国际贸易1.docx

1、国际贸易1ContentsUnit 1 An Introduction to Negotiation 1Passage One Nature of Negotiation 2Passage Two Negotiation Is Not a Competitive Sport 7Knowledge Input 18Knowledge Consolidation 21Case Study and Practice 25Unit 2 Principles of Business Negotiations 30Passage One Business Negotiation Principles 31

2、Passage two Principles That Make You a Smarter Negotiator 38Knowledge Input 47Knowledge Consolidation 48Case Study and Practice 49Unit 3 Goals for Negotiations 51Passage One The Dual Concern Model and Accountability 53Passage Two Multiple Negotiation Goals 57Knowledge Input 66Knowledge Consolidation

3、 70Case Study and Practice 73Unit 4 Composing of Negotiation Team 74Passage One Composing of Negotiation Team 75Passage Two The Qualities of the Negotiating Members 79Knowledge Input 87Knowledge Consolidation 88Case Study and Practice 91Unit 5 Preparation for Negotiations 94Passage One General Idea

4、for Negotiation Preparation 95Passage Two Practicing Tactics 97Knowledge Input 104Knowledge Consolidation 105Case Study and Practice 106Unit 6 Business Negotiation Procedure 110Passage One Business Negotiation Phases 111Passage Two General Procedures for Business Negotiation 119Knowledge Input 124Kn

5、owledge Consolidation 126Case Study and Practice 132Unit 7 Negotiation Strategies 134Passage One General Idea for Negotiation Strategies and Tactics 135Passage Two How to Build an Effective Negotiation Strategy 138Knowledge Input 142Knowledge Consolidation 144Case Study and Practice 145Unit 8 Benefi

6、cial Relationships of the Negotiation 153Passage One The Beneficial Relationship of the Negotiation 153Passage Two Set the Right Tone for Your Negotiations 157Knowledge Input 161Knowledge Consolidation 164Case Study and Practice 165Unit 9 Conflicts in Negotiation 169Passage One Resolving Conflicts 1

7、70Passage Two Everyday Conflict 174Knowledge Input 186Knowledge Consolidation 188Case Study and Practice 191Unit 10 Negotiation Memo 195Passage One General Ideas of a Negotiation Memo 196Passage Two Parts of a Memo 198Knowledge Input 205Knowledge Consolidation 207Case Study and Practice 212Unit 11 C

8、losing the Negotiation 214Passage One Closing the Negotiation 214Passage Two Negotiations on Sales of Commodities 219Knowledge Input 225Knowledge Consolidation 225Case Study and Practice 225Unit 12 Language for Negotiations (Part I) 225Passage One Language Skills in Different Negotiating Styles 225P

9、assage Two Practicing Tactics 225Knowledge Input 225Knowledge Consolidation 225Case Study and Practice 225Unit 13 Language for Negotiations (Part II) 225Passage One Language Competency and International Business Negotiation 225Passage Two The Role of Language 225Knowledge Input 225Knowledge Consolid

10、ation 225Case Study and Practice 225Unit 14 Cultural Influence on Negotiations 225Passage One Cultural Influence on Business and Negotiations 225Passage Two Cultural Differences and Cultural Tactic in Negotiations 225Knowledge Input 225Knowledge Consolidation 225Case Study and Practice 225Unit 15 Ne

11、gotiation Styles 225Passage One Negotiating Internationally 225Passage Two Negotiation Styles 225Knowledge Input 225Knowledge Consolidation 225Case Study and Practice 225Unit 16 Integrated Negotiation Drills 225Knowledge Review 225Vocabulary and Technical Terms Taken From the Text 225Vocabulary 225T

12、echnical Terms 225Unit 1An Introduction to NegotiationObjectives: Probing into the nature of negotiation Defining negotiation Realizing necessity of negotiation Understanding the essence of negotiationI. BrainstormingWork in pairs or in groups to discuss the given questions.1. What do you know about

13、 negotiations?2. Have you ever had negotiations? What did you negotiate about?3. What do you think of the significance of negotiations?4. What is your opinion about the increasing need for negotiations in international business with todays rapid development of the global economy?5. What do you think

14、 of win/lose and win/win approaches?6. Can you offer an example to show that a good outcome in negotiation is one on which both sides win?7. Whats your opinion about a complete business negotiator?II. TextPassage OneNature of NegotiationWhat do you think of negotiation when you hear the word? The pr

15、esident is trying to persuade Congress to pass his budget? The former Los Angeles chief of police, Daryl Gates, trying to persuade the L. A. City Council （市议会）he was worthy of retaining his job?（他值得留任吗？） Exxon（埃克森石油公司） fighting with the environmentalists to decide how much the company should pay to

16、clean up the Alaskan shoreline marred by the Valdez（油轮） oil spill? A department manager is trying to secure more personnel（员工） or a larger budget? Labor and management locked in（=involved in陷入，卷入） a twelfth-hour contract struggle?（劳资双方正在为一份12小时工时合同而斗争吗？） Buyer and seller are haggling over（讨价还价） the

17、price of a house or a car? Although “negotiation” may be a rather intimidating (=frightening) word for some people, it may help to know that negotiation is a skill which we have already used to some degree almost on a daily basis, on major things like a job, at other times on relatively minor issues

18、, such as who will wash the dishes? So, many daily duties（事务） on the job involve some form of negotiations. The structure and processes of negotiation are fundamentally the same at the personal level as they are at the diplomatic and corporate levels, and probably many more times than we realize.The

19、 word “negotiation” derives from the Latin infinitive (非限定动词)negotiari meaning “to trade or do business”. This verb itself was derived from another, negare, meaning “to deny”（拒绝） and a noun, otium, meaning “leisure”. Thus, the ancient Roman business person would “deny leisure” until the deal had bee

20、n settled. Negotiation is at the heart of every transaction（谈判对每笔交易都是至关重要的） and, for the most part,（在多数情况下） it comes down to（=mean; be equal to） the interaction between two sides with a common good (profits) but divergent methods.（谈判都是拥有共同利益但不同方法的双方之间进行的交流） These methods (the details of the contract

21、) must be negotiated to the satisfaction of both parties. As we will see, it can be a very trying（艰难的） process thats rife with(=be full of) confrontation and concession. Whether its trade or investment, one side will always arrive at the negotiation table in a position of greater power.（带着更强的实力） Tha

22、t power (e.g., the potential能力/实力 for profit) may derive from the extent（量） of the “demand”（需求） or from the ability to “supply”. The purpose of negotiation is to redistribute that potential.Many negotiators and researchers have been trying to assign(=give) a working definition（可供操作的定义） to the word n

23、egotiation. They define the word from different viewpoints and help clarify peoples understanding of the negotiation process. In the following are some examples: Negotiation is something you do every day of your life, but may not realize it. And its absolutely critical to career（事业） success. Negotia

24、tion is a discussion intended to produce an agreement; a treating with another respecting sale or purchase;（是为销售或购买而与另一方进行的商讨） a transaction of business（商务交易） between nations; the mutual intercourse（会谈） of governments by diplomatic agents, in making treaties, disposing difference, etc. Negotiation i

25、s an activity that all managers and professionals engage in. Its necessary to negotiate at every stage of a project or business transaction, in order to reach an agreement. Negotiation is a basic, generic（一般的） human activity a process that is often used in labor-management relation, in business deal

26、s like mergers（兼并，合并） and sales, in international affairs, and in our everyday activities. Negotiation is an ancient art. It is a form of decision-making where two or more parties approach a problem or situation（处理问题或应对局势） wanting to achieve their own objectives, which may or may not turn out to be

27、the same. If everyone, an individual or a company, had everything they wanted, there would be no particular reason to negotiate, bargain, or collaborate in decision-making. But in the real world, we do not have everything; the resources we control or influence do not serve all of our interests(=sati

28、sfy all of our needs). Unless we can find and reach agreements with parties who can respond to our interests, our needs will not be satisfied. The negotiations that take place in our daily life to free hostages, to keep peace between nations, or to end a labor strike, etc. dramatize the need for bar

29、gaining and its capabilities as a dispute management process. （具体体现了协商的必要性和谈判作为解决争端过程的实用性/潜力）With the growth of teams and project management, the need to negotiate becomes critical. And gone are the days when employees blindly do anything the boss orders. If we want to manage successfully, wed bette

30、r have good reasons for what were asking, and wed better be darned(=quite, damned的委婉语) persuasive.（最好有极强的说服力） Moreover, we are far more likely to find agreeable counterparties（容易打交道的合作方） for joint decision-making if we can offer something that is important to them.Since almost everything is negotiab

31、le, there are so many negotiations taking place anywhere and anytime. Among them, the international business negotiations are counted as one of the most important kind of negotiation. The frequency of international business negotiation is increasing rapidly as business becomes more international in

32、scope and extent. Thus, international business negotiations have become the norm（成为日常行为） for many organizations, rather than an exotic(=strange; unusual不常见的) activity that occur only occasionally. International business negotiations are never straightforward and simple. Any negotiation of this kind between people from different national backgrounds will be difficult, as communication between the parties wil