商务英语谈判由刀豆文库小编整理，希望给你工作、学习、生活带来方便，猜你可能喜欢“商务英语谈判答案”。
Chapter 1 :
1.Negotiation is the proce we use to satisfy our needs when someone else control what we want.2.Different types in Theory and Practice:
a)Competitive style: To try to gain all there is to gain
b)Accommodative style(通融式谈判): To be willing to yield all there is to yield
c)Avoidance style: To try to stay out of negotiation
d)Compromising style(妥协谈判): To try to split the difference or find an intermediate
point according to someone principle
e)Collaborative style(合作谈判): To try to find maximum poible gain for both
parties
f)Vengeful style(报复谈判): harm the other
g)Self-inflicting style(自损谈判): harm oneself
h)Vengeful and self-inflicting style: harm the other and also oneself
3.The goal of collaborative negotiation is to manage the dispute so that the outcome is more constructive than destructive.4.Principled negotiation is centered around four consideration(PIOC):
a)People: separate the people from the problem
b)Interests: focus on interests, not position
c)Options(选择): invent options for mutual gains
d)Criteria(条件): insist on using objective criteria
5.Personal interests are interests of individuals who participate in negotiation.Organizational interests are of collective bodies such as private or state-owned enterprises, institutions and other kinds of entities(实体)
6.Case study: During the Cold War......against it.2)They followed the “National interests go before organizational interests.” principle
Busine NegotiationA: The seller Mi su representingKai ya Chocolate Manufacturing Co.LtdB: The buyer Mr.zhou representing zhong shang supermarket.A: Good morning......
《商务英语谈判》实训场景甲方（A-BUYER）: 刘云（A-Candy），贺小娟（A-Mariah）乙方（B-SELLER）: 岳志平（B-Zoe）， 黄真真(B–Mi.H) （Introduction） A-Candy: How do you do.B-Zoe: How do you d......
商务英语谈判大纲课程名称：商务英语谈判 总学时数：36学时 课程类别：专业课先修课程：国际贸易、外贸函电、…… 适用专业：商务英语专业 一、课程的性质、目的与任务《商务英语谈判......
PART I我们介绍一款MP5，我（王鹏）用W 表示， 刘磊用L表示，我是公司的产品介绍者，刘磊是买家。一开始时组长先旁白，旁白大概为我带着刘参观了工厂，然后回到了办公室，然后我们开始对话。L......
篇1：商务英语谈判考题 湖北三峡*************学院2011年春季学期《商务英语谈判》试卷 适用班级__________________________ 考试班级_______________ 姓名_____________ 学......
