国际商务谈判（英文）全套课件二教材-教学课件.pptx

International Business Negotiation;;Chapter 1 Fundamentals of International Business Negotiating 第一章 国际商务谈判概述;Introduction ;1.1 Concepts and principles of business negotiation ; “fundamental principles” of negotiation: ;;;To summarize: no matter what kind of negotiation it is, we can say that negotiation is a cooperative enterprise; common interests must be sought. Negotiation is a behavioral process, not a game; in a good negotiation, everybody wins something. It’s important to realize that while the size of the playing field may vary from venture to venture, the overriding concept remains the same: Success isn’t winning everything, it’s winning enough.;The basic principles of negotiation ;1.2 Correct understanding of negotiation ;1.3 Stages of negotiation;1.4 Psychology in negotiating;;;Need theory and negotiating ;Practical Sentences ;Fill in the banks. ;True or false. ;Put the following into English.;Key;Question;Chapter 2 Proper Behaviors in International Business Negotiations;;Introduction ;2.1 Assumptions;2.1.2 The types of hidden assumptions;;2.2 Listening;;;;;;;;Active listening ;;2.3 Talking;;;How to open and close ;;;;2.4 Inquiring ;;;How to deliver questions;;;;Several aspects to beware of ;;Effective responding;;;2.5 Observing ;Facial expression;Body language of upper limbs;Body language of lower limbs; How to get rid of the detrimental body language ;Practical Sentences ;Communication Skills;;;;;4. Translate the following into English. 我们的新产品市场需求很大。 Key: There’s a great demand for our new product. 这种产品的前景很是看好。 Key: This product has good prospects. 我们需要讨论一下基本的交易条件。 Key: We need to talk about the basic terms of the transaction. 如你方价格公道，质量令人满意，我们将大量定货。 Key: If your prices are reasonable and the quality is satisfactory, we shall place substantial orders with you. 双方坚持各自的价格是不明智的，我们可否都作些让步？ Key: It’s unwise for both of us to insist on his own price. Can we each make some concession?;;5. Read the following statements and tell which is True or false.