• 1.Deterrence-based trust: People trust or expect that they will be published if they do or do not do something based on consistency with past behavior.
Courtesy
• Courtesy means using social skills to show your respect for the reader. • It helps to build a good images of your company and deepen the business relationship.
Principle of Collaborative Negotiation
• Harvard Principled Negotiation • The core of the principle is to reach a solution beneficial to both parties by way of stressing interests and value not by way of bargaining. • The goal of collaboration negotiation is to minimize the dispute so that the outcome is more constructive than destructive.
Correctness
• Correctness means the writer should not be distracted by mistakes in grammar, punctuation or spelling. All of the information in the message is accurate. • Formal writing: scholarly writing, legal documents, top-level government agreements • Informal writing: business communication, short, well-known and conversational. • Errors of fact should be paid attention too.
Conciseness
• Conciseness refers to say things in the fewest possible word. • Try to keep your sentences short, avoid unnecessary repetition and eliminate excessive details. • You should make sure to include the relevant information only, stick to the purpose of the message.
Hale Waihona Puke Clarity• Clarity means to make the information clear so that the reader can understand what you are trying to convey. • First you should be clear-headed about what your are trying to say. • Second, choose precise, concrete and familiar words. • Third, organize effective sentences and paragraphs. The suggested average sentence length should be about 17 or 20words.
• In addition, some visual aids can be applied, including: headings(标题）, tabulations（表格）, itemizations（逐 条记载）, graphs（图表，曲线图）, pie charts（饼状图）, underlining（下划 线）, italics（斜体）, indentations（缩 进）, colored capitals.
Chapter 2
Principles of Business Negotiation
Wang Dan
一.需要的层次
• 美国布朗戴斯大学心理学教授阿伯拉罕· H· 马洛斯 （A. H.Maslow）把决定人类行为的需要分为七 个层次。既： • 1. 生理的需要 • 2. 安全的需要 • 3. 情感的需要 • 4. 获得尊重的需要 • 5. 自我实现的需要 • 6. 认识和理解的需要 • 7. 美得需要
1.Types of Business Negotiation
• Contents: • (1) Sales of Goods/Services
• The goal of the negotiators is to provide/get the right product in the right place at the right time at the right price.
1.Types of Business Negotiation
• 四. 按谈判地点分 • (1). 主场谈判 • (2). 客场谈判 • 3. 中立地点谈判 • 五. 按谈判的交流方式划分 • (1). 口头谈判 • (2). 书面谈判
6Cs Principles of Business Communication
transfer does not involve ownership but only the right to
use. 3. technology transfer does not simply follow the basic
market rule of exchange.
1.Types of Business Negotiation
• (4) 服务贸易谈判
• (5) 原有合同的重新谈判
• (6) 索赔谈判
1.Types of Business Negotiation
• 二. 按谈判规模划分 • (1) 一对一谈判 • (2) 小组谈判 • (3) 大型谈判 • 三. 按谈判对象所在国家 • (1）国内商务谈判 • (2) 涉外商务谈判
Consideration
• Consideration means that you prepare every message with the reader in mind and try to put yourself in reader’s place. • You-attitude approach
尼尔伦伯格：谈判需要理论
6.谈判者同时损害对方和自己的需要 5.谈判者损害对方的需要 4.谈判者违背自身的需要 3.谈判者同时服从对方和自身的需要 2.谈判者顺从对方的需要 1.谈判者使对方服从自身的需要 安 全 和 寻 求 保 障 国家间
组织间
个人间
生 理
爱 与 归 属
获 得 尊 重
自 我 实 现
sale.
1.Types of Business Negotiation
• (3) Technology Transfer
• 1. commercial technology transfer is highly monopolistic(垄
断专利的） 2. a single technology can be traded multiple times, as the
• product quality quantity packing price
shipping quotation offer and counter offer insurance payment claim and arbitration etc.
1.Types of Business Negotiation
Separate the People from the Problem
• • • • The negotiators’ prejudice Poor impression Misled interpretation The focus of negotiation is shifted from interests and issues of both parties to personal dignity and self-respect. • For situation as such, collaborative negotiation develops three steps for both parties to follow.
• (2) Investment Negotiation • Joint venture • Preliminary investigation, pre-negotiation, negotiation and implementation • The rights and obligations of each party, the respective contribution of capital, technology, expertise and other sources. • Management of the joint venture,: decision-making structure, its policy fore personnel management and the conditions for its termination(终端） • The domestic and export pricing of the future products for