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1、Unit6NegotiationStrategiesWarm-upActivitiesBackgroundInformationTextAnalysisExtendedActivitiesWritingWarm-upActivitiesI.PairworksThinkaboutwhatyoushoulddoinanegotiationandtalkwithyourpartner.II.GroupworkBusinessnegotiationisaveryimportantoccasioninacorporation’soperation.Workinsmallgroups,d
2、iscussingtheroleofnegotiationinbusinessandwhatareimportantinbusinessnegotiation.III．Thinkaboutandthenmakealistofalltheimportantpointswhichyouhavediscussed.BackgroundInformationStrategiesofNegotiation1.Thepricestartingstrategy1.Thehigh-profilestrategyThisstrategyisalsoknownasEuropeanoffer.Th
3、ebasicapproachisthatthesellerfirstproposedapricethatleavelargeempty,comparebothsides’strengthandtheexternalcompetitiveconditionofthetransaction,andthenestablishacommonmarketandultimatelyachievethepurposeoftransactionsbygivingvariousincentives,suchasquantitydiscounts,pricediscounts,commissio
4、nsandpaymentconcessionsofferedtograduallygetclosetotherequirementsofthebuyer.2.ThelowerpricestrategyThisstrategyisalsocalledJapaneseoffer,whichistoproposealowerpricethanactualrequirementsofone’sownstartingpointofnegotiationsatfirst,soastoattractothersandtrytodefeatopponentsofitskindfirst,an
5、dthenhavegenuinenegotiationswiththerealsellerwhoistemptedtoengagein,forcingthemtocompromise.Thisstrategyismoresuitablewhenmasscontentsinthetransactionorwholesetsofequipmenttransaction,ortheopponents’negotiationsskillsisweakanddonotquiteunderstandthemarketconditions.2.Pricesegmentationstrate
6、gyThestrategyisatechniqueofpricedecomposition,thequantityofgoodsortheusingtimeactingasdivisor,andcommoditypricesasdividend,comingupwithlowprice,sobuyersfeltcheapwithahighpriceinthefirstplace.3.TheadditionbiddingstrategyAdditionbiddingstrategyisinbusinessnegotiations,sometimeshighpriceswills
7、careawaycustomers,thesellerputthepricedownintoseverallevels,andgraduallyraisedtoanumberofquotations,andfinallystillequaltothepriceone-timehighquoted.4.DifferencesquoteDifferencesquoteisadoptingdifferentstrategiesonaccountofthenatureofcustomerbusinesspurc
