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1、,单击此处编辑母版标题样式,*,*,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,Unit 6,Negotiation Strategies,Warm-up Activities,I.Pair works,Think about what you should do in a negotiation and talk with your partner.,II.Group work,Business negotiation is a very important occasion in a
2、corporation,s operation.Work in small groups,discussing the role of negotiation in business and what are important in business negotiation.,III,Think about and then make a list of all the important points which you have discussed.,2.The lower price strategy,This strategy is also called Japanese offe
3、r,which is to propose a lower price than actual requirements of one,s own starting point of negotiations at first,so as to attract others and try to defeat opponents of its kind first,and then have genuine negotiations with the real seller who is tempted to engage in,forcing them to compromise.This
4、strategy is more suitable when mass contents in the transaction or whole sets of equipment transaction,or the opponents,negotiations skills is weak and do not quite understand the market conditions.,2.Price segmentation strategy,The strategy is a technique of price decomposition,the quantity of good
5、s or the using time acting as divisor,and commodity prices as dividend,coming up with low price,so buyers felt cheap with a high price in the first place.,3.The addition bidding strategy,Addition bidding strategy is in business negotiations,sometimes high prices will scare away customers,the seller
6、put the price down into several levels,and gradually raised to a number of quotations,and finally still equal to the price one-time high quoted.,4.Differences quote,Differences quote is adopting different strategies on account of the nature of customer business purchase amount,transaction time,diffe
7、rent methods of payment,etc.This price difference reflects the market demand of commodity in trading and should be paid attention to use.,5.Price Comparison,Price Comparison refers to throw more price offers of the same commodity,which are beneficial to the buyer himself,to set up a price frame of r
8、eference,then compare the trading goods and similar products of these businesses in the performance,quality,service and other trading conditions to made more conducive to the side,and as the basis for the party asking price.,Text analysis,1.Such sessions are likely to become reactive and meandering
9、meetings rather than being proactive with specific goals in mind.,这样的会议并不能使人在头脑中形成明确的目标并采取主动，而是很容易就会起到反作用并使得谈判变得迂回曲折。,Session,n.,会议；（法庭的）开庭；（议会等的）开会；学期；讲习会,例：,The legislative session prorogued yesterday.,立法会议昨天休会。,This question will come forward at the next session.,这个问题将在下次会议上被提出讨论。,It seems that t
10、he suit has to hang over till its next session.,看来这个诉讼案得留到下次开庭时处理了。,Phrase,plenary session,全体大会,in session,在开庭；在开会；在上课,session key,会话密钥；对话关键码,special session,特别会议；特别法庭,practice session,练习赛；实习期,opening session,开幕式；开幕会议,briefing session,简介会,legislative session,议会会议；立法会会期,work session,工作对话；工作会话,joint s
11、ession,上下两议院的联席会议,session manager,会话管理器；对话管理员；对话管理程序,proactive,adj.,前摄的（前一活动中的因素对后一活动造成影响的）；有前瞻性的，先行一步的,例：,You have to be proactive about this.,对此，你必须要主动。,You should be proactive,not passive.,你应该主动，而非被动。,They should work together with the other partners in countries so that they can be proactive rat
12、her than reactive to situations.,他们应当与国家的其他合作伙伴共同合作以便能够积极的而非被动的应对这些状况。,Phrsse,be proactive,积极主动；主动；主动积极；积极主动的心态,proactive facilitation,前摄易化；顺摄助长,proactive interaction,超前的交互作用；式互动；主动式学习,reveal,vt.,显示；透露；揭露；泄露,n.,揭露；暴露；门侧，窗侧,However,he declined to reveal everything about his diet.,然而 他拒绝透露任何有关他的饮食,.,I
13、 should be glad to give you any help if you reveal your thoughts to me.,如果你把你的想法透露给我，我愿意尽全力帮助你。,Not yet because that would reveal which ones we have seen and which we have not.,对不起，现在还不能细说，因为这会暴露我们看到和没看到的。,Phrase,reveal itself v.,呈现，出现；被认知,reveal all,显示全部（计算机操作命令）,detrimental,adj.,不利的；有害的,n.,有害的人（或物
14、）；不受欢迎的求婚者,例：,Lime in the soil is detrimental to some plants.,土壤里的石灰对某些植物有害。,But I think that correcting for it would be detrimental.,但我认为对那种情况进行矫正将是有害的。,But I think that correcting for it would be detrimental.,但我认为试图为之改变会是有害不利的。,Phrase,detrimental effect,损害效应；有害影响,detrimental corrosion,有害的腐蚀；正在翻译；不
15、利的腐蚀,detrimental settlement,不稳定沉降,baneful detrimental,坏的,detrimental account,呆帐,detrimental information,有害信息,Detrimental attitudes,有害的态度,detrimental soil,不稳定土,Phrase,spiral bevel gear,弧齿锥齿轮；螺旋伞齿轮,spiral groove,螺旋沟,spiral case,蜗壳；水轮机蜗壳,downward spiral,向下旋转；螺旋式下跌；减记恶性循环,spiral flow,螺旋流,outlandish,adj.
16、,古怪的；奇异的；异国风格的；偏僻的,例：,Surtees was tragically unlucky;Massa was more fortunate but he believes the coincidence of two outlandish accidents is a warning.,瑟蒂斯的不幸非常可悲；马萨更幸运，但他相信这两起古怪的事故的巧合是一个警告。,Once upon a time it was the province of philosophy to propose ambitious and outlandish theories in advance of any concrete evidence for them.,这曾经是物理学的领域，可以提出炫耀和古怪理论而不用管是否真的有任何具体的证据。,Phrase,outlandish costume,顾客,outlandish rumor,外国气派的,bizarre outlandish,奇异,Text analysis,4.Then again,principled reasoning facil
商务英语综合教程第四册Unit-6-Negotiation-Strategies课件
