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 1.1 classified by scale of participators 1.1.1 One-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. 1.1.2 collective negotiation--- 2 or more people from each side 1.2 classified by venue 1.2.1 home court negotiation 1.2.2 away ground negotiation 1.2.3 neutral place negotiation 1.3 classified by ways of proceeding 1.3.1 vertical negotiation: solve the problem one by one --- for small and simple negotiation, especially when the 2 sides have cooperated before 1.3.2 lateral 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...
