经贸英语文章选读Unit 14 Negotiation.ppt

Unit 14
Negotiation
Contents
1. Teaching Aims
2. Text A
3. Text B
4. Supplementary Reading
Teaching Aims
After studying this unit, you are required to
1. Have a general idea of the process of negotiation in the business activities.
2. Understand the ways to e a essful negotiator.
3. Understand the power of silence in a negotiation
4. Master the difficult words and expressions.
Text A
How to Be a Good Negotiator
Introduction to Negotiation
Definitions of Negotiation
Features of Negotiation
Negotiation Styles
Negotiation Elements
Definitions of Negotiation
Negotiation derives from the Latin infinitive negotiari meaning “to trade or do business”.
The verb it self was derived from negare meaning “to deny” and a noun otium meaning “leisure”.
Thus, the ancient Roman business person would “deny leisure” until the deal has been settled.
Negotiation is the process we use to satisfy our needs when someone else controls what we want.
Whenever people exchange ideas with the intention of changing relationships, whenever they confer for agreement, then they are negotiating.
Case One
一个被单独囚禁的囚犯整日无所事事。一天,他忽然闻到一种万宝路的香烟味道。他很喜欢这种牌子的烟。原来门廊的卫兵正在吸烟,钩起了他的烟瘾。他用手指轻轻的敲了敲门。卫兵走过来傲慢的说:“你要干什么?”囚犯答道:“请给我一只烟,就是你抽得那种万宝路。”卫兵感到很惊异,囚犯还要抽烟,真是异想天开。他嘲弄的哼了一声,就转身走开了。
Is this a negotiation?
Is this a essful negotiation?
Case One-Further Story
囚犯又用手敲了敲门,这次他态度威严。那个士兵吐出一口烟雾,恼怒的扭过头问:“你又想干什么?”囚犯回答:“对不起,请你在30秒之内给我一只烟;否则我就用头撞着混凝土墙,直到撞得自己血肉模糊,失去知觉为止。当我醒来时,我就说是你干的。也可能当局不相信我。但是,你必须出席每一次听证会,不断证明你是无辜的,你必须填写各种报告——所有这些都是因为你拒绝我一只劣质的万宝路!就一只烟,我保证不再给您添麻烦了。”结果卫兵从小窗里给他递了一只烟,并替他点上。
Is this a essful negotiation for the prisoner?
How did the prisoner achieve his purpose through negotiation?