Chapter Four The Basic Qualities of Business Negotiators,Learning Focus学习要点 1 .Understand the importance of negotiation.理解谈判的重要性。 2. Comprehend deeply about the qualities of a good negotiator.深人了解优秀谈判人员需要具备的素质。 3. Know how to develop the qualities in business negotiation.了解如何培养自己的谈判素质。 4. Know how to be a qualified negotiator.知道怎样做一名合格的谈判者。 5. Read the text extension freely.熟读拓展课文。,下一页,Three The Main Contents of Business Negotiation,Text: The Basic Qualities of Business NegotiatorsToday prospects and customers are forcing us to compete as a commodity with severe pricing pressures and negotiating.“ Your price is too high“ is a common cry! We need to develop know-ledge and skills to effectively negotiate the sale. Negotiation is one of the most difficult tasks that a person faces. It requires a number of qualities which are not usually found in business. Negotiation requires good business judgment and an understanding of human nature.Negotiation is an inherent part of being in business. Negotiating is an acquired skill，but it is a very important part of your role as an entrepreneur. Find out what you need to know and learn in order to be able to negotiate successfully for any business deals.,下一页,返回,上一页,Three The Main Contents of Business Negotiation,As a business owner, negotiations with other businessmen are inevitable. You may find yourself wanting to establish a corporate partnership with another business.Whatever the reason is，if youre starting a business，you need to learn the skills of a good negotiator together with learning the basics of running a business. Fortunately for you，they are easily identified and can be learned quickly with time and practice. 1 .Being a good listener 2. Being realistic 3. Adaptability(具备适应能力) 4. Resourcefulness(足智多谋) 5. Endurance(忍耐力 6. Respect,下一页,返回,上一页,Three The Main Contents of Business Negotiation,7. Concentration 8. Sense of Humor(幽默感 9. Patience 10. The Ability to Articulate(表达能力强),下一页,返回,上一页,Three The Main Contents of Business Negotiation,Phrases&Expressions potential partner潜在合作伙伴 lay out制定，编排 butt in干扰，干涉 put forth提出 sales pitch推销 seek for寻觅，寻找 jet lag飞行时差反应，时差感,下一页,返回,上一页,Three The Main Contents of Business Negotiation,guard against防止，防范 cloud the main issue混淆主要问题 be equipped with用装备 time-consuming费时间的 back out退出(放弃，收回) lose the nerve变得胆怯，失去勇气，畏缩，害怕 set forth陈述(陈列，出发，宣布) sense of humor幽默感 think on your feet反应迅速，行动敏捷果断,下一页,返回,上一页,Three The Main Contents of Business Negotiation,Notes on the Text 1 .Having an inflexible strategy and limited tactics will almost instantly bring negotiations to an unproductive close. 2. Being able to “think on your feet“ will go a long way toward success at the negotiation table. 3. Time zone changes，language problems，and legal wrangling can be major distractions from the goals set forth in the strategy. 4. Many an executive has returned from an overseas negotiation with nothing achieved according to the preplan. 5. Negotiation can be a very stressful affair, and there will be moments when it hardly seems worth the effort.,下一页,返回,上一页,Three The Main Contents of Business Negotiation,6. Some of the negotiating delays，logistical problems，and social settings may seem like exercises in absurdity，and many of the discomforts of travel can be downright demeaning. 7. A negotiator must also have a keen sense of what is motivating his counterparts so as to communicate the proper image.,返回,上一页,