HangzhouDianziUniversity

TheSchoolofForeignLanguagesandLiteratures

新形態大學英語口語系列教程職場英語口語UNIT3BusinessNegotiation《新形態大學英語口語系列教程

職場英語口語》

OBJECTIVESInthisunit,Emilyisfollowingherbosstonegotiatewithateamfromanothercompanyforacooperationcase.Pleasefollowthemandlearnhowto《新形態大學英語口語系列教程

職場英語口語》

applynegotiationstrategies;conductanegotiation;useBATNAtoguidenegotiations.CONTENTS《新形態大學英語口語系列教程

職場英語口語》

START-UPINPUT-ORIENTEDACTIVITIESSPEAKINGSKILLSINTHEWORKPLACEOUTPUT-ORIENTEDACTIVITIESCROSS-CULTURALFOCUSFUNTIMEAFTER-CLASSACTIVITIESSTART-UP01《新形態大學英語口語系列教程

職場英語口語》

START-UP《新形態大學英語口語系列教程

職場英語口語》

Youarenegotiatingaservicecontractwithapharmaceuticalcompany.Theyaredemandingahigheramountfortheirservicesthanothercompanies.Howdoyouaddressthisinordertogetthebestpriceforyourcompany?

A.Respondwithalowpriceandengageinpositionalbargaining,hopingthatyouwillendupsomewhereinthepricerangeyouthinkisfair.B.Askwhatthebasisfortheirsuggestedpriceis.C.Advisethemthattheirpriceisfartoohighandthatyouwillwalkawayunlesstheygiveyouamorereasonableprice.D.Suggestapriceofyourownandprovidethecriteriauponwhichyouhavearrivedattheprice.AsimplequizSTART-UP《新形態大學英語口語系列教程

職場英語口語》

AnswerB.Thecompanyistryingtogetyoustartedonthetraditionalpositionalbargainingphilosophyof"starthigh,counterlow,endupinthemiddle."Toavoidthisgame,youneedtochangethefocusofthenegotiations.Inordertocountertheirattemptsatpositionalbargaining,youshouldbeginbyaskingthemwhatthebasisfortheirinitialpricewas.Thistacticwilldrawattentionawayfromtheinitialpriceandcreateafocusonthecriteriafordeterminingafairprice.Next,youshouldsuggestapriceofyourown,substantiatetheofferwithappropriatecriteriaandsticktoyouroffer.START-UP《新形態大學英語口語系列教程

職場英語口語》

Negotiationisaprocessofresolvingaconflictbetweentwoormoresides,inwhichallsidesarewillingtochangetheirpositionstoreachacommonacceptablesolution.Whatisanegotiation?4stagesinnegotiationprocessPreparation;Beginningandrepresentingstartingpositions;Theprocessoflookingforsolutions;Reachingtheagreementandconcludingthenegotiations.START-UP《新形態大學英語口語系列教程

職場英語口語》

PrecautionsbeforenegotiationsNegotiationsleadtodecisions.Howthesearemade,howlongtheytaketobemadeandhowfinaltheyareoncemadeareallfactorsthatwilldependontheculturalgroupsinvolved.Oneimportantrule,ifyouarenotready,donotnegotiate!!!Alwayskeeprecordsofe-mailsorothercorrespondence.START-UP《新形態大學英語口語系列教程

職場英語口語》

Anegotiationisaboutfindingasolutiontoyourcounterpart’sproblemthatmakesyoubetteroffthanyouwouldhavebeenhadyounotnegotiated,——StanfordGSBprofessorMargaretNealeKEYtoSTART-UP《新形態大學英語口語系列教程

職場英語口語》

START-UP《新形態大學英語口語系列教程

職場英語口語》

Understandingthevideoclip1.A2.B3.D12345678INPUT-ORIENTEDACTIVITIES02《新形態大學英語口語系列教程

職場英語口語》

INPUT-ORIENTEDACTIVITIES《新形態大學英語口語系列教程

職場英語口語》

ACTIVITY1NEGOTIATION:GETTINGWHATYOUWANTACTIVITY2HOWTONEGOTIATEINENGLISHKEYto

INPUT-ORIENTEDACTIVITIES《新形態大學英語口語系列教程

職場英語口語》

INPUT-ORIENTEDACTIVITY1

《新形態大學英語口語系列教程

職場英語口語》

Step1:2;1;4;3.Step2:(1)C(2)A,E(4)B(3)D,FUnderstandingthevideoclipINPUT-ORIENTEDACTIVITY2

《新形態大學英語口語系列教程

職場英語口語》

Understandingthevideoclip1.delivery;monthly2.just-in-time5.annual4.logisticsissues3.short-sighted6.concessions;compromiseSPEAKINGSKILLSINTHEWORKPLACE03《新形態大學英語口語系列教程

職場英語口語》

SPEAKINGSKILLSINTHEWORKPLACE《新形態大學英語口語系列教程

職場英語口語》

FormsofcommunicationInterpersonalcommunicationOrganizationalcommunicationsRumorsMediacommunicationsMasscommunicationNon-verbalcommunicationSPEAKINGSKILLSINTHEWORKPLACE《新形態大學英語口語系列教程

職場英語口語》

Usingif-structuretosuggestyourproposalIfwecommittoalongercontract,wouldthatmakethedealworkforyou?Ifweagreedtopaythelicensingcosts,canyouofferusabetterprice?SettingconditionsAssumingthatyouneedaflexibleschedule,wecouldoffer…Supposingyoucouldcommittoaminimummonthlyvolume,wecouldgodownto…ExpressingdisagreementWewon’tbeabletofinishtheworkinsuchashortspaceoftime.We’renotwillingtosharethistechnologyforfree.SPEAKINGSKILLSINTHEWORKPLACE《新形態大學英語口語系列教程

職場英語口語》

ReactingtonewideasThat’sagoodoffer.Ithinkthisshouldbefeasible.IntroducingnewideasHereismysolution…IhaveaproposalwhichIhopecanmakethisworkforeveryone.OUTPUT-ORIENTEDACTIVITIES04《新形態大學英語口語系列教程

職場英語口語》

《新形態大學英語口語系列教程

職場英語口語》

Understandingthevideoclip1.getdownto2.cometo6.alargeorder5.bestprice3.items7.getbacktoOUTPUT-ORIENTEDACTIVITY1

4.quantities8.proposalOUTPUT-ORIENTEDACTIVITY2

《新形態大學英語口語系列教程

職場英語口語》

Scene:Role-playEmilyandChris(therepresentativeofatransportationcompany).RolecardforEmilyYoushould:stateyourrequestsforproducttransportation;askforspecificinformationabouttransportationservices;(3)summarizewhatyou’veagreed..RolecardforChrisYoushould:(1)knowthespecificrequestsofEmily’scompany;(2)setconditions;(3)agreeonnextsteps.Role-playCROSS-CULTURALFOCUS05《新形態大學英語口語系列教程

職場英語口語》

CROSS-CULTURALFOCUS《新形態大學英語口語系列教程

職場英語口語》

UsingBATNAtoguidenegotiationsImproveyourBATNAhasthreekeyways:Haveasmanyoptionsaspossible.Writedownandthinkthemthrough.Thisequipsyouwithstrongerconfidenceanddeepenedunderstandingofthesituation.Avoidthetimerestrictionsandthesunkcostguilt.Avoidnegotiatinginatightdeadlineforitalwaysresultsinunfavorableoutcomes.Havethedisciplinetowalkawayfromabaddeal,eventhoughyou'veinvestedaloto