最好的国际商务谈判教案-授课教师们的福气.doc

1、某某学院教师授课教案课程名称国际商务谈判上课时间2010年3 月3日1-2节课 题Unit 1 Preparing the ground教学目的Learning negotiation preparation items, including motives and key terminology.教学重点agreeing objectives, strategy and roles教学难点Strategy arrangement教学方法Instruction 教 学 内 容 提 纲1. kinds of business negotiation1.1 classified by scale

2、of participators1.1.1 One-on-one negotiation- only 1 person from each side when to use it: the 2 parties have long relationship, be familiar to each other with clear transaction terms; between salesman and customer, who has the right to decide renew the contract with few changes details in big negot

3、iation. most difficult kind advantage: flexible; quick decision; avoid to expose bad cooperation; good to keep secret.1.1.2 collective negotiation- 2 or more people from each side1.2 classified by venue1.2.1 home court negotiation1.2.2 away ground negotiation1.2.3 neutral place negotiation1.3 classi

4、fied by ways of proceeding1.3.1 vertical negotiation: solve the problem one by one- for small and simple negotiation, especially when the 2 sides have cooperated before1.3.2 lateral negotiation: solve the problem one by one at the beginning, when there is a difference in opinion for an item, put it

5、away and go to next one. Repeated the method until all the problems are solved.- for big or multilateral negotiation.2. basic pattern of business negotiation2.1 “win-lose” style: more conflicts than cooperation, with obvious win and lose.2.2 “win-win” style: each party benefits from the negotiation.

6、-advantage: to enhance the loyalty of each other; good guarantee to increase efficiency; beneficial to renew the marketing concept.3. evaluation criteria of business negotiation3.1 if the negotiators needs are satisfied3.2 if the negotiation is efficient:- negotiation efficiency: contrast between co

7、st and gain; - cost includes 3 parts: difference between the expected profit and real profit; sum of all resources consumed for the negotiation, including manpower, materials, financial resources and time; opportunity cost.3.3 if the negotiators are in good relationship afterwards作业及思考题Read the case

8、 study and tell why Matsushita Electric Corporation sacrificed the present interests? What was the consideration?参考文献1). Christopher E M. Negotiating Skills For Business. Kogan Page Ltd., 1996 2). Comfort J. 成功谈判. 王关富，宿玉容改编. 复旦大学出版社，2001 3). Curry J E. 国际商务谈判. 上海：上海外语教育出版社，20004). Goldman A L. Settl

9、ing for More: Mastering Negotiating Strategies and Techniques. The Bureau Of National Affairs, Inc., 1991教学后记某某学院教师授课教案课程名称国际商务谈判上课时间2010年3 月10日1-2节课 题Unit 1 Preparing the ground教学目的Learning negotiation preparation items, including motives and key terminology.教学重点welcome and introductions教学难点Skills

10、and expressions in introduction教学方法Instruction + case study教 学 内 容 提 纲1. basic psychological quality for business negotiators1.1 be confident 1.2 be patient 1.3 be sincere 1.4 be decisive2. characters and negotiation2.1 power-oriented and related countermeasure2.2 persuasive and countermeasure- char

11、acter: have good personal relationship and favor praise and social recognition; think before act; dont reject directly. - countermeasure: be offensive in the pretext of being polite or arouse some argument to make him upset; prepare a lot of detailed items in order to make him tired and want to fini

12、sh the negotiation as soon as possible; create one-on-one talk if possible.2.3 executive and countermeasure-character: follow the instruction strictly, wouldnt make any change; prefer smooth and orderly negotiation;- countermeasure: try to build a one-on-one talk to make the negotiation more efficie

13、nt; shorten time on each procedure as they will be more defensive with time going; prepare plentiful information as they would ask some specific questions.2.4 suspicious and countermeasure- character: be suspicious about everything even if its true; hesitating; very careful on details.- countermeasu

14、re: make sure the proposal is very specific and exact, avoid the words like “about”, “nearly”; be patient and dont urge him/her; never lie. 作业及思考题Read the case study and tell why Matsushita Electric Corporation sacrificed the present interests? What was the consideration?参考文献1). Christopher E M. Neg

15、otiating Skills For Business. Kogan Page Ltd., 1996 2). Curry J E. 国际商务谈判. 上海：上海外语教育出版社，2000教学后记某某学院教师授课教案课程名称国际商务谈判上课时间2010年3 月17日1-2节课 题Unit 2 Setting the agenda教学目的Let the students understand the negotiation procedure and structure. 教学重点structuring and controlling the negotiation process教学难点contr

16、olling the negotiation process教学方法Instruction + case study教 学 内 容 提 纲1. Setting an agenda 1.1 List all issues to be debated 1.2 Give time frames to each issue 1.3 Arrange order for the topics 2. Building Ones BATNA 2.1 Best Alternative To a Negotiation Agreement2.2Choosing Negotiation Places 2.2.1 H

17、ost Court 2.2.2 Guest Court 2.2.3 Third Partys Court 3. Rehearsing Roles 3.1 Discover advantages and disadvantages of the team 3.2 Determine the order of negotiation 3.3 Analyze what sticky problems might appear 3.4 Work out measures to deal with them 4 Adjusting based on reality backed up by learni

18、ng 4.1 A model of negotiation4.2 Repeated cycles of -Learning-Planning 作业及思考题参考文献1). Christopher E M. Negotiating Skills For Business. Kogan Page Ltd., 19962). 商务谈判实务，高建军， 北京航天航空大学出版社，20073) 国际商务谈判，宋格兰，高等教育出版社， 2008教学后记某某学院教师授课教案课程名称国际商务谈判上课时间2010年3 月25日1-2节课 题Unit 2 Setting the agenda教学目的Let the st

19、udents understand cooperation with different team combinations教学重点Sequencing and linking教学难点Sequencing教学方法Instruction+Case study教 学 内 容 提 纲1. Teamwork1.1Good cop/Bad cop1.2Larger Teams- Leader- Good Guy- Bad Guy- Hardliner- Sweeper2. Seating Location3. exercises on textbook p18 and p19. CaseA Chines

20、e engineering company in Gabon dismissed quite a number of local workers after it had completed the framework of a construction, which gave rise to a strike lasting for 40 days. The company had to hold a tough negotiation with the local workers, who demanded a large sum of subsidies in line with the

21、 labor law of the country. Only by this time was the company aware of their ignorance of the local law and heavy losses thus happened. The company was informed that, according to Gabons labor law, a casual laborer automatically turns into a permanent laborer if he keeps the job for a week without be

22、ing fired. As a permanent laborer, he is entitled to family subsidies (enough for two wives and three kids), transportation fee and unemployment subsidies. The result of the negotiation was obvious the company had to pay a large sum of subsidies which were not included in the budget. 4. Information

23、on financial creditFinancial credit means information on the three Cs: character, capacity and capital-the of the counterpart, his ability to repay, and the soundness of his financial position. Some Chinese companies do not take investigation on their trade partners financial position seriously and

24、thus induce great losses to their companies. CaseA company in Suzhou hoped to tab into the market of South Africa. Out of consideration of cautiousness, they sent a mission to the country for field survey. The meeting with the general manager was arranged in a well-lighted and carefully furnished ro

25、om in a superb office mansion. The mission was received at the gate of the elevator and immediately led to the meeting room by a smiling lady. The general manger, having an expensive cigar between his fingers and wearing confident expression in his face, introduced his company and his way of managem

26、ent in a detailed and enthusiastic manner. The introduction and the whole atmosphere convinced the mission of their partners financial strength and so as soon as they returned back to China, they sent the first batch of goods worth more than $1 million to their “rich” partner, but they did not recei

27、ve anything in return. Only some time later did they find out what they saw in the room was a carefully arranged “trap”: The fatty general manager was an invited local actor and the receptionist lady was the real manager, and the well furnished and decorated meeting room was leased for this special

28、purpose.作业及思考题参考文献1). Christopher E M. Negotiating Skills For Business. Kogan Page Ltd., 1996 2). Comfort J. 成功谈判. 王关富，宿玉容改编. 复旦大学出版社，2001 3). Curry J E. 国际商务谈判. 上海：上海外语教育出版社，2000 4) 国际商务谈判，宋格兰，高等教育出版社， 2008教学后记某某学院教师授课教案课程名称国际商务谈判上课时间2010年4月1日1-2节课 题Unit 3 Establishing positions教学目的Let students und

29、erstand how to present and feedback their positions教学重点Presenting your position, getting feedback教学难点Presenting your position教学方法Instruction + case study教 学 内 容 提 纲1. Communication skills1.1 When you present your position, what do you hold back?1.2 What is the best way to make sure you get feedback

30、on your position?2. Need Theory and Negotiation 2.1 Needs-the Basis -Driving Forces for a Negotiation 2.2 Features of Needs 2.3 Maslows Need Theory 2.4 Application of Need Theory in Negotiation 2.5 Three levels of Interests 3. Establishing PositionsThe peopleAndrew Carter is Export Sales Manager for Okus IT. He has prepared a presentation of the key aspects of their offer. Karen Black is a Project Manager at Okus IT. She is expecting Andrew to present their offer.Francoise Quantin is the current IT Manger at Levien. She is expecting Andrew to identify key aspects of their