Chapter1 國際商務(wù)溝通與談判課件

OutlineofBusinessNegotiation

WangDanChapter1國際商務(wù)溝通與談判PartIABCtoBusinessNegotiation&Communication

Chapter1BriefIntroductiontoBusinessNegotiation&CommunicationChapter2PrinciplesofBusinessNegotiation&CommunicationChapter3ProcessofBusinessNegotiation&CommunicationChapter4Strategies&BackgroundofBusinessNegotiation&CommunicationChapter1國際商務(wù)溝通與談判PartIIPracticalBusinessNegotiationChapter5OralCommunicationinBusinessChapter6WrittenCommunicationinBusiness(1)Chapter7WrittenCommunicationinBusiness(2)Chapter8InternationalBusinessContractNegotiationChapter1國際商務(wù)溝通與談判PartIIIPracticalBusinessNegotiationChapter9SalesNegotiationChapter10InvestmentNegotiationChapter11TechnologyTradeNegotiationChapter12InternationalBusinessContractNegotiationChapter1國際商務(wù)溝通與談判PartIVInterculturalBusinessNegotiation&CommunicationChapter13InterculturalAwarenessinBusinessActivitiesChapter14Cross-culturalNegotiationChapter1國際商務(wù)溝通與談判Chapter1BriefIntroductiontoBusinessNegotiation&Communication1.TheCharacteristicsofBusinessNegotiation2.TheComponentsofBusinessNegotiation3.TheBasicRulesofBusinessNegotiationChapter1國際商務(wù)溝通與談判達(dá)成共識(shí)談判成功共同需要/互利性合作的前提利益分歧沖突矛盾談判的原因解決問題

讓步，發(fā)現(xiàn)并融合各方利益談判的關(guān)鍵Chapter1國際商務(wù)溝通與談判談判的五大特點(diǎn)互利性——有共同的需要，相互依存，為了達(dá)到各自的目標(biāo)都需要對(duì)方，這是談判的前提和基礎(chǔ)；自愿性——談判是自愿的，非強(qiáng)迫的，是因各方的利益需要把彼此拉近，并樂意通過談判來達(dá)成共識(shí)；分歧性——由于各自的利益不同，站的立場(chǎng)、角度不同，必然會(huì)出現(xiàn)分歧，這是實(shí)施談判的原因，也是要通過談判來解決的問題；融合性——有共同需要并不能導(dǎo)致談判成功，如果彼此的分歧不能解決，談判要么陷于僵持，要么破裂。只要融合各方利益，調(diào)和彼此矛盾，才能推進(jìn)談判；創(chuàng)造性——不困囿于分歧和矛盾，不限于固有的規(guī)制和慣例，集思廣益，尋找創(chuàng)造性解決方案，變對(duì)抗性為合作性談判。Chapter1國際商務(wù)溝通與談判談判實(shí)力的10大要素談判實(shí)力十要素

選擇權(quán)時(shí)機(jī)

關(guān)系有效信息資源控制影響力專家力量創(chuàng)新力Knowledge專業(yè)知識(shí)Skill技巧資金、原材料、技術(shù)、許可證、進(jìn)出口配額、土地開發(fā)權(quán)、客戶及渠道Chapter1國際商務(wù)溝通與談判談判的基本原則求同存異原則平等互利原則

妥協(xié)互助原則Chapter1國際商務(wù)溝通與談判Chapter2PrinciplesofBusinessNegotiation&CommunicationPrincipleofCollaborativeNegotiationPrincipleofInterestDistributionPrincipleofTrustinNegotiationPrincipleofDistributive&ComplexNegotiationWin-winPrincipleChapter1國際商務(wù)溝通與談判Chapter3ProcessofBusinessNegotiation&Communication1.ThePreparationPhase2.TheOpeningPhase3.TheBargainingPhase4.TheDecision-making&ActionPhaseChapter1國際商務(wù)溝通與談判Chapter4Strategies&BackgroundofBusinessNegotiation&Communication1BackgroundofBusinessNegotiation&Communication2StrategiesandTacticsofNegotiationaMajorPersonalStyles&TeamStylesbStrategies&TacticsChapter1國際商務(wù)溝通與談判MajorPersonalStyles&TeamStyles果斷型不果斷型非情感型情感型巷戰(zhàn)斗士獨(dú)斷專行，喜歡挑戰(zhàn)，一切以“獲勝”為目的訓(xùn)導(dǎo)師通過引導(dǎo)或刺激他人而左右局勢(shì)項(xiàng)目主管做事缺乏彈性，強(qiáng)調(diào)原則和標(biāo)準(zhǔn)；關(guān)注細(xì)節(jié)，對(duì)投資和收益很在意和事佬注重關(guān)系，害怕沖突，喜歡折中，易于妥協(xié)Chapter1國際商務(wù)溝通與談判Strategies&Tactics

蠶食策略-切香腸策略（分段議題）狐貍策略-暗示對(duì)方亂中取勝囚犯策略-讓對(duì)方猜不透最佳策略囚籠策略-本次只討論A主題不談B主題

Chapter1國際商務(wù)溝通與談判PrisonersDilemmaChapter1國際商務(wù)溝通與談判GameTheoryChapter1國際商務(wù)溝通與談判Chapter5OralCommunicationinBusiness1FormsofOralCommunicationaOralPresentationbEffectiveWaysofaConversationcMajorAdvantagesofOralCommunication2StrategiesofOralCommunicationaEuphemisticPresentationsbFuzzyWordingcMeritDemonstrationsdPolemicStatementsChapter1國際商務(wù)溝通與談判Chapter6WrittenCommunicationinBusiness(1)1.BusinessLettersaStylesofBusinessLettersbEssentialPartsofBusinessLetterscOptionalPartsdEnvelopAddressing2.SocialCorrespondenceinBusinessaFeaturesofSocialLettersbTypesofSocialLettersChapter1國際商務(wù)溝通與談判Chapter7WrittenCommunicationinBusiness(2)1GeneralBusinessPaperworkaNoticesandAnnouncementsbMemoandMinutes2BusinessReportsaTypesofBusinessReportbStructureandContentsofShortReportChapter1國際商務(wù)溝通與談判Chapter8ElectronicCommunication1Telex2Fax3E-mail4TelephoneMessageChapter1國際商務(wù)溝通與談判Chapter9SalesNegotiationChapter10InvestmentNegotiationChapter11TechnologyTradeNegotiationChapter1國際商務(wù)溝通與談判Chapter12InternationalBusinessContractNegotiation1.AnIntroductiontoInternationalBusinessContract2.ProceduresofBusinessContractNegotiationChapter1國際商務(wù)溝通與談判Chapter13InterculturalAwarenessinBusinessActivities1ImpactofCultureDifference2BusinessProtocolandEtiquetteChapter1國際商務(wù)溝通與談判貴為領(lǐng)袖也要入鄉(xiāng)隨俗Chapter1國際商務(wù)溝通與談判Chapter1國際商務(wù)溝通與談判Chapter14Cross-culturalNe