国际贸易1.docx

国际贸易1.docx

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国际贸易1

Contents

Unit1AnIntroductiontoNegotiation1

PassageOneNatureofNegotiation2

PassageTwoNegotiationIsNotaCompetitiveSport7

KnowledgeInput18

KnowledgeConsolidation21

CaseStudyandPractice25

Unit2PrinciplesofBusinessNegotiations30

PassageOneBusinessNegotiationPrinciples31

PassagetwoPrinciplesThatMakeYouaSmarterNegotiator38

KnowledgeInput47

KnowledgeConsolidation48

CaseStudyandPractice49

Unit3GoalsforNegotiations51

PassageOneTheDualConcernModelandAccountability53

PassageTwoMultipleNegotiationGoals57

KnowledgeInput66

KnowledgeConsolidation70

CaseStudyandPractice73

Unit4ComposingofNegotiationTeam74

PassageOneComposingofNegotiationTeam75

PassageTwoTheQualitiesoftheNegotiatingMembers79

KnowledgeInput87

KnowledgeConsolidation88

CaseStudyandPractice91

Unit5PreparationforNegotiations94

PassageOneGeneralIdeaforNegotiationPreparation95

PassageTwoPracticingTactics97

KnowledgeInput104

KnowledgeConsolidation105

CaseStudyandPractice106

Unit6BusinessNegotiationProcedure110

PassageOneBusinessNegotiationPhases111

PassageTwoGeneralProceduresforBusinessNegotiation119

KnowledgeInput124

KnowledgeConsolidation126

CaseStudyandPractice132

Unit7NegotiationStrategies134

PassageOneGeneralIdeaforNegotiationStrategiesandTactics135

PassageTwoHowtoBuildanEffectiveNegotiationStrategy138

KnowledgeInput142

KnowledgeConsolidation144

CaseStudyandPractice145

Unit8BeneficialRelationshipsoftheNegotiation153

PassageOneTheBeneficialRelationshipoftheNegotiation153

PassageTwoSettheRightToneforYourNegotiations157

KnowledgeInput161

KnowledgeConsolidation164

CaseStudyandPractice165

Unit9ConflictsinNegotiation169

PassageOneResolvingConflicts170

PassageTwoEverydayConflict174

KnowledgeInput186

KnowledgeConsolidation188

CaseStudyandPractice191

Unit10NegotiationMemo195

PassageOneGeneralIdeasofaNegotiationMemo196

PassageTwoPartsofaMemo198

KnowledgeInput205

KnowledgeConsolidation207

CaseStudyandPractice212

Unit11ClosingtheNegotiation214

PassageOneClosingtheNegotiation214

PassageTwoNegotiationsonSalesofCommodities219

KnowledgeInput225

KnowledgeConsolidation225

CaseStudyandPractice225

Unit12LanguageforNegotiations（PartI）225

PassageOneLanguageSkillsinDifferentNegotiatingStyles225

PassageTwoPracticingTactics225

KnowledgeInput225

KnowledgeConsolidation225

CaseStudyandPractice225

Unit13LanguageforNegotiations（PartII）225

PassageOneLanguageCompetencyandInternationalBusinessNegotiation225

PassageTwoTheRoleofLanguage225

KnowledgeInput225

KnowledgeConsolidation225

CaseStudyandPractice225

Unit14CulturalInfluenceonNegotiations225

PassageOneCulturalInfluenceonBusinessandNegotiations225

PassageTwoCulturalDifferencesandCulturalTacticinNegotiations225

KnowledgeInput225

KnowledgeConsolidation225

CaseStudyandPractice225

Unit15NegotiationStyles225

PassageOneNegotiatingInternationally225

PassageTwoNegotiationStyles225

KnowledgeInput225

KnowledgeConsolidation225

CaseStudyandPractice225

Unit16IntegratedNegotiationDrills225

KnowledgeReview225

VocabularyandTechnicalTermsTakenFromtheText225

Vocabulary225

TechnicalTerms225

Unit1

AnIntroductiontoNegotiation

Objectives:

●Probingintothenatureofnegotiation

●Definingnegotiation

●Realizingnecessityofnegotiation

●Understandingtheessenceofnegotiation

I.Brainstorming

Workinpairsoringroupstodiscussthegivenquestions.

1.Whatdoyouknowaboutnegotiations?

2.Haveyoueverhadnegotiations?

Whatdidyounegotiateabout?

3.Whatdoyouthinkofthesignificanceofnegotiations?

4.Whatisyouropinionabouttheincreasingneedfornegotiationsininternationalbusinesswithtoday’srapiddevelopmentoftheglobaleconomy?

5.Whatdoyouthinkofwin/loseandwin/winapproaches?

6.Canyouofferanexampletoshowthatagoodoutcomeinnegotiationisoneonwhichbothsideswin?

7.What’syouropinionaboutacompletebusinessnegotiator?

II.Text

PassageOne

NatureofNegotiation

Whatdoyouthinkofnegotiationwhenyouheartheword?

ThepresidentistryingtopersuadeCongresstopasshisbudget?

TheformerLosAngeleschiefofpolice,DarylGates,tryingtopersuadetheL.A.CityCouncil（市议会）hewasworthyofretaininghisjob?

（他值得留任吗？

）Exxon（埃克森石油公司）fightingwiththeenvironmentaliststodecidehowmuchthecompanyshouldpaytocleanuptheAlaskanshorelinemarredbytheValdez（油轮）oilspill?

Adepartmentmanageristryingtosecuremorepersonnel（员工）oralargerbudget?

Laborandmanagementlockedin（=involvedin陷入，卷入）atwelfth-hourcontractstruggle?

（劳资双方正在为一份12小时工时合同而斗争吗？

）Buyerandsellerarehagglingover（讨价还价）thepriceofahouseoracar?

Although“negotiation”maybearatherintimidating（=frightening）wordforsomepeople,itmayhelptoknowthatnegotiationisaskillwhichwehavealreadyusedtosomedegreealmostonadailybasis,onmajorthingslikeajob,atothertimesonrelativelyminorissues,suchaswhowillwashthedishes?

So,manydailyduties（事务）onthejobinvolvesomeformofnegotiations.Thestructureandprocessesofnegotiationarefundamentallythesameatthepersonallevelastheyareatthediplomaticandcorporatelevels,andprobablymanymoretimesthanwerealize.

Theword“negotiation”derivesfromtheLatininfinitive（非限定动词）negotiarimeaning“totradeordobusiness”.Thisverbitselfwasderivedfromanother,negare,meaning“todeny”（拒绝）andanoun,otium,meaning“leisure”.Thus,theancientRomanbusinesspersonwould“denyleisure”untilthedealhadbeensettled.Negotiationisattheheartofeverytransaction（谈判对每笔交易都是至关重要的）and,forthemostpart,（在多数情况下）itcomesdownto（=mean;beequalto）theinteractionbetweentwosideswithacommongood（profits）butdivergentmethods①.（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）Thesemethods（thedetailsofthecontract）mustbenegotiatedtothesatisfactionofbothparties.Aswewillsee,itcanbeaverytrying（艰难的）processthat’srifewith（=befullof）confrontationandconcession.Whetherit’stradeorinvestment,onesidewillalwaysarriveatthenegotiationtableinapositionofgreaterpower.（带着更强的实力）Thatpower（e.g.,thepotential能力/实力forprofit）mayderivefromtheextent（量）ofthe“demand”（需求）orfromtheabilityto“supply”.Thepurposeofnegotiationistoredistributethatpotential.

Manynegotiatorsandresearchershavebeentryingtoassign（=give）aworkingdefinition（可供操作的定义）tothewordnegotiation.Theydefinethewordfromdifferentviewpointsandhelpclarifypeople’sunderstandingofthenegotiationprocess.Inthefollowingaresomeexamples:

·Negotiationissomethingyoudoeverydayofyourlife,butmaynotrealizeit.Andit’sabsolutelycriticaltocareer（事业）success.

·Negotiationisadiscussionintendedtoproduceanagreement;atreatingwithanotherrespectingsaleorpurchase;（是为销售或购买而与另一方进行的商讨）atransactionofbusiness（商务交易）betweennations;themutualintercourse（会谈）ofgovernmentsbydiplomaticagents,inmakingtreaties,disposingdifference,etc.

·Negotiationisanactivitythatallmanagersandprofessionalsengagein.It’snecessarytonegotiateateverystageofaprojectorbusinesstransaction,inordertoreachanagreement.

·Negotiationisabasic,generic（一般的）humanactivity—aprocessthatisoftenusedinlabor-managementrelation,inbusinessdealslikemergers（兼并，合并）andsales,ininternationalaffairs,andinoureverydayactivities.

·Negotiationisanancientart.Itisaformofdecision-makingwheretwoormorepartiesapproachaproblemorsituation（处理问题或应对局势）wantingtoachievetheirownobjectives,whichmayormaynotturnouttobethesame.

Ifeveryone,anindividualoracompany,hadeverythingtheywanted,therewouldbenoparticularreasontonegotiate,bargain,orcollaborateindecision-making.Butintherealworld,wedonothaveeverything;theresourceswecontrolorinfluencedonotserveallofourinterests（=satisfyallofourneeds）.Unlesswecanfindandreachagreementswithpartieswhocanrespondtoourinterests,ourneedswillnotbesatisfied.Thenegotiationsthattakeplaceinourdailylifetofreehostages,tokeeppeacebetweennations,ortoendalaborstrike,etc.dramatizetheneedforbargaininganditscapabilitiesasadisputemanagementprocess.（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）Withthegrowthofteamsandprojectmanagement,theneedtonegotiatebecomescritical.Andgonearethedayswhenemployeesblindlydoanythingthebossorders.Ifwewanttomanagesuccessfully,we’dbetterhavegoodreasonsforwhatwe’reasking,andwe’dbetterbedarned（=quite,damned的委婉语）persuasive.（最好有极强的说服力）Moreover,wearefarmorelikelytofindagreeablecounterparties（容易打交道的合作方）forjointdecision-makingifwecanoffersomethingthatisimportanttothem.

Sincealmosteverythingisnegotiable,therearesomanynegotiationstakingplaceanywhereandanytime.Amongthem,theinternationalbusinessnegotiationsarecountedasoneofthemostimportantkindofnegotiation.Thefrequencyofinternationalbusinessnegotiationisincreasingrapidlyasbusinessbecomesmoreinternationalinscopeandextent.Thus,internationalbusinessnegotiationshavebecomethenorm（成为日常行为）formanyorganizations,ratherthananexotic（=strange;unusual不常见的）activitythatoccuronlyoccasionally②.

Internationalbusinessnegotiationsareneverstraightforwardandsimple.Anynegotiationofthiskindbetweenpeoplefromdifferentnationalbackgroundswillbedifficult,ascommunicationbetweenthepartieswil