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1、商务洽谈（英）课程教学大纲一课程基本信息课程代码：课程名称：商务洽谈（英）英文名称： Business Negotiation课程类别：专业基础课（必修）学 时：32学时学 分：2学分适用对象：商务英语专业本科生考核方式：考查，分散先修课程：无 二、课程简介 I ntroduct i on本课程为专业必修课。在第五学期开设，是培养商务英语专业本科三年级学生商 务谈判和跨文化交际能力的重要课程。Business Negotiation is a compulsory course to be offered in the fifth semester to junior undergraduat
2、es who major in Business English. It is a significant part of the program that aims to enhance their competency of business negotiation and cross-cultural communication.三、课程性质与教学目的Category and Purpose of Teaching本课程为必修课。通过对语言沟通、谈判战略和战术、谈判关系和类型的学习、 分析和实践，帮助学生掌握谈判技巧，提高英语语言水平、跨文化交际能力和实践能 力。This is a co
3、mpulsory course. It familiarizes students with the basic knowledge and abilities of communication, negotiation strategy and tactics, and relations and categories. Through learning, analysis and practice, it helps them master skills of business negotiation and upgrades their English competence, cross
4、-cultural communication capacity.思政目标:本课程在教学中将英语、商务、与思政元素进行全方位融合，通过对该课程的学 习，树立学生正确的商贸意识和道德观念，为培育其跨文化交际能力和诚信服务的职Chapter 12 Best Practices in Negotiations（一） 目的与要求Aims1. Learn about best practices in negotiationsPractice negotiations on various subjects（二）教学内容ContentGetting Ready1. Analysis of the bas
5、ic structure of negotiationsStudy on the Best Alternative2. Ready to suspend negotiationsGrasp the Main Contradictions of Negotiations3. Keep in mind the existence of intangible factorsActive Management Alliance: Opposing, Supporting and Uncertainty4. Enjoy and maintain reputationKeep in mind that r
6、eason and justice are relative5. Continuous Learning Lessons思政内容：引导学生假设作为中国企业“中国移动”的谈判代表进行商业谈判准备。增强 学生对国家经济持续繁荣及民族强盛的坚定信念和为中华民族复兴而努力奋进 的使命感和主人翁意识。（三） 课后练习HomeworkPrepare negotiation contests. Teamwork.（四） 教学方法与手段Teaching MethodsLecture, discussion, individual and group practice with multimedia assis
7、tance.五、各教学环节学时分配教学环节教学时数课程内容讲课习 题 课讨 论 课实验其他教 学环节小计第一章112第二章213第三章2114第四章112第五章112第六章112第七章112第八章112第九章1113第十章12第十一章1113第十二章1113期末考试22合计149932思政考核：在课堂讨论话题和选择上，引入思政元素，坚持为党育人、为国育才的初心 和使命，培养政治素养优秀专业素养过硬的复合型外语人才。课堂案例讨论 和问答、学生作业和练习中的思政考核内容包括：学生的大局观和国际视 野，及学生对全球经济一体化的大环境了解；学生对中国经济对世界经济重 大影响的了解；以及学生在课堂表现中
8、体现出的积极向上、爱国、诚信的素养。六、推荐教材和教学参考资源1.国际商务谈判，第6版，罗伊J.列维奇，机械工业出版社,2017.七、 其他说明大纲修订人：洪文慧，Abdullah Bhatti,徐倩修订日期：2022年8月大纲审定人：沈 洁，火 敬审定日期：2022年9月业素养等，为学生今后从事与对外经济贸易相关的经管等相关工作，打下坚实的思想 和专业基础。四、教学内容及要求Contents and Requ i rementThe Nature of Negotiation（一） 目的与要求AimsLearn about Characteristics of a Negotiation S
9、ituation1. Get acquainted with the basic concepts of negotiation教学内容Content1. Characteristics of a Negotiation SituationInterdependence2. Types of Interdependence Affect OutcomesAlternatives Shape Interdependence3. Mutual AdjustmentConcession Making4. Value Claiming and Value CreationConflict5. Effe
10、ctive Conflict Management思政内容：1,引导学生了解经济全球一体化的现状;2,掌握“谈判”的概念及其对中国企业发展的重要性。（二） 课后练习HomeworkPreview: Strategy and Tactics of Bargaining（三） 教学方法与手段Teaching MethodsLecture, discussion, individual and group practice with multimedia assistance.Chapter 1 Strategy and Tactics of Bargaining（一） 目的与要求AimsLearn
11、 about strategy and tactics of bargaining1. Understand positions taken during negotiation教学内容Content1. The Distributive Bargaining SituationTactical Tasks2. Positions Taken during NegotiationClosing the Deal3. Provide AlternativesAssume the Close思政内容：引导学生假设作为中国民企“华为”的谈判代表进行商业谈判。增强学生对 国家经济持续繁荣及民族强盛的坚
12、定信念和为中华民族复兴而努力奋进的 使命感和主人翁意识。（二） 课后练习HomeworkPreview: Strategies and Tactics of Integrated Negotiation（三） 教学方法与手段Teaching MethodsLecture, discussion, individual and group practice with multimedia assistance.Chapter 2 Strategies and Tactics of Integrated Negotiation目的与要求Aims1. Learn about strategies a
13、nd tactics of integrated negotiation2. Understand factors contributing to the success of integrated negotiations教学内容Content1. Summary of the Integrated Negotiation ProcessMain steps of integrated negotiation2. Factors contributing to the success of integrated negotiations思政内容：引导学生假设作为中国企业“大疆”的谈判代表进行
14、商业谈判。增强学生对 国家经济持续繁荣及民族强盛的坚定信念和为中华民族复兴而努力奋进的 使命感和主人翁意识。（一） 课后练习HomeworkPreview: Negotiations: Strategy and Plan（二） 教学方法与手段Teaching MethodsLecture, discussion, individual and group practice with multimedia assistance.Chapter 3 Negotiations: Strategy and Plan目的与要求Aims1. Understand the basic factors in
15、negotiation strategies and plansLearn to practice negotiation with a plan2. Study Strategic Implementation Preparation教学内容Content1. Goal: Core Factor Driving the Negotiation StrategyStrategy and Measures2. Strategic Implementation Preparation: Planning Process思政内容：引导学生假设作为中国企业“工商银行”的谈判代表进行商业谈判准备。增 强
16、学生对国家经济持续繁荣及民族强盛的坚定信念和为中华民族复兴而努 力奋进的使命感和主人翁意识。（一） 课后练习HomeworkPreview: Ethical Issues in Negotiations（二） 教学方法与手段Teaching MethodsLecture, discussion, individual and group practice with multimedia assistance.Chapter 4 Ethical Issues in Negotiations（一） 目的与要求Aims1. Discuss various ethical issues involve
17、d in the process of negotiationOpen the class to independent thinking and ethical judgement（二） 教学内容ContentWhat is the meaning of ethics and why ethics is very important in negotiations1. What ethical issues will arise in the negotiations2. Why Use Deceptive Strategies: Motivation and Effect3. How ne
18、gotiators cope with each others deception strategy思政内容：引导学生假设作为“中海油”的谈判代表进行海洋石油开采项目的商业谈判。 增强学生的商业伦理意识、强化道德观念。（三） 课后练习HomeworkPreview: Perception, Cognition and Emotion（四） 教学方法与手段Teaching MethodsLecture, group discussion, with multimedia assistance.Chapter 5 Perception, Cognition and Emotion（一） 目的与要求
19、Aims1. Understand Perception, Cognition and Emotion involved in negotiationStudy how emotion works in negotiation（二） 教学内容Content1. Perception2. Definition of Framework3. Cognitive bias in negotiation4. Misperception and Cognitive Bias in Management Negotiations5. Emotions, Emotions and Negotiations思
20、政内容：引导学生假设作为中国企业“中国铁建”的谈判代表进行商业谈判准备。增强学生对 家经济持续繁荣及民族强盛的坚定信念和为中华民族复兴而努力奋进的使命感和主人翁意识。（三）课后练习HomeworkPreview: Communication（四）教学方法与手段Teaching MethodsLecture, discussion, individual and group practice with multimedia assistance.Chapter 7 Communication（一） 目的与要求AimsLearn to improve communication in negoti
21、ations1. Study communication skills（二） 教学内容Content1. What do you communicate in negotiations2. How do people communicate in negotiations3. How to improve communication in negotiations4. Consider special communication at the end of negotiations思政内容：引导学生假设作为中国企业“工商银行”的谈判代表进行商业谈判准备。增强学生对国家经济持续繁荣及民族强盛的坚
22、定信念和为中华民族复兴而努力奋进的使命感和主人翁意识。（三） 课后练习HomeworkPreview: Discovery and Use of Power（四） 教学方法与手段Teaching MethodsLecture, discussion, individual and group practice with multimedia assistance.Chapter 8 Discovery and Use of Power（一） 目的与要求AimsLearn about the use of power in negotiation1. Learn to use power in
23、negotiation, and to negotiate with a stronger party（二） 教学内容Content1. Why power is so important to negotiators2. Definition of power3. Sources of Power: How People Get Power4. Negotiating with a stronger party思政内容：引导学生假设作为中国企业“中国石化”的谈判代表进行商业谈判准备。增强学生对国家经济持续繁荣及民族强盛的坚定信念和为中华民族复兴而努力奋进的使命感和主人翁意识。（三） 课后练习
24、HomeworkPreview: Relations in Negotiations. Prepare negotiation practice. Teamwork.（四） 教学方法与手段Teaching MethodsLecture, discussion, individual and group practice with multimedia assistance.Chapter 9 Relations in Negotiations（一） 目的与要求AimsLearn about relations in negotiations1. Learn to manage key elem
25、ents of relations negotiation（二） 教学内容ContentThe applicability of existing negotiation studies in relation scenarios1. Negotiations under Shared RelationsManaging Key Elements of Relations Negotiation思政内容： 引导学生假设作为中国企业“宝钢资源”的谈判代表进行商业谈判准备。增强 学生对国家经济持续繁荣及民族强盛的坚定信念和为中华民族复兴而努力奋进 的使命感和主人翁意识。（三） 课后练习Homewo
26、rkPreview: Multilateral Negotiation, Group Negotiation and Team Negotiation（四） 教学方法与手段Teaching MethodsLecture, discussion, individual and group practice with multimedia assistance.Chapter 10 Multilateral Negotiation, Group Negotiation and Team Negotiation（一） 目的与要求Aims1. Learn about multilateral nego
27、tiation2. Learn about group negotiation3. Practice multi-party negotiation（二） 教学内容ContentThe Essence of Multi-party Negotiation1. Manage multi-party negotiations思政内容： 引导学生假设作为中国企业“中国建筑”的谈判代表进行商业谈判准备。增强学生对国家经济持续繁荣及民族强盛的坚定信念和为中华民族复兴而努力奋进 的使命感和主人翁意识。（三） 课后练习HomeworkPreview:International Negotiations an
28、d Cross-culturalNegotiations（四） 教学方法与手段TeachingMethodsLecture,discussion, individualand grouppracticewithmultimediaassistance.Chapter 11 International Negotiations and Cross-cultural Negotiations（一） 目的与要求Aims1. Learn about international negotiations2. Learn about cross-cultural negotiations（二） 教学内容C
29、ontentWhat makes international negotiations so different1. Conceptual Culture and NegotiationCultural Impacts on Negotiation Activities: Management Perspective2. Cultural Sensitive Negotiation Strategy思政内容: 引导学生假设作为中国企业“中国船舶”的谈判代表进行商业谈判准备。增强 学生对国家经济持续繁荣及民族强盛的坚定信念和为中华民族复兴而努力奋进 的使命感和主人翁意识。（三） 课后练习HomeworkPreview: Best Practices in Negotiations. Prepare negotiation contests. Teamwork.（四） 教学方法与手段Teaching MethodsLecture, discussion, individual and group practice with multimedia assistance.