商务谈判(英文版）.ppt

JiNing College Of Vocation and Technology INTERNATIONGNAL BUSINESS NEGOTATION (THEORY CASES SIMULATION) Tuesday, July 24, 2007 Personal Presentation Ren Guangjian Tel:h) 0537-2239237(o) (Department of Economic and Administration) PREFACE Through learning, the students will be able to: Increase understanding the characteristics of a negotiation; Develop ability to analyze the process and structure of a negotiation; Increase awareness of attitudes ,mind-set and basic theories in different negotiation situations; and Increase awareness of one’s psychological behavior and personality style as they are backed one’s culture CHAPTER 1 Negotiation Motives and Key Terminology Negotiation motives and key terminology 谈判动机与关键词语 Negotiation谈判 Conflicts冲突 Stakes利益 Case study: Matsushita Electric Corporation 松下电器公司 Human beings live in a finite world ,but their appetites are oriented to the infinite .As a result, man’s unlimited demand has constantly given rise to conflicts between such demand and limited, scare natural resources. To find a way out ,the science of economics has been developed to study alternative ways to use scarce and limited but productive resources to produce goods and services to satisfy man’s unlimited demand. man’s endless need and demand not only produce confrontation against nature but trigger conflicts among themselves.  For example: The long lasting negotiations between Israel and Syria on returning of Israel occupied territory-Golenhigh site an example to the point. Water conflict in the Middle East is simply one typical issue among countless disputes of similar nature among countries and nations. Territory in Kasmir, oil in the Middle East and diamond in the South Africa have all provoked and stirred up serious and long lasting military and political confrontation among countrie