertosomeextent.Asthestakesinsomeofthesenegotiationsarenotsohigh,peopleneednothavetogetpreplansfortheprocessandtheoutcome.Thereareothercaseslikeinternationalbusinessnegotiationsinwhichthestakesaretoohightobeignored,peoplehavetobemorecautious.Innegotiations,bothp
7、artiesshouldknow:a.whytheynegotiateb.whotheynegotiatewithc.whattheynegotiateaboutd.wheretheynegotiatee.whentheynegotiatef.howtheynegotiateCharacteristicsofbusinessnegotiationSomeofthecharacteristicsofbusinessnegotiationinclude:①Negotiationisattheheartofeverytransactionand,forthemos
8、tpart,itcomesdowntotheinte
