《商务谈判课件（英文）》Lecture 1.pptVIP

Show people you are ready to listen I’m listening. I’m here to listen. You have my full attention. Show your interest Is that so? Really? Is it? Are they? Oh? That’s interesting. That good news. My goodness. Hmmm. Show that you understand I see. Now I see. I see what you mean. I know what you mean. I follow you. You’re being quite clear. Ah. Ah yes. So. I understand. Support and reinforce Right. Correct. Yes. Exactly. Precisely. Absolutely. True. Perfectly true. That’s very true. Good point. So it is. So they are. I’m glad you said that. For confirming a concession Good. Fine. I think you’re making a wise decision because… Link with people To continue with your… To go on with what you were saying… Following up on your idea… Taking up on what you just said… In line with your comment… To come back to your observation… 3. Stages of negotiation Pre-negotiation Face-to-face negotiation Post-negotiation Pre-negotiation 前期准备阶段 The pre-negotiation stage starts from the first contact between the two sides whose interest in doing business with each other is shown. From this stage on, both sides begin to understand one another’s needs and evaluate the benefits of entering into the process of negotiation. This stage is more usually important than the formal negotiations. Both sides now also start to form their strategy for face-to-face negotiation as well as try to foresee and take precautions against possible events. The environmental factors refer to politics, religious belief, legal system, business practices, social customs, financial state, infrastructure and climate, which will affect the negotiation in a direct or indirect way. The gathering of information includes that of markets, science and technology, policy and regulations, finance and of the opponent, it may in some way determine the success or failure of the negotiation. back Face-to-face negotiation面对面谈判阶段 It is time for both sides to explore the differences in preferences and expectations