Unit 6 International Business

Unit 6 International BusinessNegotiation

1. Look at the picture and try to outline your view on negotiation.

Key words for describing the picture

negotiation cooperation at utmost profit,fighting with ideas and tactics wea

pon in a good manner

Part II :listening and speakingTask 1: Listen to the dialogue and ti

ck off the proper answer according to what you have heard.

Q1. √ 10% higher Q2. making profit is impossibleQ3. 4% off the original price

Task2 ： Listen to a short passage and fill in the blanks.

Reference answers:1 in your favor 2 a neutral location 3 prospective partners 4 in a weaker position 5 counter-invitation.

Task3.Study the following sayings carefully

and discuss with your partners. What advice can you learn form them for a good negotiation?

Part III. Reading A International Business

Negotiation

Global Reading :

Warm-up questions

What is international business negotiation in your mind?

The steps in the course of a successful negotiation.

Step 1: PreparationStep 2: OpeningStep 3: Bargaining phase

Step 1: Preparation

Collect, sort out and analyze the information and data in time about the negotiation counterparts as much as possible.

Step 2: Business Negotiation

Offering the meeting agenda

Exchanging ideas

Making statement

Step 3: Bargaining phase

Quoting a price

Bargaining over the price

Making compromise

Tactics of the Negotiation

1.Listening more2.Seek win-win opportunities3.Keeping emotion4.Recovery5.concession

Words &Expressions Learning

1.confer vi. 商讨 vt. 赠予，授予 She went to confer with her boss before an

nouncing a decision. 她与老板商讨然后再宣布决定。

2 preparatory adj. 预备的，初步的 What are your preparatory measures? 你的初步措施是什么？

3 agenda n. 议事日程 The first item on the agenda was how to

cut down the cost in manufacture. 第一项议程是如何减少生产费用。

4 respectively adv. 各自地，分别地 My husband and I got pay rises of 8% an

d 10% respectively. 我丈夫和我分别加薪 8% 和 10%

5 overcome vt. 战胜，克服， ( 感情等 ) 压倒，使受不了 vi. 获胜，赢

We have enough courage to overcome the difficulty.

我们有足够的勇气来克服这个困难。

6 constitute vt. 构成，建立，任命 The company will constitute you sales m

anager. 公司将任命你担任销售经理。

7 compromise n. 妥协，折衷，折衷案 vt. 妥协处理，危害 vi. 妥协，让步

I am prepared to make some concession on minor details, but I cannot compromise on fundamentals.

在一些细节上我可以作些让步，但在基本原则上我是不会妥协的。

8 intention n. 意图，意向，目的 The intention of the clause is clear. 那条款的含义是清楚的。

9 favorably adv. 赞同地，亲切地，好意地 In fact, our end-users are favorably impresse

d with your exhibits. 事实上，我们的用户已对贵方展品产生良好

的印象。

10 participant n. 参与者 She is an active participant in this activit

y. 她积极参与这项活动。

11 confrontation n. 对审，面对面，面对 The Arab-Israeli confrontation is causing

our firm serious difficulties. 阿拉伯国家和以色列的对抗给我们公司带来

严重困难。

12 inevitably adv. 不可避免地 Inevitably, a quarrel followed between the tw

o sides. 双方随後不可避免地争吵起来。

13 dilemma n. 困境，进退两难 Faced with that dilemma, he was perplexed.

他面对进退两难的局面，不知如何是好。

14 conflict n. 冲突，矛盾，斗争，战斗 vi. 冲突，争执，抵触

If so, your points of view are bound to conflict with his.

如果这样的话，你的观点一定会和他的起冲突。

15 concession n. 让步，妥协，特许权，租界

We will make some concession in price. 我们将在价格上做些让步。

16 tactic n. 策略，战术 A fair tactic. 合宜的策略

a drop of honey catches more flies than a gallon of vinegar

投其所好，有的放矢。

Reference Answers for Reading A

Task 1. negotiation counterpart 利益冲突 meeting agenda 讨价还价阶段 make compromise 好的出发点 open-ended 打倒 cooperative spirit 朝…大喊大叫Task 2 ： 1-5 F F T T F

Reading B The Differences between Chinese and Wes

tern Business Negotiation Style

Task 1 ： 1-5 F G H E A 6-10 J D C B I

Western Negotiators 1.rely on individual values 2.tend to be competitive in their approac

h 3.principle business is business

4.anxious to bring parties into agreement 5. little interest in build up relationship

6.like to be openly challenged

Chinese Negotiators 1.known for hospitality and good manners

2.consider mutual relationship and trust very important

3.throughly research to opponents 4.prefer to use intermediary 5.tend to have negotiation in indirect manners

6.take time to see whether their prospective business contact are really reliable

Task 3 ： Tips ： In Japan, “elder” equals authority. But America

ns did not recognize the implications of this when they sent very young but very professional managers to negotiate. Those young managers are both strong in academics and experienced in negotiation, but were unacceptable to the Japanese. They felt they were being looked down upon by their American counterparts, and with this misunderstanding, the negotiation could not proceed smoothly. So understanding the culture really counts.

Part IV. TranslationTask 1 ：1. To westerners, it is very impolite not

to look at his or her eyes while they have a conversation with him or her.

2. The customers will be informed when we receive fresh stock of commodities they need.

3. The employee might have spoken with understandable pride of the company he woks in.

4. She had made several attempts but failed to help them find other manufacturers.

5. Upon reaching an appropriate age, children are encouraged, but not forced, to "leave the nest".

Task 2 ： In a cross-culture environment, negotiation is more co

mplex and the difficulty increases as such negotiation have to consider differences of communication, method of negotiation and culture. Mastering effective cross-cultural negotiation requires the understanding that people from different cultural backgrounds approach negotiation differently. Negotiators from western countries often find it difficult to adjust their preference for a competitive only style to the Chinese way of mixing collaboration and competition when doing business.

Part V Practical writing Contract No.:AC 4789

Sellers: Beijing Light Industrial Imp & Exp Corp.

Buyers: Mason Trading Company, New York

This contract is made by and between the Buyers and the Sellers, whereby the Buyers agree to buy and the Sellers agree to sell the undermentioned commodity according to the terms and conditions stipulated below:

Commodity: GIANT Brand Bicycles Specifications: Model MB28

Quantity: 1000 bicycles

Unit Price: US$70.00 each CIF New York Total Value: US$70,000.00

Packing: In wooden cases.

Time of Shipment: To be effected not later than Oct. 15, 2010 and partial shipment and transshipment are allowed.

Terms of Payment: By a confirmed, irrevocable L/C at sight to reach the seller a month before the time of shipment and to remain valid for negotiation in China until the 15th day after the date of shipment.

Insurance: To be effected for 110% of the invoice value against AR as per CIC of 1st January, 1981 with PICC by the seller

Port of Shipment: China Ports

Port of Destination: New York ， US

Part VI Problem-solving

Task 1 ： Avoid using first names until your Singapore

an counterpart suggest it.

While many westerners would not think twice about staying seated when their managers

enter a room, this is not the case in Singapore.

While sitting in a chair, keep your feet flat on the floor, rather than crossing your legs in front of elders or superiors.

Avoid challenging, correcting or disagreeing with an elder person or superior in a public setting.

Avoid asking negative questions such as “Isn’t my shipment ready yet?”

A Singapore may actually mean “yes” when he or she says “perhaps”.

When dealing with governmental officials, remember that gift-giving is taboo, and that if they go to lunch with you they will insist on paying their share.

To conclude an important deal, expect to make two or more trips to Singapore over the course of several months.

Task 2 ：(open)