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1、Lesson 1.The Preparations for International Business Negotiations国际商务谈判的准备工作国际商务谈判的准备工作New Words and Expressions1.multinational enterprise 跨国公司（企业），多国公司2.correspondence n.（互通的）信函，通讯3.processing trade 加工贸易4.assembling trade 装配贸易pensation trade 补偿贸易6.specialized skills 专业技能munication ability 沟通能力8.gam
2、esmanship n.克敌制 胜的策略，（用以取胜又不犯规的）小动作或方式9.delivery terms 交货条款10.credit insurance 信用保险11.bonds n.保证金12.terms and conditions 各项条款1.Introduction International business negotiation refers to a wide range of international business activities.As far as international investment,import and export of products,
3、machinery,equipment,technology,etc.are concerned,international business negotiation is a consultative process between governments,trade organizations,multinational enterprises or private firms.In a word,it is a consultive process between the buyers and the sellers.国际商务谈判国际商务谈判涉及到国际商务活动的范围很广，就国际投资、商品
4、、机械、设备、技术的进出口贸易而言，国际商务谈判是发生在政府之间、贸易组织之间，跨国公司之间，私人商行之间的磋商过程，简而言之，就是买卖双方之间的磋商过程。2.The Preparations before Business Negotiations1)Defining the aims for negotiation 确定谈判目的2)Getting necessary information 获取必要信息 3)Making a practical negotiation plan 制订切实可行谈判的计划 Three different aims to be decided in the fi
5、rst step:the best aim 最佳目的最佳目的:the ideal aim that will benefit you best and help you achieve all desired results planned at the beginning of the negotiation.the satisfactory aim 满意目的满意目的:is fair for both parties,although it provides you with lower interests than the best aim.the acceptable aim 可接受目的
6、可接受目的:the acceptable aim gradually.In order to obtain the information concerned,market research should involve the following:(1)Make use of trade statistics published by most countries to learn the size or potential size of the market for your products or service.充分利用大多数国家已公布的贸易统计数据弄清你的产品或劳务有多大的市场或市
7、场潜力。(2)Try to have a good command of the language and culture,local conditions and customs,social backgrounds and relevant government politics,esp.the policy to foreign trade of the countries of the target market.尽力掌握好目的市场国家的语言文化、风俗习惯、社会背景和政府的政策，特别是外贸政策。(3)Be sure to know the geographical conditions
8、 and features,communication and transportation of the countries of the target market so as to push the sales of certain products.务必了解目的市场国家的地理条件和特征、交通运输情况，以便推销某些产品。(4)Be sure to know the target market conditions,such as the demands and supplies of the commodities,the changes of the prices,the number
9、s and ability of the competitors,etc.务必了解目的市场的行情，如商品的需求与供应、价格的变化、竞争者的数量和能力等。When drawing up plans,you should pay attention to the following points:(1)designing an agenda most suitable to you and letting all the negotiators be very familiar with the plan.安排最适合你的议事日程，并让谈判人员对此十分熟悉。(2)comparing your own
10、 agenda with your counterparts when you have got his agenda and considering how to adopt the new strategies and tactics which should be used with caution.当你知道对手的议事日程后，将自己的议事日程与之比较，并考虑好采用新的战略和策略，小心谨慎地使用之。(3)Choosing the location of negotiation which is favorable to you,for example,choosing the“home c
11、ourt”which is convenient for you to get the information;or at least choosing a neutral location which is equally convenient to both parties.选择有利于你的谈判地点，例如，选择主座谈判地点，这可便于你获得谈判资料，或者至少选择一个对双方都便利的中间地点。(4)Forming the astute negotiating team.谈判队伍的组成Comprehension ExercisesTeachers note that here we only giv
12、e you some examples of the exercises.You are free to add more to the PPT file according to your actual teaching situation.1.Comprehension Questions:1)Why do we say that business negotiation pays a basic part in conclusion of a contract?Key:Because only through business negotiation can the exporter a
13、nd importer bridge the difference and reach a fair and mutually satisfactory deal,and sign a written contract as basis for the performance of rights and obligation.2)What is international business negotiation?Key:As far as international investment,import and export of the products,machinery,equipmen
14、t,technology,etc.are concerned,international business negotiation is a consultative process between governments,trade organizations,multinational enterprises or private firms.In a word,it is a consultative process between the buyers and the sellers.2.Read and translate the followings into Chinese:1)
15、Negotiation is a dynamic process of adjustment.In import and export trade operations,the buyer and the seller confer together to reach a mutually satisfying agreement on a matter of common interest.This is because each of the parties has his own objective in trade operations,e.g.the seller intends t
16、o sell the goods/services at a higher price,while the buyer intends to buy the same goods/services at a lower price.Each party presses for the attainment of its own goal.But some element of cooperation must be present,otherwise there will be no agreement at all and the opportunity to take part in th
17、e activity will be lost.Key:谈判是一个动态调整过程。在进出口贸易中，买卖双方就一共同感兴趣的问题进行磋商以达成令彼此满意的协议。这是因为交易双方各有自己的目标。例如：卖方欲以较高的价格出售自己的商品或服务，而买方则想以较低的价格购买同样的商品或服务。双方都想方设法达到自己的目的，这就需要双方之间有一些合作，否则就无法达成任何协议，从而丧失交易的机会。3.Read and translate the followings into English:1）许多谈判失败的原因都是一方或另一方的准备工作不充分，因此在谈判开始之前谈判人员充分的准备工作就显得尤为重要。要使谈判取
18、得最大限度的成功，准备工作必不可少。总之，在谈判场上，谈判前的准备工作无可替代。Key:Far too many business negotiations fail because of inadequate preparation on one side or the other.So it is important for the participants to make a good job of preparation before the negotiation begins.Preparation is necessary to achieve the highest level
19、 of success in business negotiation.In a word,there is no substitution for advance preparation in negotiation arena.Lesson 2.Negotiation Strategies on International Business(1)国际商务谈判策略国际商务谈判策略(1)New Words and Expressions1.language barrier 语言障碍2.everchanging world market 多变的国际市场3.bargains n.讨价还价4.sit
20、uation tactics 情景策略5.attitudinal tactics 表态策略 6.cordiality n.热诚，热诚亲切的语言7.hostility n.敌意，敌视，敌对行动8.conceal v.把隐藏起来，隐蔽9.range from reserved cordiality to concealed hostility 有的含蓄热诚，有的隐藏敌意10.identify v.认出，确定，识别，鉴定，认为一致，使等同于11.the Opponent n.a.对立，对手，反对者，对方；对立的，反对的12.the Party n.本方13.positive a.确定的，明确的，绝对
21、的，积极的，正的14.negative a.n.否定的，反面的，消极的；否定15.minimize v.使感到最小，把估计得最低，极度轻视16.interaction n.相互作用，互相影响17.hold belief 坚持信任（信仰、立场等）1.IntroductionInternational business negotiation is a process that is complicated,arduous,and of course interesting in international business activities.You will meet with not on
22、ly the language barrier,the foreign trade policies of various countries,the life styles of customers coming from every part of the world,but also the changes of the world market,powerful opponents for negotiation and different negotiation styles and tactics,which may bring you some difficulties in y
23、our negotiations,but give you great joy and satisfaction once you overcome those difficulties.国际商务谈判是国际商务活动的一个复杂的、艰难的，当然，也是很有意思的过程。在谈判中，你遇到的不仅是语言的障碍，不同国家的外贸政策，来自世界各地的顾客的生活习惯，而且还有多变的国际市场，强有力的谈判对手，不同的谈判方式和策略，所有这些都会给你参入谈判带来诸多困难，然而一旦克服这些困难时，就会给你带来欢乐和欣慰。2.Attitudinal StrategiesAt the beginning of the neg
24、otiation,the initial attitudes of the negotiators of both sides range from reserved cordiality to concealed hostility.谈判开始时，谈判人员的最初态度不尽相同：有的含蓄热情，有的隐藏着敌意。In the latter phases,the Party will apply attitudinal tactics to reduce the Opponents expectation level,and so develop in the Opponent an attitude
25、more favorable towards the Partys viewpoint.在后面几个谈判阶段中，本方谈判人员将使用表态策略来降低对方对谈判结果的期望值，使对方的态度有利于自己。By applying attitudinal tactics,the Party may change the Opponents utility valuation.本方通过运用表态策略可以转变对方的效用价值观。One course of action would be to persuade the Opponent that in the long term he would lose more t
26、han he will gain if he insists on demanding a particular outcome.一种做法是劝说对方，如坚持得到某个结果，从长远的角度看其所受损失将大于其所得。A second method is to offer the Opponent an alternative bargain and make it clear that the Opponent has minimal chance of obtaining the outcome for which he has been pressing.第二种做法是为对方提供一个选择的机会，并向
27、对方表明他意在取得的成功机会很小。A third course of action is to persuade the Opponent that his valuation conflicts with commercial equity.第三种做法是告诉对方他的价值观有悖于平等交易的原则。A fourth method is to use activities outside the scope of actual discussions in order to make the Opponent to moderate his not so essential demands,and
28、to adopt a less ambitious approach to the negotiations.第四做法是利用非正式会谈的机会，使对方对其认为不太重要的条款加以修改，不要对谈判期望过高。Another way is to reduce the Opponents assessment of success probability.还有一种方法是降低对方对交易成功率的估计。Comprehension ExercisesTeachers note that here we only give you some examples of the exercises.You are fre
29、e to add more to the PPT file according to your actual teaching situation.1.Comprehension Questions:1)Why do we say that international business negotiation is a complicated and arduous process?Key:Because in negotiation you will meet with not only the language barrier,the foreign trade policies of v
30、arious countries,the life styles of customers coming form every part of the world,but also the changes of the world market,powerful opponents for negotiation and different negotiation styles and tactics.2.Read and translate the followings into Chinese:1)If the other party tries to apply psychologica
31、l pressure by inducing physical discomfort,such as arranging negotiations immediately after the party arrives;organizing a large group of their people to meet the receivers,etc.,a polite way to solve the problem is:It was a pleasure to see so many of your work people this morning.But perhaps tomorro
32、w we could hold the meeting at our hotel.We would like to return your hospitality.Key:如果另一方试图向我方施加精神压力，如：一方刚到达就安排谈判；安排大量的人员接待供方等等，一种礼貌的解决问题的办法是：“很高兴今天早上见到你方如此之多的工作人员。也许明天我们能在我方的宾馆进行会谈，我方想回报你方的款待。”3.Read and translate the followings into English:1)谈判人员应知道对利益的陈述无论多么简短，应该是尽量具体化、专门化的。因为在具体的合同谈判中，抽象的论述通常
33、是行不通的。Key:A negotiator should understand that a statement of interests,no matter how brief,should be concrete and specific.Whereas abstract arguments are more often than not ineffective,therefore,inappropriate in downtoearth contract negotiations.Lesson 3.Negotiation Strategies on International Busi
34、ness(2)国际商务谈判策略国际商务谈判策略(2)New Words and Expressions1.offensive a.冒犯的；攻击的2.defensive a.自卫的；防御用的3.springboard n.跳板；出发点4.concession n.让步；特许（权）5.presuppose v.预料；假 定；以为先决条件 6.reconciliation n.和解；调和7.suspicious a.怀疑的；多疑的mitment n.承诺，保证；承担义务；委托；借口9.paramount a.最重要的，主要的；至高无上的10.warranty n.担保；保证11.facilitate
35、 v.促进；帮助；使容易12.convincing a.令人信服的；有说服力的13.technical assistance 技术支持14.sort out 清理；把分类15.downtoearth实际的；现实的；具体的16.state of deadlock 僵局17.tender n.投标18.align v.使结盟；使成一行19.installation n.安装，装置20.viable a.可行的1.Introduction Situation tactics,which are concerned with the initiative,may be divided into two
36、 classes:offensive and defensive.情景策略与主动性相关，可分为两类：进攻型的策略和防守型的策略。Negotiators can not rely on defensive tactics only,because no defense is ever perfect,a weak point will be found upon which the Opponent can concentrate his attack.谈判人员不能只采用防守的策略，因为没有一个防守是完美的，对手终究会找到攻击的弱点。2.Situation StrategiesOffensive
37、 Tactics 进攻型的策略进攻型的策略 A.Asking questions(提问)B.Making the other side appear unreasonable(让对方显得无理)C.Pulling the pigs tail(将对方引向相反的方向)D.Use of commitments(利用借口)E.Discovering interests (善于发现对方的利益所在)F.Presenting arguments(积极有效地提出己方的观点)G.The right answer strategy (“正确答案”策略)H.The best alternative strategy(
38、“最佳选择”策略)Defensive Tactics 防守型的策略防守型的策略A.Minimum response and pretended misunderstanding(尽是少做反应并假装误解)B.Sidestepping(转移话题)C.The Yesbut technique(“是的，但”技巧)D.The counter questions(提出反问)E.Straw issues(无价值的条款)F.Exposing dirty tricks(有技巧地揭穿不正当手段)Comprehension Exercises Teachers note that here we only give
39、 you some examples of the exercises.You are free to add more to the PPT file according to your actual teaching situation.1.Comprehension Questions:1)What are the main differences between offensive and defensive negotiation strategies?Key:Offensive tactics are designed to take the initiative.Defensiv
40、e tactics are the counter to offensive tactics,and they are the springboards from which a counteroffensive can be launched.2)How many offensive tactics can you list?Key:Asking questions;making the other side appear unreasonable;“pulling the pigs tail”;use of commitments;discovering interests;present
41、ing arguments;“the right answer”strategy;“the best alternative”strategy.2.Read and translate the followings into Chinese:1)Negotiations work wonders.This is particularly so in international business since it is mostly through negotiations that exporters and importers bridge their differences and rea
42、ch a fair and mutually satisfactory deal.Key:1)谈判出奇迹。在国际贸易中，情况更是如此。因为出口商和进口商要消除分歧，达成一项公平和相互满意的交易，大多是通过谈判才能做到的。3.Read and translate the followings into English:1)如另一方想强迫（本方）接受不公平的立场，还击路线还是一样，可以向他们轮番提问来反击。Key:If the other party tries to force acceptance of unfair positions,the defense route is the sam
43、e by throwing persistent questions to them.2)如果另一方不说实话，一个行之有效的方法就是起草严密的合同条文。事实上，一条“如果那么”条款就足以达到目的了。Key:If the other party does not tell the truth,a viable way is good contract drafting.Actually a what if provision is enough to serve the purpose.Lesson 4 Negotiation Strategies on International Busine
44、ss(3)国际商务谈判策略国际商务谈判策略(3)New Words and Expressions1.marginal cost 边际成本2.incremental a.增加的，增值的3.idle a.懒惰的；闲置的4.utility n.功用；公共设施5.fixed cost 固定成本6.payroll n.工资单7.advantageous a.有利的；有益的8.outofpocket现款支付的；不列入预算的9.promotional literature宣传刊物10.figure vt.描绘；计算11.prorate v.按比例分配12.markup n.涨价，涨价幅度13.season
45、 n.(销售)旺季14.take into account重视；考虑mission n.佣金16.measurement n.度量；量度制17.bargain n.讨价还价；成交18.favorable a.赞成的；有利的19.marketing mix 营销组合20.quantity discount 数量折扣21.delivery deadline 交货期限22.wear and tear磨损23.maintenance n.维护，维修24.exclusivity n.独家经销权25.footing n.立足处；基础26.price package 一揽子价格27.wherehousing
46、 costs 仓储费用1.Introduction The method generally used to price an export product effectively is called marginal cost pricing.通常给出口产品订价的有效方法称为边际成本订价法边际成本订价法。Making up the marginal cost price are the following incremental costs(增量成本增量成本):1)Costs to produce the export product over and above costs to prod
47、uce items sold domestically.出口产品生产成本高出内销产品生产成本的部分.2)Costs of selling in the foreign market,such as advertising and credit.国外市场销售成本，如：广告和信贷费用.3)Costs of moving the goods from factory to final destination.将产品从生产地运达最终目的地的成本.4)Cost of packing(包装费用)2.Strategies for making an offer 1)Carrying out the cost
48、 analysis and accounting Before negotiating the price term of the contract,the seller should carry out the following cost analysis and accounting to ensure exporting improves profits.A.Costs to produce the export product B.Costs of selling in the foreign market C.Costs of delivering the goods D.Cost
49、 of packing 2)Strategies for making an offer A.Making a High Offer at the Beginning of Negotiation:B.Making No Compromise in the Matter of Prices at the Beginning of Negotiation:C.Rejecting an Exporters Price at the Outset of the Negotiation:D.Making No Concession on Price at Once When the Importer
50、Doesnt Accept the Offer:E.Constituting the Price Package:Comprehension Exercises Teachers note that here we only give you some examples of the exercises.You are free to add more to the PPT file according to your actual teaching situation.1.Comprehension Questions:1)What make up the marginal cost pri