商务英语谈判Chapter_One.ppt

Chapter One Who’s who in Effective Negotiating Who’s who in Effective Negotiating 教学目标： 1. 掌握商务谈判的理论基础（科学性） 2. 了解商务谈判的技巧（艺术性） 3. 熟悉商务谈判领域的英语词汇表达 4. 结合谈判理论，分析案例，模拟谈判 Strategies Offensive strategy Be used to take the initiative Defensive strategy To observe and wait Neutral strategy The seller Neutral strategy The correct position for the seller is to rest its case and adopt a defensive –offensive posture until such time as the buyer is able to demonstrate the proposal is unreasonable. A neutral posture means that the seller can take action to counter-attack the buyer by moving to the offensive as the need arises. This particular posture forces the buyer into the position of having continuously to prove that the seller is wrong. Once the seller submits his proposal, the buyer is constrained to three options only. Essential questions Knowledge of the reality is essential for strategy selection. Read the questions and decide what do they entail? Defensive, offensive or neutral strategy? Tactics Offensive Tactics Defensive tactics Asking questions Probing to gain information before major attack Specific to force an admission based on the information gained Attacking Yes-or-no questions Tit for tat In Sino-US negotiation on intellectual property right, the US took a very aggressive stance as always. It threatened China GATT entry blockage and economic sanction. The Chinese chief negotiator took a tit for tat strategy. She pointed out the US refused to recognize China’s unprecedented achievement in intellectual property protection, and attempted to frustrate China’s efforts to join the organization employing the IPR issue as a lever. And the day of the US announcement of its sanction list would be the moment of China’s declaration of its retaliation measures. Tit for tat (Cont.) On December 31, 1994, merely one hour after the US revealed its sanction list of $2.8 billion worth of Chinese goods, China announced its retaliation list. It included