PRACTICAL BUSINES ENGLISH New Edition,新编实用商务英语,目 录,Chapter 1 Business Negotiation,Chapter 2 Business Documents,Chapter3 Business Letters,Chapter 14 Commodities Inspection and Customs Formalities,Chapter 13 Transportation Particulars,Chapter 15 Claims, Force Majeure and Arbitration,Chapter 1,Business Negotiation,1.Some Basic Conceots of Negotiation 2.The Forms of Business Negotiation 3.The Overall Framework of International Business Negotiation 4.Features of International Business Negotiation 5.Basic Rules of International Business Negotiation 6.The General Producer of International Negotiation 7.Communication Skills for Negotiations 8.Types of Negotiation Styles 9.The Business Contract,Chapter 1 Business Negotiation,1.Some Basic Concepts of Negotiation (1)The Concept of Negotiation A negotiation is a process of communication between parties to mange conflicts in order to come to an agreement, solve a problem or make arrangements.,A successful negotiation must satisfy at least the following requirements:,1）The outcome of a negotiation is a result of mutual giving and taking; 2）Negotiations happen due to the existence of conflicts; however, no negotiation can proceed smoothly and come to a satisfactory solution without collaboration between the participants. 3）In spite of unequal strength and power on the side of one party, it should not be viewed as a success if the other party cannot exercise influence on the result of negotiation, which in a show of the equal right of the parties.,Chapter 1 Business Negotiation,The internal structure of negotiation is :,Chapter 1 Business Negotiation,1）Negotiations plays a basic part in conclusion of a contract and has direct influence on the conclusion and implementation of a contract, and also had a great bearing on the economic interest of the parties concerned.,2)The dual elements of conflict and cooperation are described here: it is the mutual interest of participants to come to some agreement and this provides a cooperative aspect; however ,the interests of participants are opposed, and this is the basis for rivalry.,3)The parties know that the value of any successful bargain is limited because opportunities provided in the administration of the contract or by other tenders may correct any serious unbalance.,4)Success in negotiation is seen not to be measured in points scored off ones opponent, but in the contribution to the negotiation it self.,(2)The Importance of Business Negotiation,Chapter 1 Business Negotiation,Chapter 1 Business Negotiation,2.The Forms of Business Negotiation,Background Factors,Atmosphere,The Process Of Negotiation,1)Background Factors refer to objectives, environment, market position, third parties and negotiations. 2)Atmosphere is of great importance to the whole process of the international business negotiation, 3)The Process of Negotiations is made up of three stages.,Overall Framework,3.The Overall Framework of International Business Negotiation,Chapter 1 Business Negotiation,Two principals:,First, at the beginning of the negotiation, the negotiations should know well their desired results and not be willfully manipulated by their counterparts. Second, in international business negotiations, price is usual the key point because it directly concerns the economic benefits to both sides.,First, at the beginning of the negotiation, the negotiations should know well their desired results and not be willfully manipulated by their counterparts. Second, in international business negotiations, price is usual the key point because it directly concerns the economic benefits to both sides.,1)the best target; 2)the intermediate target; 3)the acceptable target.,4.Features of International Business Negotiation,Chapter 1 Business Negotiation,5.Basic Rules of International Business Negotiation (1)Interdependence “one palm cannot clap.” A seller cannot exist unless he has a buyer, which determines this relationship between them. (2)Concealment and Openness To achieve more satisfactory results, both parties will have to decide how open and honest they should be about personal preference and needs, and to what extent they should trust the other side. (3)Different Negotiation Situations Both parties must change as required of them by situations.,Chapter 1 Business Negotiation,(4)Bargainning Mix and Creativity Based on the environment where negotiations feel cooperative and dedicated to seeking the best solution possible instead of meeting but one sides need. (5)Proposal Exchange To be successful, a negotiator needs to understand the events that are taking place during the exchange of offers, and to know how to use them to advantage, to keep the other side from side from using them to negotiators disadvantage. (6)Winner or Loser Cardinal rules for a successful negotiator to remenber:1)His/her reputation, and effort to maintain that reputation by means of their negotiating behavioe.2)Most negotiation occurs in rela