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《国际商务谈判（英）》教案
课程名称： 国际商务谈判（英） 课程号：1120694 教学对象：国贸、商务英语专业 任课教师：陈浩 教师所在系： 国际商务系 编写日期：2021年9月1日
蚌埠工商学院教案专用页 内容 (标题) | Chapter 1 Negotiation Motives and Key Terminology | 课时 | 2 | 教 学 目 的 及 要 求 | As the first lecture, the general contents and the structure of the course of the course will be introduced including theoretical system of the course, practical learning including simulation, case studies, Q &A and negotiation contests. Then students should have a general understanding of essence of negotiation by learning the three key terminologies and their relations. 教师在开课之前可以先提出问题，问学生希望通过谈判课程学习到什么，之后针对学生的要求说明谈判课程需要掌握的知识和能力。学生一般都会提出学习谈判的技巧，但谈判恰恰不是关于技巧和谋略的课程，因为谈判是一门科学，它有自己的知识和理论体系，有自己的内在规律，也就是具有普遍的指导意义；而技巧属于个性化，非规律性、非普遍性的。这里可以先给学生读一个案例，让学生谈谈这个案例该如何谈，所谓技巧是否能解决问题？ 第一节课的主要内容是介绍课程概况，包括课程的理论体系；实践教学，如模拟谈判、案例研究、问答题以及谈判大赛等活动。之后通过讲解3个关键词汇，使学生了解谈判的真谛与实质。 | 重 点 难 点 及 其 处 理 | What are the fundamental causes of conflicts? What are the basic approaches to the settlements of the conflicts? How are negotiation, conflict and stake defined? Why do people negotiate? 导致冲突的根本愿因是什么？ 解决冲突的基本途径是什么？ 谈判、冲突和利益是如何定义的？ 人们为什么谈判？ | 教 学 方 法 | Case study, Lecture, Class discussion, Audio visual aids | 参 考 文 献 | Required Textbook Roy J. Lewicki, International Business Negotiation,McGraw-Hill Education, Inc., Sixth Edition, 2010 Recommended Textbooks Rudd, J.E.,Lawson, D.R.,Communicating in Global Business Negotiations, Sage Publications, Inc., 2007. Stuart Diamond, Getting More, Portfolio, 2011. | 课 外 作 业 及 要 求 | Discussing China-US WTO negotiation accession, understanding better the three terms through discussing the conditions and counter offer of the both parties. 实践部分：结合关键概念做课后问答题，如表1-2中美入世谈判双方的谈判条件，让学生分析各自的利益和冲突所在。 Case study: Chrysler Missed the best Opportunity Entering China Automobile market 结合本章的基本概念，讨论后边的思考题。特别注意克莱斯勒公司的机会成本是什么？它注重的是眼前利益还是长远利益？克莱斯勒与德国大众之目前在中国的发展如何？ Simulation : Mr Zhang’s Dilemma：can be used as introduction case to understand basic conflict of rare resources and their distribution, the cause of conflict 这个案例具有普遍性，也容易理解，因此可以作为导入案例在课程一开始就讨论，用这个案例说明资源的稀缺性与人们欲望之间的矛盾，导出谈判的必要性。另外这个案例也说明谈判的普遍性和它的基本经济属性。 | 后
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内容 (标题) | Chapter 2 Negotiation Procedure and Structure | 课时 | 2 | 教 学 目 的 及 要 求 | Students should understand the physical structure and internal structure of negotiation, especially the internal structure which reveal basic law of negotiation and is applicable to whatever kinds of negotiations. 本章的主要目的是让学生学习谈判的基本规律，即谈判不是表面上看来的纷繁复杂，无律可循，而是具有它内在的规律，而谈判的外在结构特别是内在结构就是学习谈判的基本规律。 | 重 点 难 点 及 其 处 理 | What are the major steps of a negotiation? What are the key points a negotiator has to consider during the negotiation? How is a business negotiation conducted? 谈判的主要步骤是什么？ 谈判过程中谈判者应考虑的要点是什么？ 商务谈判的基本程序是什么？
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教 学 方 法
| Case study, Lecture, Class discussion, Audio visual aids |
参 考 文 献
| Required Textbook Roy J. Lewicki, International Business Negotiation,McGraw-Hill Education, Inc., Sixth Edition, 2010 Recommended Textbooks Rudd, J.E.,Lawson, D.R.,Communicating in Global Business Negotiations, Sage Publications, Inc., 2007. Stuart Diamond, Getting More, Portfolio, 2011.
| 课 外 作 业 及 要 求 | Case study one: The Principle of Complementary Concession: 这个案例需要学生明白为什么卖方提出买方需要提供买方的成本？那么买方的成本可能包括什么？显然买方不是终端消费者。 Case study two: Sino-US intellectual property right negotiation: using general structure of negotiation to analyze the events and interests of China and US and trace its progress. 中美知识产权谈判是一个非常重要的案例，案例阐述了中美贸易摩擦中许多根源性的问题，这些问题现在依然影响着中美之间的经济关系。谈判达成的最终结果是通过国外媒体获得的，希望学生们通过这个案例的结果解读中美双方各自的利益诉求。 这个案例需要至少30分钟的问答和讨论时间。 Simulation: An Economic Recession: discuss two plans of the employer, the second one is better 这个案例需要的时间较短，也可以让学生作为劳方代表对资方提出的条件提出自己的意见，或者也可以提出其他选择。 | 后
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内容 (标题) | Chapter 3 Negotiation Lubrication | 课时 | 2 | 教 学 目 的 及 要 求 | Let students understand pre-negotiation preparation is crucial and fundamental to the success of negotiation, understand major aspects of pre-negotiation preparation. 本章的谈判准备需要学生一是明白谈判准备的重要性，二是了解如何做谈判准备，以及准备什么。 | 重 点 难 点 及 其 处 理 | What preparatory work do negotiators have to do? What targets are to be set for a successful negotiation? Why is information so important in a negotiation? What is negotiating team composed of? How will the choice of negotiation venues affect results of negotiations? 谈判者必须做的谈判准备工作包括哪些？ 为取得谈判成功应制定哪些目标？ 谈判中信息为什么如此重要？ 谈判组应包括哪些成员？ 谈判地点的选择对谈判结果有什么影响？ | 教 学 方 法 | Case study, Lecture, Class discussion, Audio visual aids |
参 考 文 献
| Required Textbook Roy J. Lewicki, International Business Negotiation,McGraw-Hill Education, Inc., Sixth Edition, 2010 Recommended Textbooks Rudd, J.E.,Lawson, D.R.,Communicating in Global Business Negotiations, Sage Publications, Inc., 2007. Stuart Diamond, Getting More, Portfolio, 2011. | 课 外 作 业 及 要 求 | Case study: 案例分析 Cases Showing Importance of Pre-negotiation Preparation: learn lessons from not prepare well from the cases, learning seeing is not believing, where to get reliable information 两个案例研究都强调了做好谈判准备工作的重要性。加蓬的建筑案例说明第一，不了解当地的法律法规必然导致损失，法律就是法律；第二，永远不要将自己习惯和熟知的行为作为四海通用的行为准则。 Simulation: Silk Sales: after negotiation, compare results of all groups and tell why the gap with the real result of 5.36 pounds per yard 按照要求组织模拟谈判。这是一场情节较为简单的模拟谈判，用10分钟准备，25分钟完成谈判。各小组结束谈判后报出谈判结果，主要是达成的价格协议。教师引导分析为什么绝大多数的小组谈成的价格都低于中方卖方的报价。除了分析对案例所提供信息的准确理解外（大多数情况下，学生们更多的关注了香港的市场价，而忽略了欧美的价格），中国人的文化习俗对结果的影响是什么（中国学生习惯性的认为任何报价都不是实价，都有砍价的空间）？ | 后
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内容 (标题) | Chapter 4 Win-Win Concept | 课时 | 2 | 教 学 目 的 及 要 求 | Students should understand change of concept happened in the field of negotiation. The driving force of the change is the world trend after the second world war from imperialist expansion to economic construction, so the traditional concept in negotiation undertook great changes. Students should understand this change and the significance. 学习谈判领域发生的革命性变革，变革的推动力量是自二战结束后世界发展的潮流，即从帝国主义的侵略扩张转向经济建设，这导致谈判领域观念的巨大变化。学生要了解这个变化及其重要性。 | 重 点 难 点 及 其 处 理 | Why is win-win concept a revolution in negotiation field? What are traditional negotiation procedure and its effect in negotiation? How can both sides achieve win-win result? 为什么双赢理念是谈判界的一场革命？ 传统谈判是怎样一个过程，它对谈判的影响如何？ 谈判双方怎样取得双赢的结果？ |
教 学 方 法
| Case study, Lecture, Class discussion, Audio visual aids |
参 考 文 献
| Required Textbook Roy J. Lewicki, International Business Negotiation,McGraw-Hill Education, Inc., Sixth Edition, 2010 Recommended Textbooks Rudd, J.E.,Lawson, D.R.,Communicating in Global Business Negotiations, Sage Publications, Inc., 2007. Stuart Diamond, Getting More, Portfolio, 2011. | 课 外 作 业 及 要 求 | Case study:案例研究 a. Who is the Biggest Winner: let students discuss by groups the disputes between developed and developing countries and tell which sides gain more from Uruguay round of negotiation. 要求学生分组讨论文章的观点，之后分成发达和发展中国家代表谈谈各自的见解。 b. North vs. South at the Earth Summit: environment protection disputes between developing and developed countries lasting for long time, through group discussion let students reach a conclusion by themselves, which is all countries have only one earth, so joint efforts should be made to achieve common goal. 学生分组讨论文中的观点，之后分为发达和发展中国家代表谈判在环境保护问题上的观点。 Simulation: Financial Leasing Negotiation 金融租赁模拟谈判 Do the simulation and understand how to apply win-win concept to the negotiation. Discuss result of simulation by comparing the prices reached by the groups and compare with the real result of the case, discuss the differences. 这个案例较为复杂，可以要求学生课下分组做出谈判方案，每个小组不超过4人，完成作业后上交文字版作为平时成绩。第二周安排做全班模拟谈判示范课，承租方与租赁方各推举4-5人作为代表，其他同学观摩。谈判结束后学生先点评，之后教师点评。这样做的好处是学生们都已经有了充分的准备，能够更好地理解谈判过程和结果。 提醒学生做方案时要考虑当期的银行利率水平、租赁行业的行规、承租方获得折旧好处等。 | 后
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内容 (标题) | Chapter 5 Collaborative Principled Negotiation | 课时 | 2 | 教 学 目 的 及 要 求 | Let students understand how CPN is developed and applied to negotiation. CPN consists of four components covering each crucial phase or part of negotiation. It stresses people, interests, mutual gain and objective rather than subjective criteria. Better understanding of CPN is beneficial to a double win results. 学习合作原则谈判法产生的背景和在谈判中的应用。该原则是在双赢理念的基础上发展起来的。学习它的四个组成部分：人、利益、双赢、客观标准，以及如何做到原则所强调的理念。强调四个部分各自独立又彼此相连，涉及谈判的各个环节。 | 重 点 难 点 及 其 处 理 | How many parts does Collaborative Principled Negotiation theory consist of? What concepts does Collaborative Principled Negotiation theory suggest? Why can we say that Collaborative Principled Negotiation theory provides a guiding line to successful negotiations? 合作原则谈判理论包括那几个部分？ 合作原则谈判法提倡的理念是什么？ 为什么说合作原则谈判理论为成功谈判提供了一个者到性原则？
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教 学 方 法
| Case study, Lecture, Class discussion, Audio visual aids |
参 考 文 献
| Required Textbook Roy J. Lewicki, International Business Negotiation,McGraw-Hill Education, Inc., Sixth Edition, 2010 Recommended Textbooks Rudd, J.E.,Lawson, D.R.,Communicating in Global Business Negotiations, Sage Publications, Inc., 2007. Stuart Diamond, Getting More, Portfolio, 2011. | 课 外 作 业 及 要 求 | Case Study公司政策 Company Policy: tell why Tom finally reaches his goal? Discuss how he applies CPN in his negotiation with the insurance adjuster. 案例研究是对上述合作原则谈判法的一个解读，案例所述情景是我们生活中十分常见的，非常具有代表性。 Simulation:模拟谈判 Hotel selling: by comparing the results reached by all group with the real result, which is $350,000 to understand how to achieve win-win result 旅店销售：模拟谈判结束后对比各个小组的谈判结果，让几位同学介绍他们的结果为什么如此。是否考虑这个谈判是一个互补性很强的谈判，另外卖方是否提出让买方考虑对以年轻人特别是学生为主要服务对象的卖方尽一定的社会义务？ | 后
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内容 (标题) | Chapter 6 Law of Interest Distribution | 课时 | 2 | 教 学 目 的 及 要 求 | Students will understand basic law of interest division pattern, understand dispute caused by different interests can also happen inside of one party or one side. The coordination of internal interest groups contribute to domestic and international negotiations. 前面几章在谈到利益时都是以谈判双方的利益为出发点，而本章的要点在于让学生认识到在谈判一方内部也存在利益的冲突，自己一方内部的利益协调直接影响着国内和国际谈判的结果。 | 重 点 难 点 及 其 处 理 | How many levels of interests are involved in domestic negotiations? How do different levels of interests affect the results of negotiations? What two levels of interests are referred to in the Two Level Game? What impact do the well coordinated domestic interests have on the result of an international negotiation? 国内谈判中所涉及的利益层次是那些？ 不同层次的利益是如何影响谈判结果的？ 双层游戏中的两层次利益指的是什么？ 国内利益的良好协调对于国际谈判的结果有什么影响？ |
教 学 方 法
| Case study, Lecture, Class discussion, Audio visual aids |
参 考 文 献
| Required Textbook Roy J. Lewicki, International Business Negotiation,McGraw-Hill Education, Inc., Sixth Edition, 2010 Recommended Textbooks Rudd, J.E.,Lawson, D.R.,Communicating in Global Business Negotiations, Sage Publications, Inc., 2007. Stuart Diamond, Getting More, Portfolio, 2011.
| 课 外 作 业 及 要 求 | Case study:案例研究 US-Japan Negotiation on Semiconductor: to understand and compare US and Japan’s win-sets, discuss why US has all its targets realized, and why Japan does not. 美日半导体谈判：这是一个较大案例，需要学生课下阅读，课上讨论。讨论点：美日双方主要的利益集团、比较美日的一揽子谈判方案，谁的方案更具体、目标更集中、实现目标的措施更有力？ 通过表6-1理解美国的谈判态度为什么强硬？按照美国的理解，市场份额变化背后的可能的原因是什么？ 通过这个案例以及与中国的知识产权谈判案例，总结一下美国人的谈判风格，中国、日本人的谈判风格。 Simulation: a dam on the river: Discuss the interests of three parties, and using brain storm first to find out solutions, second, discuss possibilities of each suggestion and fix a solution. 先讨论谈判三方各自的利益所在，找出谈判的主导一方是谁。通过头脑风暴尽可能的提出各种方案，最后选择一个可行的方案。让学生意识到这是一场市场化的谈判，与政府无关（中国学生的思维模式，有事就找政府解决）。 | 后
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内容 (标题) | Chapter 7 Negotiating Power and Related Factors | 课时 | 2 | 教 学 目 的 及 要 求 | Students will learn definition of power and negotiation power, and sources and factors influencing changes of the three factors so as to estimates one’s own and other’s negotiation power, which will help negotiator to determine their strategies to use in negotiations. 学习谈判力及其来源，影响谈判力变化的三个要素，目的是预测自己与对方的谈判力，制定策略与谈判方案。 一定要让学生意识到谈判的成功与否不在于所谓的技巧和计谋，而首先在于对彼此的谈判力的预测，即俗话所说你手中有几张牌，彼此相互依赖的程度，可选择的其他方案等基本要素。 | 重 点 难 点 及 其 处 理 | What is negotiating power? Where does power come from? What factors can bring changes to negotiator’s power? How can negotiators make use of the influencing factors to enhance their negotiating power? 什么是谈判力？ 谈判力来源于何处？ 影响谈判者谈判力变化的要素是什么？ 谈判者怎样利用有影响的因素来增加自己的谈判力？ |
教 学 方 法
| Case study, Lecture, Class discussion, Audio visual aids |
参 考 文 献
| Required Textbook Roy J. Lewicki, International Business Negotiation,McGraw-Hill Education, Inc., Sixth Edition, 2010 Recommended Textbooks Rudd, J.E.,Lawson, D.R.,Communicating in Global Business Negotiations, Sage Publications, Inc., 2007. Stuart Diamond, Getting More, Portfolio, 2011.
| 课 外 作 业 及 要 求 | Case Study one: Negotiation on Oil Purchase Contract 案例研究：石油合同谈判 分析中国一汽和德国大众的谈判力、谈判力来源、谈判结果、谈判结果中谁的获利更具有实质性意义。一汽放弃9%的股权比例意味着什么，签署25年期的合同是否对中方有利？那么一汽对大众的依赖主要在哪些方面，一一指出。一汽的谈判力是什么，引导学生作出分析。 Simulation: negotiation on oil contract By doing the simulation，to analyze why CO company is weak and has made all concessions. Discuss the negotiations power and stakes of the CO and J&R. 这是一个较为复杂的模拟谈判案例，需要学生认真阅读理解案例中所有的信息，可以布置学生课下分小组阅读，回答教材上的问题，分析谈判双方的谈判力和利益所在，并写出谈判方案，提交书面作业作为平时成绩。课上组织全班范围的模拟谈判示范课，各方组成5人小组，其他同学观摩。谈判结束后学生提问点评，之后教师提问点评。 | 后
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内容 (标题) | Chapter 8 Law of Trus | 课时 | 2 | 教 学 目 的 及 要 求 | In a negotiation, trust between group leader and group members as well as trust between two negotiating parties is a decisive element of shaping relationship of all sides. Low trust leads to poor relationship and thus low degree of cooperation, on the other hand high trust leads to good relationship and high degree of cooperation. When people trust one another relationship and cooperation are enhanced and when they mistrust each other, relationship and cooperation suffer. Ordinarily people avoid discussing mistrust; instead they act on it. Avoiding the issue does not diminish the effects of mistrust; rather it disguises them, makes them less controllable, and more difficult to trace. To enhance mutual trust and set up good relationship, negotiators should understand the meaning and pervasive effects of trust. 谈判中影响谈判双方关系一个关键因素是彼此是否相互信任。本章通过学习信任的定义、信任形成的原因和信任对谈判成员与对方的重要影响来提高信任水平，实现谈判的成功。 | 重 点 难 点 及 其 处 理 | What does trust consist of? What will determine that a person trusts or is trusted? What elements have decisive impacts on a person’s trust behavior? What influences that trust or mistrust brings about to the results of negotiations? 信任的涵义是什么？ 什么因素决定了一个人信任他人或被他人所信任？ 什么因素对人的信任行为具有决定性影响？ 信任或者不信任对于谈判的结果有什么影响？ |
教 学 方 法
| Case study, Lecture, Class discussion, Audio visual aids |
参 考 文 献
| Required Textbook Roy J. Lewicki, International Business Negotiation,McGraw-Hill Education, Inc., Sixth Edition, 2010 Recommended Textbooks Rudd, J.E.,Lawson, D.R.,Communicating in Global Business Negotiations, Sage Publications, Inc., 2007. Stuart Diamond, Getting More, Portfolio, 2011. | 课 外 作 业 及 要 求 | Case Study: Dilemma of the management管理层的两难处境 Contrasting the results of the low-trust groups and high-trust groups to see how different the two groups in solving the problem. 对比两个对照组的讨论结果。低信任组对问题的解决方案与高信任组对问题的解决方案，哪一方更具有可行性，解决矛盾使企业更好地发展。 Simulation: Negotiation on Terms of Payment 模拟谈判:支付方式谈判 卖方要求买方使用信用证支付的原因是什么？如果使用其他方式支付，需要满足的条件是什么？卖方提出的条件要更够让对方接受，同时保证收款安全。模拟谈判结束后，在全班讨论各组提出的方案。 | 后
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内容 (标题) | Chapter 9 Personal Styles VS Negotiation Mode | 课时 | 2 | 教 学 目 的 及 要 求 | In negotiation, another decisive factor crucial to outcomes of negotiations is negotiators’ personal styles. Negotiations are human activities; therefore, negotiator’s behavior during negotiation is the result of his psychological activity. A negotiator’s own personality, due to his cultural background, educational level, personal experiences, may bring about unexpected and sometimes even surprising result to negotiations. In this chapter, students will learn about their own personalities as well as the other parties, and see why and how personalities influences results of negotiations. 谈判是人与人之间的交流，因此谈判者的性格是决定谈判结果的一个重要因素。谈判者的性格根据他所处的文化背景、教育程度、个人经历等会给谈判带来意想不到的结果。本章主要讲授谈判者的性格类型及其与谈判相关的模式，让学生了解自己及他人的性格类型属性。 | 重 点 难 点 及 其 处 理 | What kinds of personal styles do negotiators have? How will the personal styles of negotiators influence negotiation activities? How does cultural environment play a role in shaping negotiators’ personalities? 谈判者的性格包括哪几种类型？ 判者的性格对谈判活动有怎样的影响？ 文化环境对塑造谈判者的性格起着什么样的作用？ |
教 学 方 法
| Case study, Lecture, Class discussion, Audio visual aids |
参 考 文 献
| Required Textbook Roy J. Lewicki, International Business Negotiation,McGraw-Hill Education, Inc., Sixth Edition, 2010 Recommended Textbooks Rudd, J.E.,Lawson, D.R.,Communicating in Global Business Negotiations, Sage Publications, Inc., 2007. Stuart Diamond, Getting More, Portfolio, 2011. | 课 外 作 业 及 要 求 | Case Study : Shopping in Manhattan: after reading deciding the student’s personality, which is avoiding. 学生阅读课后案例，判断这位中国女留学生的性格类型，用她的行为表现支持你的观点。这位中国留学生的性格类型是典型的回避型。 Simulation: global corporation vs Hi-tech corporation全球公司与高科技公司 Do the simulation and role play, to learn how American and Japanese negotiators behave differently due to cultural differences. 这是一个较为复杂的案例，可以布置学生作为课后作业，分小组写出谈判方案，但是作为模拟谈判，这个案例希望学生分别模拟美国谈判代表和日本谈判代表的典型行为。可在全班做示范性模拟谈判，结束后有其他学生评议，之后教师评议。 | 后
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内容 (标题) | Chapter 10 Game Theory and Negotiation Application | 课时 | 2 | 教 学 目 的 及 要 求 | Game theory studies how rational actors ought to behave when their separate choices interact to produce payoffs to each player. By learning game theory, students can draw out general principles that will guide them in more realistic situations—in negotiations, in competitive marketing, in strategic industrial competition, and in competitive pricing. In this chapter, students will learn basic knowledge about game theory and how it is applied to negotiations. 本章学习的主要目的是使学生通过学习博弈论的基本理论后理解，只有合作才能得到最高收益。这个结论对于谈判十分重要，但是在双方都是理性的行为人时如何获得对方的合作是本章学习的内容。 | 重 点 难 点 及 其 处 理 | What are game theory and its basic assumptions? How are the games played? What does “prisoner’s dilemma” tell us? How is Game Theory applied in negotiation? 什么是博弈论和它的基本假设？ 博弈论是如何研究博弈行为的？ 囚徒困境告诉我们什么？ 博弈论是怎样应用于谈判中的？ |
教 学 方 法
| Case study, Lecture, Class discussion, Audio visual aids |
参 考 文 献
| Required Textbook Roy J. Lewicki, International Business Negotiation,McGraw-Hill Education, Inc., Sixth Edition, 2010 Recommended Textbooks Rudd, J.E.,Lawson, D.R.,Communicating in Global Business Negotiations, Sage Publications, Inc., 2007. Stuart Diamond, Getting More, Portfolio, 2011. | 课 外 作 业 及 要 求 | Case Study : Making a Decision under Uncertainty 不确定条件下的决策 通过做这个案例，看看学生的选择 Simulation: China and Japan in iron ore negotiation 可以让学生先做分析，回答案例要求中提出的问题，决定在谈判中的策略。 | 后
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内容 (标题) | Chapter 11 Distributive and Price Negotiation | 课时 | 2 | 教 学 目 的 及 要 求 | Negotiations, according to issues discussed and parties anticipated, may fall into two categories: distributive negotiations characterized by single issue and only two parties, and complex negotiations involving more than two issues and multi-parties. In the first section of the chapter, distributive negotiations and their major properties are discussed and in the second section, price negotiation, a typical example of distributive category is dealt with in greater detail. Students will learn what is distributive negotiations and their major features, then price negotiation, its major properties. Price negotiations are an important part of negotiations, some times is the core activities of negotiations. 两分法谈判即零和游戏，非输即赢。虽然谈判应当争取双赢，但有些场合非输即赢是不可避免的，例如两分法谈判中。通过本章学习，了解两分法谈判发生的场合，主要特点，谈判策略等；价格谈判作为两分法谈判的典型例子具有的特征和规律。 | 重 点 难 点 及 其 处 理 | What is distributive negotiation? What are their major properties? Where do distributive negotiations happen most frequently? What is cost structure analysis made? How is it applied to negotiation? What is negotiation price zone? What is the zone of possible agreement? 什么是两分法谈判？它们的主要特点是什么？ 两分法谈判最经常发生在什么场景？ 怎样做成本结果分析？怎样将其应用到谈判中? 什么是价格谈判区间? 什么是可能达成协议的区间?
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教 学 方 法
| Case study, Lecture, Class discussion, Audio visual aids |
参 考 文 献
| Required Textbook Roy J. Lewicki, International Business Negotiation,McGraw-Hill Education, Inc., Sixth Edition, 2010 Recommended Textbooks Rudd, J.E.,Lawson, D.R.,Communicating in Global Business Negotiations, Sage Publications, Inc., 2007. Stuart Diamond, Getting More, Portfolio, 2011.
| 课 外 作 业 及 要 求 | Case Study 案例研究 An Example of the Use of Cost Analysis: learn how the buyer avoids big losses by using cost analysis, which is particularly important for buyers 本章的案例研究是一个很好的例子说明买方如何使用价格成本分析法为本公司避免了可能的损失。 Simulation: 模拟谈判 sales for a second hand car: understanding distributive and price negotiation, discuss who gives up easily because of different pressure. 该模拟谈判包含了本章所讲的两分法谈判的几乎所有要素。分小组做模拟谈判，提醒学生这是一个两分法谈判，双方只有一次博弈的机会。谈判可以当堂做，完成后比较各组的结果。 | 后
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内容 (标题) | Chapter 12 Complex Negotiation | 课时 | 2 | 教 学 目 的 及 要 求 | In most cases, parties involved in negotiations are only two; however, in some other cases there are three parties or more involved. A negotiation turns into a complex one when the negotiating parties want to bring in a third party or when other parties want to joint the on-going negotiations. This chapter focuses on main properties a complex negotiation has and description of the major categories of third parties. 一般的谈判仅涉及双方，但另有一些谈判涉及的谈判主体会增加到三方甚至更多。随着谈判主体的增加，涉及的利益与议题的增加，谈判变得复杂。本章介绍复杂谈判的主要特点以及参与谈判的第三方的类型，和多方参与的谈判组织。 | 重 点 难 点 及 其 处 理 | What are complex negotiations? What are their main properties? How are the third parties categorized? What are the functions of the third parties in negotiations? How is a coalition organized and managed? How well does a coalition work in a negotiation? 什么是复杂谈判？它们的主要特点是什么？ 第三方有什么类型？ 第三方在谈判中的作用是什么？ 谈判联合体是怎样组织和管理的？ 联合体在谈判中的作用如何？
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教 学 方 法
| Case study, Lecture, Class discussion, Audio visual aids |
参 考 文 献
| Required Textbook Roy J. Lewicki, International Business Negotiation,McGraw-Hill Education, Inc., Sixth Edition, 2010 Recommended Textbooks Rudd, J.E.,Lawson, D.R.,Communicating in Global Business Negotiations, Sage Publications, Inc., 2007. Stuart Diamond, Getting More, Portfolio, 2011.
| 课 外 作 业 及 要 求 |  Case Study:案例研究
Iacocca Rescuing Chrysler: reading the case and understand why Iacocca can rescue Chrysler and how he organizes a coalition. 学习案例研究，讨论相关的思考题。 Simulation: Green bank模拟谈判：格林银行 Bu doing the simulation, students will do the role play and learn how to be a facilitator. 通过这个模拟谈判，一是学习掌握作为一个助谈人应当如何表现；二是在助谈人的协助下双方取得可行的解决方案。该模拟谈判一般需要20分钟即可完成。 | 后
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内容 (标题) | Chapter 13 Culture Pattern vs. Negotiation Patterns | 课时 | 2 | 教 学 目 的 及 要 求 | In today’s world, there are hundreds of nationalities and ethnic groups who have developed along with progress of human history their distinctive cultures and customs, which show great varieties in every aspects. Those activities occur across cultures, but they may be uniquely manifested in negotiations, so as an activity among people from different cultural background, understanding cultural differences and people from different background is a must for a qualified negotiator. This chapter will study these cultural differences, which includes an insight into their own cultural values and the extent to which these deviate from those of the other side(s). Such insight will allow them to interpret more accurately the meaning of the behavior of the other side(s). Then how cultural differences will influence negotiators’ behavior in negotiation be discussed and learnt. 通过本章学习首先了解文化的含义与传承、确定与谈判相关的文化要素。通过对比东、西方文化的不同行为，了解不同文化背景下谈判者的典型表现。对于从事国际商务谈判的人来说学习掌握这些知识具有重要意义。 | 重 点 难 点 及 其 处 理 | What is culture? What cultural factors are generally related with negotiation patterns? What are the characteristics of people in major parts of the world? 什么是文化？ 文化中的哪些要素与谈判模式相关联？ 世界主要地区居民与谈判相关联的主要文化特征有哪些？
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教 学 方 法
| Case study, Lecture, Class discussion, Audio visual aids |
参 考 文 献
| Required Textbook Roy J. Lewicki, International Business Negotiation,McGraw-Hill Education, Inc., Sixth Edition, 2010 Recommended Textbooks Rudd, J.E.,Lawson, D.R.,Communicating in Global Business Negotiations, Sage Publications, Inc., 2007. Stuart Diamond, Getting More, Portfolio, 2011.
| 课 外 作 业 及 要 求 | Case Study I: Southern Candle’s Tour to France案例研究I By studying the case, to find out how cultural differences affect negotiators and why even the negotiator is from the same school of culture. 注意这个案例中的文化差异在细节上的体现。法国公司没有接受美国公司的产品显然是由于美国生产商的文化品味没有达到法国上层社会的文化要求。 Case Study II：How giving face can brew success 案例研究II：“给面子”如何酝酿谈判的成功 这个案例是通过外国人与中国人的谈判，看中国的商业文化。中国学生往往并不了解中国的文化，通过这个案例的学习，让学生了解在外国人眼中中国文化在商务谈判中的体现。 Simulation: Cultural conflict in the negotiation of the World Bank water supply project模拟谈判：世界银行供水谈判 By doing the simulation, students should understand Chinese negotiators different way of thinking as compared with World Bank representatives from other cultures. 通过模拟谈判使学生了解中外文化在商务谈判中的不同表现。 | 后
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