Unit2 Principle of Business Negotiation（课件）-《商务英语》同步教学（北京理工大学出版社）

Unit2 Principle of Business Negotiation Learning Focus（学习要点） Master the basic principles of business negotiations  掌握商务谈判的基本原则。 Implement flexibly the basic principles of negotiation at all stages  在谈判的各个阶段，灵活执行谈判的基本原则。 Apply consciously the principles to consultation and improve negotiation ability  自觉运用谈判的原则进行磋商，提高商务谈判能力。 下一页 返回 1 Unit2 Principle of Business Negotiation Negotiation Awareness As the saying goes，“No rules，no standards.” Everything has its own rules and guidelines，and the business negotiation is no exception. The principles of business negotiations are the guiding ideology and basic codes of conduct that should be followed by negotiators  The business negotiation is a complex activity. A good mastery of the principles and approaches of negotiation can help us to reach the desired results. It may also help us to grasp the mechanism of business negotiations and achieve the success of business negotiations 下一页 上一页 返回 2 Unit2 Principle of Business Negotiation In the process of negotiation, one principle widely adopted is the “win-win” principle. Win-Win Negotiation It is an approach in which parties collaborate to look for a solution that maximizes joint gain and allows everyone to walk away feeling like they have won something The basic idea is that both sides can achieve their objectives. Win-win bargaining focuses on developing mutually beneficial agreements based on the interest of the negotiators. Interest includes the needs，desires，concerns and fears important to each side 下一页 上一页 返回 3 Unit2 Principle of Business Negotiation This is because the parties must be able to make trade offs across issues in order that both sides are to be satisfied with the outcome  “Win-win” negotiation is about the alliance not conflict. Successful negotiations result in a long and fruitful relationship between professionals, reduced tension and stress associated with aggressive negotiation methods and lead negotiation to more productive and creative