新视野商务英语综合教程3_U2课件.pptx

Unit 2NegotiationsModule 1 TradingModule 1 TradingUnitUnit 2 Negotiations 2 Negotiations中国加入世贸之路Chinas Path to WTO The story of China in global trade started long before.In 1978,China started its reform and opening-up,developing closer ties with the rest of the world.In 1986,China officially applied for admission to the General Agreement on Tariffs(GATT),the WTOs predecessor(前身).Afterward,China started the arduous(艰苦的)negotiations that lasted for 15 years.In 1995,GATT transformed into the WTO with China obtaining observer status.By 2001,China concluded negotiations with a wide range of nations and regions.In December 2001,China officially became a member of the global trade body.Doing business may be an arduous task,involving rounds of negotiations.Can you summarize some key moments of Chinas path to WTO from the above material?Share your answers with your partner.UnitUnit 2 Negotiations 2 NegotiationsModule 1 TradingModule 1 TradingUnit 2 NegotiationsUnit OverviewBy studying this unit,you are expected to:learn some personal and team negotiation styles;know how to deal with negotiators from different cultural background;make good use of home/guest court advantages in negotiations.UnitUnit 2 Negotiations 2 NegotiationsModule 1 TradingModule 1 TradingUnit 2 NegotiationsContentsLead-inReading AReading BListeningCommunication ProjectWritingMoral ReflectionsModule 1 TradingModule 1 TradingLead-inLead-inUnitUnit 2 Negotiations 2 NegotiationsReading AReading BListeningCommunication ProjectMoral ReflectionsWritingUnit 2 NegotiationsRead the following actions and tick those which are NOT appropriate at the negotiation table.Work in pairs and explain your choices.Task 112TaskModule 1 TradingModule 1 TradingLead-inLead-inUnitUnit 2 Negotiations 2 NegotiationsReading AReading BListeningCommunication ProjectMoral ReflectionsWritingCan you think of other Dos and Donts in negotiations?Work in pairs and list a few.speak in clear logicbe too aggressivelose control of your temperbe led by the noseUnit 2 Negotiationsmaintain eye contact with the counterpart during the negotiationpay close attention to the counterparts facial expressions12TaskModule 1 TradingModule 1 TradingLead-inLead-inUnitUnit 2 Negotiations 2 NegotiationsReading AReading BListeningCommunication ProjectMoral ReflectionsWriting订货发盘还盘询价购货合同销售确认书Unit 2 NegotiationsThe following are some terms related to business negotiation.Put them into Chinese.Task 212TaskReading Reading A AModule 1 TradingModule 1 TradingUnitUnit 2 Negotiations 2 NegotiationsReading BListeningCommunication ProjectMoral ReflectionsWritingLead-inUnit 2 NegotiationsAs an experienced negotiator,Zachary was invited to give a lecture at his companys staff training course on business negotiation.He asked the attendees to read an article on the common negotiation styles before the training course.SettingReading Reading A AModule 1 TradingModule 1 TradingUnitUnit 2 Negotiations 2 NegotiationsReading BListeningCommunication ProjectMoral ReflectionsWritingLead-inStarting pointStarting pointTextUnderstanding the textDealing with languageActivity 1Unit 2 NegotiationsDiscuss in pairs:If you are assigned by your boss to negotiate with your business partner,what strategies or styles would you adopt?Will you choose different strategies to deal with different counterparts?Task 1123456TaskReading Reading A AModule 1 TradingModule 1 TradingUnitUnit 2 Negotiations 2 NegotiationsReading BListeningCommunication ProjectMoral ReflectionsWritingLead-inStarting pointTextTextDealing with languageActivity 1Understanding the textUnit 2 NegotiationsNegotiators and their teams must choose a negotiation style that will best serve their goalto achieve maximum concessions while leaving their counterparts just enough to keep them interested in the deal.However,the same style will not work in every situation,nor will every situation permit every style.Negotiators must be flexible,and able to change style as the situation develops.An honest and thorough self-assessment will permit the most appropriate choice of negotiation styles.Main Personal and Team Negotiation Styles123456TaskReading Reading A AModule 1 TradingModule 1 TradingUnitUnit 2 Negotiations 2 NegotiationsReading BListeningCommunication ProjectMoral ReflectionsWritingLead-inStarting pointTextTextDealing with languageActivity 1Understanding the textUnit 2 NegotiationsSome of the main personal styles in negotiation include aggressive,compliant,passive,intimidating,technical,financial,stubborn,pragmatic or arrogant.Take the passive style as an example.At the negotiation table,passive negotiators arent always what they seem.Often utilized by developing economies with little contract law,passive negotiating convinces the opposition to put all of their cards on the table in the belief that everything is mutually acceptable.123456TaskReading Reading A AModule 1 TradingModule 1 TradingUnitUnit 2 Negotiations 2 NegotiationsReading BListeningCommunication ProjectMoral Reflect。