谢丹焰主编新编商务英语阅读教程第一册Unit 1 Business Negotiation.pptx

PPT模板下载： 行业PPT模板： 节日PPT模板： PPT素材下载： PPT图表下载： 优秀PPT下载： PPT教程： Word教程： Excel教程： 资料下载： 范文下载： Unit 1Business Negotiation1. The importance of negotiation (how?)2. Classification of negotiation win-win negotiation hardball negotiation3. What business negotiations must take into consideration?4. Main idea of Text A and Text BGuided Reading Ability to think clearly under stress General practical intelligence Strategic planning skills Personal integrity Ability to perceive and exploit power High aspirations Excellent communication skills (verbal and non-verbal) Strong self-confidence Open-mindedness and flexibility Ability to identify opportunities Skills to discover how their counterparts are feeling and thinking Genial, civil, yet agreeable manner of speaking Patience and humor Getting StartedMiyamoto Musashi VS. Sasaki KojiroMusashi-StyleNegotiationsinBusinessSettheGameboardbeforetheBattleBeginsText A One take of this story is . unconcerned about Another possibility is . deliberately disconcert unbalance psychological advantage +formidable swordsmanshipMusashi-StyleNegotiationsinBusinessSettheGameboardbeforetheBattleBeginsText Atwo characters Kru Mark war-seasoned combat veteran and Muay Thai master Zachary the authors youngest sonMusashi-StyleNegotiationsinBusinessSettheGameboardbeforetheBattleBeginsText A“set up the game board” change the gameMusashi-StyleNegotiationsinBusinessSettheGameboardbeforetheBattleBeginsText A Facing a chess master, Facing a stand up fighter, What about in negotiation? if your opponent uses. if they have incredible endurance.Musashi-StyleNegotiationsinBusinessSettheGameboardbeforetheBattleBeginsText AMusashi-StyleNegotiationsinBusinessSettheGameboardbeforetheBattleBeginsText AMany analogies have been made between business negotiation and combat; however, they focus on: the amoral side where one must be as ruthless in business as they would in a combat. Honor, morals, and pursuit of business goals were not considered.Part I (Para. 1)IntroductionMusashi-StyleNegotiationsinBusinessSettheGameboardbeforetheBattleBeginsText AOne applicable analogy: setting the stage for negotiations; a well-played negotiation is executed long before it actually begins, just like that for the battle. First Example: Kru Marks lesson of always not to stand against the light in a combat. Second Example: anecdote of Miyamoto Musashi and Sasaki Kojiros combat where Musashi might have used late arrival and a wooden sword to unbalance the opponents emotion. Part II (Paras. 2-5)Main AnalogyMusashi-StyleNegotiationsinBusinessSettheGameboardbeforetheBattleBeginsText ATo take the analogy further: if possible, one should not only change the game board, but change the game. In martial arts: take down the opponent by changing the competition to his/her disadvantage “3D Negotiation” style: a book that takes the theory of preparing for negotiation is going to continue its effects by guiding the game to its predetermined end.Part III (Paras. 6-7)ElaborationMusashi-StyleNegotiationsinBusinessSettheGameboardbeforetheBattleBeginsText APart IV (Para. 8)ConclusionThe key to success is the sufficient preparation and setup of the game board or the game to a directed and desired outcome.Negotiate Like a Car Salesman:Five Tactics to Help You Win Every TimeText BWhether you want a raise, different responsibilities, or more resources, knowing how to negotiate is vital. Here are 5 (non-sleazy, promise!) tricks straight from the car lot that will help you get what you want at work. imageofcarsalesman/dealersleazy,greasy authorsexperiencetellsusneithersleazynorgreasy salesdealertricksofthetradePara.1employtools of a skilled negotiator cardealerpracticed,aggressivenegotiator maintheupperhand how? notaboutthedeal,butaboutcontrollingtheemotionalbalancePara.2 carbuyernotapracticednegotiator cringetipintotheotherpartysfavor emotionalstressofnegotiating “Itpushesyoutoseekclosuretogetridofthosebadfeelings.”Para.3: one example eliminateemotions? useemotionalsubtexttoyouradvantage Its important becausenegotiating iscrucial to professional advancement(职业发展).Para.4 “goodcop,badcop” notonlyatmostcardealershipsalsointheworkplace1. Understand the Processredirectthediscussiontothenegotiation anchoring2. Always Be Negotiating whileshoppingforacar,Iwasamazedbytheknack AsIlobbiedforalowerprice,Iwasmetnot just by acounter-offer, but anemotionalresponseaswell. hewasexaggerating relationship3. Watch Out for Inflated Emotions “Ifyouknowyoucangetthesamecaratadealerthatsamileaway,thenyourenotgoing to be asemotionally attached tobuyingthiscarfromthisdealer.”4. Dont Fall in Love “They use their friendship or theirrelationship to get women to agree tosomethingtheymightnototherwiseagreeto.Icallthistheempathytrap.”5. Beware of the Empathy TrapThe EndThe End。