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Business Negotiation

After reading Business Negotiation published by Tsinghua university press, I got to know it and attained a larger number of information about business negotiation. Firstly, what’s the definition of negotiation? Negotiation is a dialogue between two or more people or parties, intended to reach an understanding, resolve point of difference, or gain advantage in outcome of dialogue, to produce an agreement upon courses of action, to bargain for individual or collective advantage, to craft outcomes to satisfy various interests of two or more people/parties involved in a negotiation. Then what is business negotiation? Business Negotiation is a give-and-take trading process in which the trading parties discuss the conditions of a transaction and reach an agreement. Business Negotiation is a basic means of getting what you want from others, in which an agreement is reached when you and the other side have some interests that are shared and other that are opposed. Business Negotiation is the process of bargaining over a set of issues for the purpose of reaching an agreement.

There are three elements of business negotiation: Negotiation parties, Negotiation aims and agreement. As we all know that Business Negotiation includes domestic business negotiation and international business negotiation. I want to emphasis two approaches in negotiation. In Competitive negotiation situation: the seller asks for one price, usually above the price the buyer is willing to pay. The buyer responds by offering a price below the asked price until a compromise is reached. However, the other approach means that people should sit down and share their true interests instead of focusing on their positions. Searching for common ground and being creative will result in a negotiated agreement and a much richer relationship. It called Cooperative negotiation. The book also introduces the characteristics of business negotiation: 1. Negotiation is a process of information exchange between two sides. 2. Negotiation is at the heart of every transaction and for the most part, it comes down to the interaction between two sides with a common goal but divergent methods.3. Negotiation must be to the satisfaction of both parties. It can be a very trying process with confrontation and concession. 4. Both parties share open information. They intend to find something in common. 5. Both sides try to understand each other’s point of view. 6. Both parties know that they have common and conflicting objectives, so they try to find a way to achieve common and complementary objectives acceptable to them both.

When really comes to negotiation, there are some negotiation tactics we need to learn. When it comes to talents that spell success in the world of business, the ability to negotiate well is one of the mos t vital attributes you can possess. Take care to develop this skill. Some people think they are good negotiators, but in reality are not. From bringing in good people, to arranging financing or nailing that first big deal, sound negotia ting tactics will be essential.Enter a negotiation without proper preparation and you've already lost. Start with yo urself. Make sure you are clear on what you really want out of the arrangement.Timing is important in any negotia tion. Sure, you must know what to ask for. But be sensitive to when you ask for it. There are times to press ahead, and times to wait. When you are looking your best is the time to press for what you want. But beware of pushing too hard and poisoning any long-term relationship.The best negotiators either don't care or don't show they care about who gets credit for a successful deal. Their talent is in making the other side feel like the final agreement w as all their idea. Another tenet10 of negotiating is "Go high, or go home." As part of your preparation, define your highest justifiable price. As long as you can argue convincingly, don't be afraid to aim high. As an individual and a business owner, you likely have a set of guiding principles — values that you just won't compromise. If you find ne gotiations crossing those boundaries, it might be a deal you can live without. We must stick to our principal.

I think the book is really important for our Business English major student. I enjoy reading it.

Internatinal business negotiation

Negotiation: the bargaining process in which two or more players confer with each other to resolve conflicts,coordinate relations ,meet each other 's needs and maintain self-interests. Business negotiation: a process of conferring in which the participants of business activities communicate,discuss and adjust their views,resolve conflicts,and finally reach an acceptable satisfying agreement in order to close a deal or achieve a proposed financial goal. International business negotiation: the discussion process between different interest groups from different countries or regions to compete a cross-border transaction. 3.Horizontal negotiation: the conferring process in which all the issues concerned are presented first and the discussed one by one,and an issue which can not be settled at once may be skipped and settled later until all the issues are settled properly. 4.vertical negotiation: the conferring process in which all the issues to be discussed are listed according to their logical relations and then settled one by one in this logical order. 5.A simulated negotiation:

关于英语秘书求职信

关于英语秘书求职信第一段：表明写作目的/求职目的，获取信息的来源 I am writing to response to your advertisement in China Daily of Oct 30th for a secretary. I should be grateful if you consider me favorably as a candidate for the position. I am writing this letter to apply for the position of secretary which you have advertised in China Daily of Oct. 30th. Your advertised position of secretary interests me and I would like to apply for a chance to take a personal interview. I am interested in working with you. I wonder if there is any open vacancy for me. I am writing to express my interest in your recently advertised position as a secretary. I am writing to recommend myself as a qualified candidate for the open position advertised in China Daily of Oct 30th. 第二部分告诉对方与这份工作相关的教育背景，工作经历，甚至是以此有关的个人兴趣爱好等。为了字面的整洁和排版的清晰，通常分2-4段。

商务英语谈判对话模拟(自编)

Dialogue 2:Negotiation on Commission and Agency Situation: Miss Huang, a Chinese handicraft sales company and Mr、White, a sales manager of a handicraft company in Abuja, Nigeria are talking about the commission of agency、 Huang: 怀特先生,很高兴见到您。最近怎么样？ White: Glad to meet you too、What can I do for you?(我也很高兴见到您。能为您做些什么不？) Huang: 根据我们的协议,这个月就就是试销期的最后一个月了。我想就是时候讨论中国北方独家代理权的问题了。 White: Yes、Your sales performance in the trial period is good and the plan of advertising and promotion have been well practiced、Your company is qualified for the sole agency in north of China、(就是的。在试销期内,您们的销售业绩很好,广告与宣传计划也有效地落实了。您们公司可以做我们公司在北方的独家代理了。) Huang: 太好了。能得到您的认可我们很高兴。我们谈谈代理合同的细节吧？White: Yes, of course、As we have talked befote, the territory to be covered is the north of China、How about the commission fee?(好的,当然。就像我们先前谈过的,代理区域就是中国北方。您收取多少佣金？) Huang: 在试销期内,佣金就是4%。我认为可以提高到7%。 White: The rate of commission is too high、The commission fee we provide to other agencies is 5%、If they know we give you a 7% commission, it will be embrassing、(佣金太高了,我们给其她代理商的佣金就是5%。如果她们知道了,就很尴尬了。) Hunag: 我认为我们公司的销售策略与宣传策略都就是很好的,这一点可以从我们的销售业绩中瞧出来。而且,与其她代理商相比,我们的木雕销量就是最多的。White:There is some truth in what you said, but we can only give you 6% commission、(您说的有些道理,但就是我们只能给您6%的佣金。) Huang:超过定额每多销5000件,多给我们0、5%的佣金,这样可以不？ White: Ok、For every 5000 pieces sold in excess of the quote, you will get 0、5% commission 、(好吧,每超过定额5000件,我们就多给0、5%的佣金。) Huang:Good、Thank you for your consideration、(太好了,谢谢您的关照。) White: 我们会起草合同,如果没有问题,下午签字吧？ Huang:Fine、We look forward to happy and successful cooperation between us、(好的。希望我们今后合作愉快。) Dialogue3 Negotiation on Packing and Shipment Situation: Miss Huang, a Chinese handicraft sales company and Mr、White, a sales manager of a handicraft company in Abuja, Nigeria are talking about the Packing and

negotiation skills 谈判技巧

Negotiation Skills 1. Never negotiate if it’s not necessary Bargaining is not negotiating, nor complaining. Sometimes customers just want to express their feelings to us, we shouldn’t treat them as the beginning of negotiation. Try to solve the problem, but needn’t to negotiate. New salesmen tend to negotiate everything with the customers, but neglect some of them is not necessary. 2. Never negotiate with yourself Before negotiation, we should set up clear objectives in our minds. The target could be divided into several levels, but we shouldn’t hesitate or change them during the negotiation. If we find something wrong, then stop the negotiation or seek for a new round in future. “No deal” can mean a very good negotiation. If we need to go away from the table, just do it. 3. Never accept the first offer , and 4. Always ask for more People are used to keep some space to turn around. Both purchasers and sales will make some compromise during negotiation. The first offer usually gives a limit oranticipation for both sides to start with. For our sales, it is very important to provide the first offer higher than what we want. 5. Try not to be the one with the opening position

文秘英语情景对话

文秘英语情景对话 Scene one:Office reception Character:Mary(ABC company’s secretary) Cherry( XYZ company’s Deputy General Manager ) Place：Secretary's Office ,ABC company C：Hi,I 'm Cherry Stark, from China XYZ Company. We have an appointment with Mr. Thomas. M：Welcome to ABC Company. We have been expecting you, please have a seat. I will call him. C: Thank you. M: I 'm sorry . Mr. Thomas is making a long distance call. Please wait for a few minutes. C: OK. I would like to wait here. M：In the meantime, may I ask all of you to sign in so that I can issue your passes? C：Should each of us write separately? M: Yes, please. Please print your name and company name, and the person you are going to see. Mr. Thomas will be here very soon. Would you like some coffee or tea? C: Coffee would be fine. M: How would you like your coffee? C: I like it black.

文秘英语教学大纲7【精选资料】

四川财经职业学院《文秘英语》课程教学大纲一、课程性质与任务《文秘英语》是专科英语的选修课程，教学对象为我院08级各专业学生。本课程从培养岗位应用型人才的总体目标出发，结合学生毕业后的工作实际，力求向学生提供其工作岗位所需要的基本的英语知识和技能，培养学生使用涉外业务英语的能力, 提高文秘从业人员熟悉办公室中常见的涉外活动。通过本课程的学习,学生应掌握相关行业实用写作文体、实用口语，提高和掌握文秘英语交流的基本技能和涉外英语交际能力等，其中包括专业文献阅读、翻译、写作和口头交际的能力，成为适应社会需要的应用型涉外工作者。二、教学要求通过本课程的教学，使学生能够掌握一定的相关行业实用写作文体、实用口语，提高和掌握文秘英语交流的基本技能和涉外英语交际能力。 1、听力能力要求：能基本听懂正常语速的一般旅游活动中的电话、对话等，并能结合具体语言环境，理解所听内容的深层含义。 2、阅读能力要求：能读懂一般难度的英语文章能够承担办公室中常见的涉外活动中的英语阅读和翻译工作。 3、口语能力要求：能够应付日常工作中的交流。语音、语调正确，语流基本连贯顺畅，表达基本得体。 4、英汉互译能力要求：能够翻译一般性办公室文秘方面的各种材料。能够承担办公室中常见的涉外活动中的英语翻译工作。 5、词汇要求：认知词汇达到3,000左右单词。 6、能够正确写出一般性办公室常见的涉外活动的材料。学习使用涉外业务英语的能力。 7、综合素质要求：要求学生具有乐观、积极、向上的心理素质和勇于创新、不断更新自身知识体系的精神。三、教学内容《文秘英语》课程共由5个章节组成：第1章第1节商务电话Business Calls 第2节留言Leaving and Taking Messages 第3节留言机留言Leaving Answering Machine Messages 第4节接待访客Dealing With Visitors 第5节约见客人Making Appointments 第6节拒见客人Declining Visitors 第2章第1节鸡尾酒会Cocktail Party

09级课程设计

2009级课程设计任务：09级学生在12周内，完成一篇与自身专业方向相关的全英文作文。要求： 1.选择与自身专业方向（如国际商务英语方向、旅游与酒店管理、文秘方向）相关的话题，完成一篇作文。可以从自身的实践谈，但必须与英语相关。全文主要分成三部分：字数: 800-1200（即3-5页） a.介绍选题的原因，目的和意义。 b.正文部分进行详细阐述。 c.对全文进行总结，并得出相应的结论。 2.封面填写要求： a.字体：中文和数字三号宋体，不加粗；英文小三号Times New Roman b.系别专业: 外语系英语专业 c.实验课程：课程设计 d.班级: 填写方式与论文填写方式一样，即：2009级英语（旅游与酒店方向）* 班 2009级英语（国际商务方向）* 班 2009级英语（文秘方向） e.可在模版上根据自己的信息进行修改，但注意下划线长度一致。 3．成绩填写： a. 百分制：100%

b. 成绩分布： 4．导师指导修改及评分参考： a. 是否出现语法错误。 b. 全文结构安排是否合理，衔接过渡是否合乎逻辑。 c. 是否具有实践经验总结或指导意义。 5．正文格式如下： a.题目：Times New Roman小二，加粗，居中。 b.空一行开始正文，段首缩进2个字符 c.全文分成三部分，每一部分不用小标题。正文字体为Times New Roman小四。 1.5倍行距。不加粗。 d.范文如下：

成都信息工程学院银杏酒店管理学院实验报告系别专业外语系英语专业实验课程课程设计指导教师谢璐学生姓名陈宾力班级2009级英语（旅游酒店与管理方向）1班学号2009511210

商务谈判 business negotiation

Business Negotiation Plan 课程代码 04C12 课程名称商务谈判专业商务英语时间 2016年6月组员崔梦瑶 0134286 杨霞 0134290 肖招兰 0134288 徐云娟 0136228 Business Negotiation Plan Party A (seller): Gree Electric Appliances Inc. Of Zhuhai Party B (buyer): Happiness Household Appliances Inc. of New York Date: June 6th,2016 Venue : meeting room of our company Negotiation team: Cui Mengyao Xiao Zhaolan Yang Ming Xu Feng Li Tian

Division of work: Member Position Cui Mengyao The main negotiator the main representative of our negotiation team, who is this negotiation. Xiao Zhaolan The vice negotiator She’s responsible for giving suggestions to the main neg Yang Ming The recorder His task is to make written records during negotiation. Xu Feng The legal advise He is in charge of negotiation disciplines and legal code Li Tian The financial person He is in charge of clause on price and financial problem and purposes of the other party. Theme of negotiation : Party B would like to buy air conditioners from our company ,we will negotiate around the two main questions as following : 1. The price and the discount of air conditioners 2. The way of payment and the time for goods delivery Background: 1. It is the first time for us to cooperate with Happiness Household Appliances Inc. of New York which is a startup and want to buy 3000 sets of air conditioner from company , our party should not only sell our products and expand our market with reasonable price, but also build up long-time relationship with them. 2.Current market is buyer’s market, and competition on air conditioners are fierce ,which means that Happiness Household Appliances Inc. of New York enjoy more advantage during negotiation. 3. Both of two sides have relatively strong intention to cooperate with each other.

秘书英语 Key to Unit 1

Key to Unit 1 How Does One Become a Secretary? Section 1 Being Interviewed I. 1.personnel 2.manager 3. in 4.answer 5.to 6. qualifications 7.personal 8.interview 9. graduated 10.from 11. Secretarial 12.Management 13. office 14.work 15. main 16.duty 17. typing 18. bilingual 19. apply 20.for 21. enjoys 22. challenging 23. deal 24.with 25. position 26. routine 27. teaming 28.up 29.with 30. confident 31. maximize 32. folk 33.songs 34. be 35.married 36. salary 37. assignment 38. benefits 39. insurance 40. opportunity III. 2. (1)what has made you decide to apply for a position here? (2) My responsibilities include typing, filing, and answering telephone (3) you’re looking for an executive secretary (4) assist me in my daily routine, dealing with correspondence (5) I am more confident that I am able to handle the office routine. 5. 1)I am very happy that I have the chance for this personal interview. 2)I had a part-time job for three months at Far East Trade Company as a personnel assistant. 3)As a secretary I usually need to deal with people from other cultures. 4)My plan is to become a successful secretary because I have been well trained for this. 5)A secretary must team up with other colleagues for a smooth operation to maximize working efficiency. 6)I want to ask about the salary and benefits in the company. Section 2 Preparing an Interview I. 1.affair 2.employer 3.that 4.as 5.who 6.it 7.themselves 8.sector 9.ahead 10.advantage 11.capabilities 12.and 13.you 14.arrive 15.understand 16.and 17.Smile 18.or 19.remember 20.the 21.light 22.out 23.nature

英语口译商务谈判对话文档2篇

英语口译商务谈判对话文档2篇English interpretation business negotiation dialogue do cument

英语口译商务谈判对话文档2篇小泰温馨提示：谈判是指除正式场合下的谈判外，一切协商、交涉、商量、磋商等等，本文档分析了谈判的核心技巧以及切实可行、久经考验的谈判方式，具有实践指导意义，便于学习和使用，本文下载后内容可随意修改调整修改及打印。本文简要目录如下：【下载该文档后使用Word打开，按住键盘 Ctrl键且鼠标单击目录内容即可跳转到对应篇章】 1、篇章1：英语口译商务谈判对话：实例对话文档 2、篇章2：英语口译商务谈判对话：情景对话文档英语口译商务谈判对话是提高商务谈判英语水平的基础，多加练习你的英语口语水平会得到很大的提升。下面小泰整理了英语口译商务谈判对话，供你阅读参考。篇章1:英语口译商务谈判对话：实例对话文档 Botany Bay是家生产高科技医疗用品的公司。其产品 “病例磁盘”可储存个人病例;资料取用方便，真是达到“一盘在手，妙用无穷”的目的。此产品可广泛使用于医院、养老院、学校等。因此Pacer有意争取该产品软硬件设备的代理权。

以下就是Robert与Botany Bay的代表，Mark Davis，首度会面的情形： M: Mr. Liu, total sales onthe Medic-Disk were U.S.$$ 100,000 last year, through our agent in Hong Kong. R: Our research shows most of your sales, are made in the Taipei area. Your agent has only been able to target the Taipei market（把……作为目标市场）. M: True, but we are happy with the sales. It's a new product. How could you do better? R: We're already well-established in the medical products business. The Medic-Disk would be a good addition to our product range. M: Can you tell me what your sales have been like in past years? R: In the past three years, our unit sales have gone up by 350 percent; profits have gone up almost 400 percent.

Negotiation report

Table of Contents 1.BRIEF INRODUCTION OG THE CASE (2) 2.BACKGROUND OF THE PARTENER (2) 3. PREPARATION (3) 4. THE PROCEDURE OF THE NEGOTIATION (4) 4.1 main content of negotiation (4) 4.2 Purpose (4) 4.3 Structure and sequence of the negotiation (5) 5.CONCLUSION (8)

Brief introduction of the case The case is a business between Lexing Website and Eton Forest Kindergarten. It is a deal on the advertisement. We are divided into A1, A2, A3, A4, A5 and B1, B2, B3, B4, B5, B6. One main spokesman and 4 or 5 negotiators each party. Firstly, the main spokesman will make a brief introduction to its own company and the negotiators of each party. Then, the negotiators of the both parties will begin the negotiation concentrating on the technology, payment, price and copyright in turn. Finally, the main spokesman will make a conclusion about the negotiation and claim that the agreements are reached after a fierce negotiation. Moreover, he will express the wish to establish long-term cooperation relationship as well. Background of the partener Lexiang website focuses on sharing high-quality Chinese courses for free. The courses will be from domestic colleges, high schools, and even primary schools covering almost every subject student’s learning right now. The famous uni & academic celebrities will be our highlights to attract customers. Customers can also vote for the teaching and make comment on it; on the discussion column, customers can discuss what

商务英语谈判技巧

Business Negotiation Skills in English (商务英语谈判技巧) Phases of Negotiation According to Robert Maddux, author of Successful Negotiation, negotiation is the process we use to satisfy our needs when someone else controls what we want、In business negotiations, the two parties endeavor to obtain their business goals through bargaining with their counterparts、Business negotiations are conducted in the following four phases: the preparation phase, opening phase, bargaining phase and closing phase、 Preparation phase 1.Choosing your team The negotiation team should include members in the following areas: ?mercial: responsible for the negotiation on price, delivery terms, and mercial policy of risk taking、 ?Technical: responsible for specifications, programs, and methods of work、 ?Financial: terms of payment, credit insurance and financial guarantees、 ?Legal: contract documents, terms and conditions of contract, insurance and legal interpretation、 ?Interpreter: familiar with the foreign language needed as well as the negotiationrelated knowledge, and having certain munication skills、 The most important role in the team is the chief negotiator (CN), who is supposed to possess the following qualities: sociability, shrewdness, adaptability, patience, endurance、Other than that, extensive knowledge, clear oral expression as well as strong leadership are also important for a CN、 2、Gathering and analyzing information Valuable information covers the areas in political, legal as well as business system, market research, financial policies, infrastructure and logistics、The knowledge on the counterpart is also necessary、With the information at hand, it is time do a feasibility study to adjust our goals to be achieved、 3、The negotiation plan The plan defines the negotiating objectives, sets the minimum acceptable level for each term, and states the time control, initial strategy, the tactics and others including the location, personnel and facilities needed、A welldesigned plan allows more flexibility in different situations and guides the negotiators through the negotiation process without getting off track、 The opening phase It is mon that the seller submits proposals、Then the buyer confronts with three options: outright acceptance, outright rejection, and qualified rejection, the last of which is usually the most choice、Once the positions and objectives of both parties are revealed, the negotiators begin to reflect both on the loss they will suffer if they would concede and on the loss they will receive if they would refuse to concede、 The bargaining phase At this stage, concessions are made and advantages are gained, thus an agreement is to be achieved、Necessarily the team should make a reappraisal of the other party’s concession factor、

口译情景

Lesson 10 International Business Negotiation Focus News: World Health Day, Easter, World Earth Day H.W. check Interpreting numbers (2) (Number)Note-taking practice (7) Negotiating prices (2) Cultural background knowledge about business negotiation (How culture affects negotiation) Mix 混合体 Boast 拥有 Address the challenges 应对挑战 Further 进一步推动

Easter 复活节 April 8, 2012 Resurrection 复活 Crucifixion (wooden cross) 十字架New Testament 《新约》 Easter color eggs 彩蛋 new life

to in English by a variety of different names including Easter Day, Easter Sunday,Resurrection Day and Resurrection Sunday. World Health Day is celebrated every year on 7 April, under the sponsorship of Assembly decided to celebrate 7 April of each year, with effect from 1950, as the World Health Day. The World Health Day is held to mark WHO's founding, and is seen as an opportunity by the organization to draw worldwide attention to a subject of regional and local events on the Day related to a particular theme. Themes 2012: Good Health adds life to years. ?2012: Good Health adds life to years ?2011: Anti-microbial resistance: no action today, no cure tomorrow ?2010: Urbanisation and health: make cities healthier ?2009: Save lives, Make Hospitals Safe in Emergencies