某某学院教师授课教案课程名称国际商务谈判上课时间2010 年 3 月 3 日 1-2 节课题Unit 1 Preparing the ground 教学目的Learning negotiation preparation items, including motives and key terminology. 教学重点agreeing objectives, strategy and roles 教学难点Strategy arrangement 教学方法Instruction 教学内容提纲1.kinds of business negotiation 1.1classified by scale of participators 1.1.1One-on-one negotiation--- only 1 person from each side － when to use it: ① the 2 parties have long relationship, be familiar to each other with clear transaction terms; ② between salesman and customer, who has the right to decide ③ renew the contract with few changes ④ details in big negotiation. － most difficult kind － advantage: flexible; quick decision; avoid to expose bad cooperation; good to keep secret. 1.1.2collective negotiation--- 2 or more people from each side 1.2classified by venue 1.2.1home court negotiation 1.2.2away ground negotiation 1.2.3neutral place negotiation 1.3classified by ways of proceeding 1.3.1vertical negotiation: solve the problem one by one --- for small and simple negotiation, especially when the 2 sides have cooperated before 1.3.2lateral negotiation: solve the problem one by one at the beginning, when there is a difference in opinion for an item, put it away and go to next one. Repeated the method until all the problems are solved. --- for big or multilateral negotiation. 2.basic pattern of business negotiation 2.1“win-lose ” style: more conflicts than cooperation, with obvious win and lose. 2.2“win-win ” style: each party benefits from the negotiation. ---advantage: ① to enhance the loyalty of each other; ② good guarantee to increase efficiency; ③ beneficial to renew the marketing concept. 3.evaluation criteria of business negotiation 3.1 if the negotiator ’s needs are satisfied 3.2 if the negotiation is efficient: --- negotiation efficiency: contrast between cost and gain; --- cost includes 3 parts: ①difference between the expected profit and real profit; ② sum of all resources consumed for the negotiation, including manpower, materials, financial resources and time; ③ opportunity cost. 3.3 if the negotiators are in good relationship afterwards 作 业 及 思考题Read the case study and tell why Matsushita Electric Corporation sacrificed the present interests? What was the consideration? 参考文献1). Christopher E M. Negotiating Skills For Business. Kogan Page Ltd., 1996 2). Comfort J. 成功谈判 . 王关富，宿玉容改编. 复旦大学出版社，2001 3). Curry J E. 国际商务谈判 . 上海：上海外语教育出版社，2000 4). Goldman A L. Settling for More: Mastering Negotiating Strategies and Techniques. The Bureau Of National Affairs, Inc., 1991教学后记某某学院教师授课教案课程名称国际商务谈判上课时间2010 年 3 月 10 日 1-2 节课题Unit 1 Preparing the ground 教学目的Learning negotiation preparation items, including motives and key terminology. 教学重点welcome and introductions 教学...
