Chapter Six（课件）-《国际商务英语》同步教学（北京理工大学出版社）

Chapter Six Strategies and Skills of International Business Negotiations Section 1 An Overview and Comparison of Negotiation Strategies and Skills Section 2 International Business Negotiation Strategies Section 3 International Business Negotiation Skills 返回 1 Section 1 An Overview and Comparison of Negotiation Strategies and Skills In international business negotiations, negotiators not only have a good command of negotiating strategies and skills to make efficient and productive negotiations and get what they want in an effective way. Before talking about specific strategies and skills, we are supposed to make a brief comparison between strategies and skills. Generally speaking, negotiating strategies are just like the overall plan for a negotiation, and negotiating skills are the specific actions of the negotiators in real negotiations.Negotiating strategies can generally dominate negotiating skills to a large extent. 下一页 返回 Section 1 An Overview and Comparison of Negotiation Strategies and Skills And negotiating skills can effectively influence the use of negotiating strategies and negotiating strategies and skills work together to make rewarding negotiation results in international business negotiations. 上一页 返回 Section 2 International Business Negotiation Strategies 2.1 Business negotiation strategies 2.1.1 Types of Business negotiation strategies Generally speaking, there are five negotiation strategies in international business negotiations, which go as follows. (1) Compromising: This strategy aims at finding a middle ground. (2) Forcing: This is an aggressive and dominating strategy aimed at achieving one’s personal goals at the expense of others. (3) Avoiding: In this strategy the negotiator has little concern for one’s outcomes as well as those of others. 下一页 返回 Section 2 International Business Negotiation Strategies (4) Smoothing: In this strategy the negotiator is more concerned with others ’ outcomes than one’s own outcomes. (5) Confronting: In this