国际商务谈判双语版课件(完整版).pptx

Chapter1

BasicTheoriesforInternationalBusinessNegotiation

(国际商务谈判基本理论)

Contents(目录)

1.Quotation(引言)

2.Definitionofbusinessnegotiation(商务谈判定义)

3.Characteristicsofbusinessnegotiation(商务谈判特征)

4.Thebasicprinciplesofbusinessnegotiation

(商务谈判的基本原则)

5.Keytermsofbusinessnegotiation(重要术语)

6.Determinantsthataffectbusinessnegotiation(影响商务谈判的决定因素)

7.Chinesecase(中国案例)

8.Chineseculture(中国文化)

1.Quotation(引言)

★Inbusinessasinlife,youdontgetwhatyoudeserve,yougetwhatyounegotiate.

—ChesterL.Karras,Americanbusinessnegotiationexpert

人生如对弈，商场如人生，你只能通过谈判得到你应该得到的。

—切斯特·卡拉斯

(美国商务谈判专家)

2.Definitionofbusinessnegotiation

Theword“negotiation”derivesfromtheLatin

word“negotiari”,whichmeans“todobusiness”.In

abroadsense,negotiationisasocialphenomenon

andaspecialembodimentofhumanrelations.Negotiationisaprocessofinformationexchangebetweentwosides,whicharecounterpartsofmatchedqualificationandratherindependentinmaterialforce,personalityandsocialstatus,etc.

Duetomutualcontact,conflictsanddifferencesin

viewpoints,needs,basicinterestsandactionmodes,

bothpartiestrytopersuadetheotherpartytounderstandoraccepttheirviewpointsandtosatisfytheirownneeds.

2.商务谈判定义

o“谈判”一词源于拉丁语“negotiari”,意思是“做生意”。从广义上讲，谈判是一种社会现象，是人际关系的特殊体现。谈判是双方在物质力量、人格和社会地位等方面具有相当独立性的对等方之间进行信息交换的过程。由于双方在观点、需求、基本利益和行动方式等方面的相互接触、冲突和差异，双方都试图说服对方理解或接受自己的观点，

满足自己的需求。

3.Characteristicsofbusinessnegotiation

Businessnegotiationdemonstratesthefollowingcharacteristics:

3.1Theobjectiveofbusinessnegotiationistoobtainfinancialinterests.

3.2Thecoreofbusinessnegotiationisprice.

3.3Therearerandomnessandvariabilityinbusinessnegotiation

3.4Cooperationandexclusionofthebusiness

negotiatingpartiescoexist.

3.5Thereisnoabsolutefairnessorequalityin

businessnegotiations.

3.商务谈判的特征

商务谈判具有以下特点：

3.1商务谈判的目的是获得经济利益。