检测内容15： How to plan negotiation
(1) Probe whether specific＿＿ problems ＿ ＿ or ＿ ＿ concerns ＿ ＿ lie behind their questions or claims (2) Exchange ＿ factual ＿ ＿ ＿ data in advance of negotiations (3) Consider what ＿ facts ＿ and arguments＿ the other party is likely to use in support of their claim
检测内容4： STAKES
1. The negotiators will have to decide ＿how much of＿ they may gain if they choose option A instead of option B. 2. Negotiators will have to compare and ＿ balance ＿ the relation between the current interests and long term interests or underlying潜在的desires in order to make decision on ＿satisfactory＿＿ long term interests at the cost of current interests.
检测内容5： on is a __voluntary_____ activity in the sense that either party can break away from or refuse to enter into discussion at any time. (2)Negotiation does not have to be a verbal言语的 tug拉力，斗争 of war to be ____successful_______. (3) Not all situations __ warrant 保证，授 权_____ „negotiation treatment‟.
检测内容11： Opening strategies
(1) __Resonant_共鸣_____ opening friendly, harmonious, work together (2) __Frank__坦诚____ opening frankly, make a breakthrough (3) ___ Evasive _逃避___ opening
检测内容16：Negotiation approach
The collaborator‟s approach to conflict is to manage it by ＿ maintaining ＿ ＿ interpersonal 人 与 人 之 间 的 ; 人 际 的 relationships and ＿ ensuring ＿ ＿ ＿ that both parties to the conflict achieve their personal goals. Comprising approach assumes that a win-win solution is not ＿possible＿＿ ＿.
检测内容10： Creating a right negotiation atmosphere
(1) __ High-spirit____atmosphere positive & enthusiastic, optimistic about prospect, generate pleasant elements. (2) __Low-spirit___ atmosphere serious, depressing and downcast, indifferent attitude with unpleasant factor. (3) _Natural_____atmosphere natural and steady mood, have peach of mind.
检测内容8： Mutual reciprocity & benefits
(1) A negotiation usually starts because at least one of the parties wants to change the status quo and believes that a mutually satisfactory_agreement_ is possible. (2) A successful outcome in negotiation is not always winning at any cost or even „winning‟, but getting what both sides ___want_____.
检测内容6： Guiding rules
Successful negotiation involves the ability to a. determine through observation and analysis the best means of __persuasion_______.
检测内容3： CONFLICTS
1. Contradictions 矛盾 and interests ＿＿利益 coexist 共 存 的 ＿ . If there are only contradictions and no sharing of common interests, negotiations become groundless 无理由的and unnecessary. 2. Two parties in a conflict will naturally fight for each other’s own interests and make every effort to gain ＿more＿＿＿ from the other side, as a result it will ＿reduce ＿＿ gain of interests expected initially.
attack, firm attitude with counterpart
competitive, nervous and tense
检测内容13： Preparing for negotiation
(1) Setting bargaining ＿＿objectives＿＿ (2) Assessing the other side‟s ＿case＿＿ (3) Assessing relative strengths＿ and ＿ weakness＿＿
检测内容2： What is successful negotiation?
1. The outcome of negotiation is a result of mutual ＿giving＿ and ＿taking＿＿. One sided concession or compromise can not be called a successful negotiation. 2. Negotiations happen due to the existence of ＿ conflict ＿＿ , however, no negotiations can proceed smoothly 顺 利 进 行 and come to a satisfactory solution without ＿ collaboration 合作 ＿＿＿ between the participants.
评分标准
1. 准确掌握国际商务谈判专业知识 2. 熟练掌握国际商务谈判策略技巧 3. 熟练运用专业知识与技能自由陈述 4. 熟练运用英语表述专业知识与技能 5. 熟练运用英语自由陈述谈判专题 20 20 20 20 20
Free Talking: What should we do to ensure a successful international business negotiation?
检测内容1： Why do we negotiate?
Negotiation is a common ＿ activity ＿ ＿ that most people probably do it at some point every day. Negotiation is not only common but also essential for dealing with many organizational ＿problems＿＿.
b. put that persuasive approach into the way into ___practice____ at the appropriate time.
检测内容7： Credibility first
Basic meaning
(1) _Understanding________ derives from credibility and trustworthiness. (2) Credibility enhances _ trustworthiness _. (3) Be aware of the level of counterparty‟s ___ credibility ______.
检测要求
1. 熟练掌握国际商务谈判专业知识 2. 熟练运用国际商务谈判策略与技巧 3. 检测内容： (1) Professional Knowledge Quiz (2) Free Talk What should we do to ensure a successful international business negotiation?
检测内容14： How to plan negotiation