• • • •
• • • • •
1 Forms of Oral Communication a Oral Presentation b Effective Ways of a Conversation c Major Advantages of Oral Communication 2 Strategies of Oral Communication a Euphemistic Presentations b Fuzzy Wording c Merit Demonstrations d Polemic Statements
Part II Practical Business
Negotiation
• Chapter5 Oral Communication in Business • Chapter6 Written Communication in Business(1) • Chapter7 Written Communication in Business(2) • Chapter8 International Business Contract Negotiation
Chapter 12 International Business Contract Negotiation
• 1. An Introduction to International Business Contract • 2. Procedures of Business Contract Negotiation
Outline of Business Negotiation
Wang Dan
Part I ABC to Business Negotiation&Communication
• Chapter1 Brief Introduction to Business Negotiation&Communication • Chapter2 Principles of Business Negotiation&Communication • Chapter3 Process of Business Negotiation&Communication • Chapter4 Strategies & Background of Business Negotiation&Communication
• Principle of Collaborative Negotiation • Principle of Interest Distribution • Principle of Trust in Negotiation • Principle of Distributive & Complex Negotiation • Win-win Principle
Chapter6 Written Communication in Business(1)
• 1.Business Letters • a Styles of Business Letters • b Essential Parts of Business Letters • c Optional Parts • d Envelop Addressing • 2.Social Correspondence in Business • a Features of Social Letters • b Types of Social Letters
Chapter7 Written Communication in Business(2)
• 1 General Business Paperwork • a Notices and Announcements • b Memo and Minutes • 2 Business Reports • a Types of Business Report • b Structure and Contents of Short Report
谈判实力的10大要素
关系 有效 信息 资源 控制
资金、原材料、 技术、许可证、 进出口配额、土 地开发权、客户 及渠道
Knowledge 专业知识
Skill 技巧
创新力
谈判实力 十要素
影响力
时机
选择权 专家 力量
谈判的基本原则
•平 等 互 利 原 则
求 同 存 异 原 则
妥 协 互 助 原 则
Chapter2 Principles of Business Negotiation&Communication
不果断型
Strategies & Tactics
• 蚕食策略-切香肠策略 （分段议题） • 狐狸策略-暗示对方 乱中取胜 • 囚犯策略-让对方猜不 透最佳策略 • 囚笼策略-本次只讨论 A主题 不谈B主题
Prisoners Dilemma
Game Theory
Chapter5 Oral Communication in Business
Chapter1 Brief Introduction to Business Negotiation&Communication
• 1. The Characteristics of Business Negotiation • 2. The Components of Business
Negotiation • 3. The Basic Rules of Business Negotiation
Major Personal Styles & Team Styles
果断型 独断专行，喜欢 挑战，一切以 “获胜”为目的 训导 师 通过引导或刺激他人 而左右局势 巷战斗 士
非情感型
情感型
做事缺乏弹性，强 调原则和标准；关 注细节，对投资和 收益很在意
项目主 管
和事 佬 注重关系，害怕冲突，喜欢 折中，易于妥协
Chapter8 Electronic Communication
• • • • 1 2 3 4 Telex Fax E-mail Telephone Message
• Chapter 9 Sales Negotiation • Chapter 10 Investment Negotiation • Chapter11 Technology Trade Negotiation
Part IV Intercultural Business Negotiation & Communication
• Chapter13 Intercultural Awareness in Business Activities • Chapter 14 Cross-cultural Negotiation
Chapter13 Intercultural Awareness in Business Activitirence • 2 Business Protocol and Etiquette
贵为领袖也要入乡随俗
Chapter 14 Cross-cultural Negotiation
Chapter4 Strategies & Background of Business Negotiation&Communication
• 1 Background of Business Negotiation&Communica tion • 2 Strategies and Tactics of Negotiation • a Major Personal Styles & Team Styles • b Strategies & Tactics
Part III Practical Business Negotiation
• Chapter 9 Sales Negotiation • Chapter 10 Investment Negotiation • Chapter11 Technology Trade Negotiation • Chapter 12 International Business Contract Negotiation
• 1 Different Business Culture Types • 2 Business Negotiating Style of Different Culture • 3 Cultural Conflicts Management
Team Work
Thank you !
分歧性——由于各自的利益不同，站的立场、角度不同，必然会出现分歧，
这是实施谈判的原因，也是要通过谈判来解决的问题； 融合性——有共同需要并不能导致谈判成功，如果彼此的分歧不能解决，谈 判要么陷于僵持，要么破裂。只要融合各方利益，调和彼此矛盾，才能推进 谈判； 创造性——不困囿于分歧和矛盾，不限于固有的规制和惯例，集思广益，寻 找创造性解决方案，变对抗性为合作性谈判。
共同需要/互利性
合作的前提
谈判的原因 让步，发现并融合各方利益
解决问题 利益分歧 冲突矛盾
谈判的关键
达成共识 谈判成功
谈判的五大特点
互利性——有共同的需要，相互依存，为了达到各自的目标都需要对方，这 是谈判的前提和基础； 自愿性——谈判是自愿的，非强迫的，是因各方的利益需要把彼此拉近，并 乐意通过谈判来达成共识；
Chapter3 Process of Business Negotiation&Communication
• 1. The Preparation Phase • 2. The Opening Phase • 3. The Bargaining Phase • 4. The Decisionmaking &Action Phase