Introduction_to_International_Business_Negotiation3-4

商务英语谈判第二次课课件

Introduction to International Business Negotiation

商务英语谈判第二次课课件

3. The Stages of International Business Negotiation1. The Pre-negotiation Stage 2. The negotiation Stage 3. The Post-negotiation Stage

Chapter One

商务英语谈判第二次课课件

New words1.Pertain to sb./sth.: to be connected with sb./sth. 与…相关； 关于 2.Proceed:continue doing sth. That has already been started. e.g. We’re not sure whether we still want to proceed with the sale.我们不 确定是否还要继续减价促销。 3.abandon:①to leave a thing or place, especially because it’s impossible or dangerous to stay不得已而放弃，舍弃②stop 4. point: the purpose or aim of sth.意图，目的，理由 e.g. There is no point in getting angry.发火是没有用的。 I don’t see the point of doing it all again.我就不明白再做一次有何意义。 5. tentative: not difinite or certain because you may want to change it later不确定的，暂定的 6. dynamism: energy and enthusiasm to make new things happen or to make things succeed精力，活力，劲头

Chapter One

商务英语谈判第二次课课件

New Words7.infrastructure: the basic systems and services that are necessary for a country or an organization, e.g. buildings, transport, water and power supplies and administrative systems(国家或机构的)基础设施，基础建设 8. alter: to become different, to make sb/sth different改变，更 改，改动 e.g. : Property prices did not significantly alter during these two years.房地产价格这两年间没有大的变化。 9. excessive: extreme; greater than what seems reasonable or appropriate过分的，过度的 e.g. They complained about the excessive noise coming from the upstairs flat.他们抱怨楼上发出的噪音过大。 10. realistic: possible to achieve 能够实现的 We must set realistic goals我们必须制定可实现的目标。Chapter One

商务英语谈判第二次课课件

New Words 11. priority: ①the most important place among various things that have to be done or among a group of people优 先，优先权，重点 ②sth. That you think is more important than other things and should be dealt with first优先事项 e.g. Our first priority is to improve standards 我们的头等大 事是提高水平。 Club members will be given priority俱乐部成员享有优先权 12. formulate: to create or prepare sth. Carefully; giving particular attention to the details制订、规划、准备 E.g. formulate a policy/ plan/theory制订政策，构想计划， 创立理论Chapter One

商务英语谈判第二次课课件

New Words 13. arguments for and against alternatives: 赞成或反对这些 选项的理由 14. precaution: sth. That is done in advance in order to prevent problems or to avoid danger预防措施 Safety precautions安全防范措施 Precautions against fire防火措施 15. remittance of funds资金汇付 16. taxes and import duties and work permits:税金、进口关 税及工作许可证 17. the rules and regulations of the particular country that must be researched at this stage 此阶段

应该研究的特定国 的规章制度Chapter One

商务英语谈判第二次课课件

Difficulties 18. compatible with sth.: able to exist or be used together without causing problems可共存的， 兼容的，可共用的 Here means consistent with E.g. Are measures to protect the environment compatible with economic growth?保护环境的措施与经济的增长协调吗？ 19. The best way is to determine the criteria for judging the alternatives and then rank order for each alternative, one’s own as well as those presented by the other party, against these criteria.最好的方法是先决定 判断这些备选方案的标准，然后针对此标准对每一个方案(己方的及另 一方提出的)进行排序。 19. on the defensive: act in a way that you expect to be attacked or criticized处于防御状态 E.g. Their questions about the money put her on the defensive.他们问到 钱的问题时，她就警觉起来。

Chapter One

商务英语谈判第二次课课件

Difficulties 20. counter-arguments驳论 21. broad principles宽泛的原则 22.overlap: a shared area of interest ,knowledge, responsibility, etc.共通之处 23.prevail: to exist or be very common 盛行 E.g. Those beliefs still prevail among certain social groups. 这些信念在某些社会 群体中仍很盛行。 24. inherently: that is a basic or permannent part of sb/sth. And that can’t be removed 固有的，内在的 课文中意思为inevitably, unavoidably难免的 E.g. Violence is inherent in our society.在我们的社会中暴力是难免的 25. specification: a detailed description of sth. Is, or should be designed or made规格，明细单，说明书 E.g. the technical specifications of the new model新型号的技术规格 The house has been built exactly to our specifications这房子完全是按照我们的 工程设计书建造的 The office was furnished to a high specification.办公室是按高规格装潢的。

Chapter One

商务英语谈判第二次课课件

Difficulties: 26.emerging: to start to exist, to appear or become known Emerging markets:新兴市场 27. offend: to make sb. feet upset because of sth. you say or do is rude or embarrassing得罪 28. follow suit: to act or behave in the way that sb. else has just done跟牌， 照着做，跟着做 29. the party perceiving greater relative power makes fewer concessions 感 知更大相对实力的一方做出的让步少一些 30. trade off:the act of balancing two things, that you need or want but which are opposed to each other(在需要而又互相对立的两者之间的)权衡 ，协调 E.g. There is a trade-off between the benefits of the drug and the risk of side effects。在这种药的疗效和副作用之间有个权衡利弊的问题。

Chapter One

商务英语谈判第二次课课件

Homework 1.预习Chapter Two : 找出生词，对生词作出中英双解注释。并各 造一例句 2. 做课后练习：Task 3, Task4 (Page 11)

Chapter One