How is this principle reflected in the case?
Stakes
Stakes are the values that may be gained or lost,
and costs that may be incurred or avoided.
Disputable interests No free lunch (one for one) Comparison of benefits Current interest vs. long-term interest
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。
Analysis of Case Two:
1. The two parties inform each other of their actions
and reactions, which makes negotiation proceed.
2. The construction company gets the essential
Case Two

世界著名的迪斯尼公司在20世纪90年代遇到这样 一件事情。公司耗资50亿美元在巴黎附近兴建的主题公 园准备于1992年4月12日开张，工程结束前，建筑承包 商却要求迪斯尼公司为工人的额外劳动追加近150万美 元的工资。建筑承包商之所以在当时要钱，其奥秘不言 自明。欧洲迪斯尼总经理称这一要求为敲诈，完全不与 理会。
The result is based on free will of the parties:
the art of persuasion
Motive of Negotiation
Needs and wants are the motive for negotiation. Needs from the other is the motive of negotiation. The more your opponent wants from you, the more likely you will succeed.
Is this a successful negotiation for the prisoner? How did the prisoner achieve his purpose through negotiation?
Features of Negotiation
Negotiation is
Business Negotiation
课程介绍
教学目标：
1. 掌握商务谈判的理论基础（科学性）
2. 了解商务谈判的技巧（艺术性）
3. 熟悉商务谈判领域的英语词汇表达 4. 结合谈判理论，分析案例，模拟谈判
教学安排
教材： 余慕鸿、章汝雯. 商务英语谈判. 北京：外语教学与研究出版社， 2005. (主教材) 白远. 国际商务谈判---理论案例分析与实践. 北京：中国人民大 学出版社，2002. (参考教材)
Analysis of Case One:
Initially, the need for a cigarette urged the prisoner to negotiate, but the guard has no need from the prisoner, so he refused to negotiate. In order to achieve his purpose, the prisoner created a need for the guard to negotiate with him.
What are the prisoner’s stake? What are the guard’s stake?
Disputable interests
Negotiating parties will either gain the
interests they expect to win from the negotiation or lose what they hope to attain, which indicates that the talks are pertinent to relevant parties’ own affairs and interests.
Fundamental Reason
Fundamental reason: scarce resources
Why did Israel negotiate with Egypt? Why does foreign company negotiate over investment or cooperation contract with local Chinese companies? Why do people trade? Why do employees negotiate over salary with the boss?
Introductotiation
Introduction to Negotiation
Definitions of Negotiation Features of Negotiation
Negotiation Styles
Negotiation Elements Homework
Conflict occurs when two or more people
compete over limited resources.
What is conflict?
What are the features of conflict?
Conflict
A Conflict is a dispute, disagreement or
information: the opening date of the Disney Park.
3. Information transfer method: the use of
information broadcasting to the mass adds danger for Disney on the one hand and makes Disney believe in his determination to arrange a strike on the other hand.
argument between two or more interdependent parties who have different and common interest.
Three essential points Interdependent parties (relationship developed by interrelated interest) Both common and different interests Fight for one’s own interests
安排：
1. 教材共七章，每章结束后布置书面作业一份。 2. 每章中小节后的练习要求学生作为课后练习，自觉完成。 3. 每位同学准备一个谈判案例并进行技巧分析，在每次上课时
进行课堂演示。
成绩构成
期末成绩占60%A 平时成绩占40%
课堂纪律20% 课程表现20% 测试60%
Case Two (cont.)

但在第二次的交涉中，公司进一步了解到事态的发 展过程，发现建筑商获得法国新闻界的支持，许多报纸公 开报道并夸大宣传此事，一时间满城风雨。令迪斯尼公司 更感到威胁的是，对方决定在主题公园的盛大开张日举行 示威游行。认识到自己处于一个无法取胜的境况之后，迪 斯尼公司立刻转变态度，声称将与对方全面协商，并很快 付清了工人工资。
have to pay for the gaining at either high cost or low cost depending on how well negotiators manage the situation.
Information transfer
Negotiation is based on the information
for some purpose： motive of negotiation
between two or more parties： 1. there is something you want from others 2. a process of information transfer 3. unpredictability of the result
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.
Only when a party has stakes connected with
the issues to be talked, can it become actively engaged in the negotiation.
No free lunch