国际商务谈判InternationalNegotiation

《International Negotiation》实验目的及任务一、实验目的通过国际商务谈判场景设计与演练，掌握国际商务谈判的基本流程及相关专业知识，能够熟练运用各种洽谈技巧，有策略地完成国际商务谈判的开局、中期洽谈、僵局处理、及成功结束会谈，成为具备国际商务谈判专业素质及专业技巧的合格商务人才。

二、实验任务1.国际商务谈判的基本流程2.掌握国际商务谈判的基本礼仪、程序、及相关专业知识3.熟练运用各种国际商务谈判策略与技巧4.训练并提升国际商务谈判中的个人专业素质与专业技巧国际商务谈判的程序与策略谈判项目：为卖家购买手机。

II。

谈判团队：三组。

三、双方核心利益、优势与劣势分析。

关于一个公司：一个公司拥有第一个手机品牌，但其价格高于其他手机公司。

关于B公司：B公司有其他供货，但公司需要分批购买。

四、谈判目标：愉快合作，实现双赢。

五、谈判程序和策略1。

准备：对其他公司有很好的了解。

2。

发展战略：一个接一个地前进。

三.开场阶段：直奔要点。

4。

建筑理解：相互理解。

5。

讨价还价过程：双方退一步。

6。

收尾阶段：签订合同。

Procedure and Strategies of International Business NegotiationI. Negotiation Item：Buying mobile phones for sellers.II. Negotiation Team：The three group.III、 Analysis of core interests, strengths and weaknesses for both parties.About A company: A company has the first mobile phone brand, but its price is higher than other phone companies.About B company: B company has other Supply of goods, but A company needs to buy in batches.IV. Negotiation Objectives：To make a good cooperation happily and achieve the win - win.V. Negotiation Procedures and Strategies1. Preparation: Having a good understanding on the other company.2. Developing strategies: Go forward one by one.3. Opening stage: Come straight to the point.4. Building understanding: Mutual understanding.5. Bargaining process: Both sides take a step back.6. Closing stage: Sign a contract.谈判议题:买方向卖方求购手机甲:卖方代表A公司乙:买方代表B公司角色介绍甲方:甲首(甲方首席代表)、甲副首(甲方副首席代表)、甲项(甲方项目经理)、甲财(甲方财务总监)、甲法(甲方法律顾问)乙方:乙首(乙方首席代表)、乙副首(乙方副首席代表)、乙项(乙方项目经理)、乙财(乙方财务总监)、乙法(乙方法律顾问)经过人员介绍谈判开始甲首: Good morning , Mr. Wang, glad to meet you!乙首: Good morning , Mr. Sun, we hope we can cooperate happy.甲首: Today we can gather here , which shows that we are eager to cooperate with each other , so I hope we can make a good cooperation happily and can achieve the win - win . We believe that your company has fully understood our company - - - - - - - a group is the first mobile phone brand.甲副首: Since 2002, the company has been the top of China ' s most valuable brands for eight years . We believe that you can see the achievements, otherwise will not select us as your supplier.乙首:Yes , we also we are very sincere to seek cooperation as a result of the achievements of your company . Meanwhile, wealso believe that your company knows about our company’s sales so I hope we can achieve long - term cooperation.甲法: Since we both have a same goal , now let ' s have a full discussion about the price of a , one of our cooperation projects . Let our project manager introduce the detailed information甲项: Hello , now let me introduce our cooperation projects , a phone sales . Here are the details : you are required to stock goods every season However , the numbers of the goods are different as the season changes The number of the goods sold in summer is the largest in all , so we made such A project cooperation plan according to your sales .乙项：We also see your company ' s delivery conditions from which we know that your company try to reduce inventory . We are grateful for the considerable discount that you have made. But, will you supply10 percent more?甲财: We are glad to hear you want to have more do you have any more requirement in other aspect ?乙项: We just want to get a discount in the packaging甲财: No problem , this is what we should do .乙法:(接过责任书,相互传阅) According to the law , it can be implemented甲副首: I ' m glad you accept our proposal , then we will talk about the purchase price , we also saw your list of purchases , 5 , 0 0 0 units are wanted We will also offer a reasonable price according to the list . This is our quotation.乙首: After seen your quotation , I think this one will still have considerable space . Can you give us more discounts on the price, especially on the price of the mobile phones? This is our largest purchase quantity; how about giving us more reasonable prices on these two?甲副首: Firstly , thank you for give our company such a big quantity , but you can see our sincerity , it ' s hard to make greater concessions on this aspect乙副首: You also know that we the suppliers we will negotiate with are not only you . We find that your price is higher than other suppliers which we cannot accept. And if we succeeded in negotiations, we will become our long - term partners. 甲副首: You know , in recent years , as the production costs are rising , our prices is almost unchanged . Frankly speaking, our products are designed and packaged according to export standard, so our price is really low.乙财: I' m afraid I can ' t agree with you on this aspect of quotation , I want to say is that you offer than othersuppliers.甲首: So shall we have a discuss before replying ?(讨论几分钟)甲项: Just now we have discussed with the financial , we are willing to make a concession on mobile phones . How about 1899 each? Do you believe our sincerity so we also hope you can show us your sincerity?乙项: Really glad you can give us this price , we are willing to accept this price . In order to show our sincerity, we are willing to accept your suggestion, and believe that you can see our sincerity甲法: I am really glad that we can have a so good atmosphere of negotiations , but I don’t know when your payments will come to us ?乙法:I ' m afraid we cannot pay all , because all that makes a great number . Let our financial introduce the financial condition乙财: I carefully economical just now , as we purchase quantity and your company provides preferential . This bill will added up to millions of money. Such a big amount, we cannot pay you at once. So we suggest how about pay on the installment plan? 甲财: We also have economical , this is indeed a numerousamount . But don’t know how you will pay on the installment plan.乙财: We put forward the installment in your company is the first one week after the arrival of the goods , after our inspection s we will make pay me in these days , as for the rest of the tail section at the end of the year we will pay you at the end of the year , what is your opinion ?甲首: Good for our further cooperation , we are willing to accept your suggestion . Next let us secretary to draft the relevant contract, and I really hope that our cooperation to be happy, next time we meet will be the time when sign the contract. Thank you for your coming乙首:I am pleased that our cooperation could be so happy . Thank you for our hospitality(The negotiations are over)。

Negotiation国际商务谈判《国际商务谈判》课程报告Negotiation is a process in which two or more parties resolve a dispute or come to a mutual agreement. It is aimed to resolve points of difference, to gain advantage for an individual or collective, or to craft outcomes to satisfy various interests. It is often conducted by putting forward a position and making concessions to achieve an agreement. The degree to which the negotiating parties trust each other to implement the negotiated solution is a major factor in determining whether negotiations are successful. Negotiation occurs in organizations, including businesses, non-profits, and within and between governments as well as in sales and legal proceedings, and in personal situations such as marriage, divorce, parenting, etc.Negotiation in business require a good legal education and a good financial education so that the parties can understand each other, make sound decisions, and understand the potential consequences of those decisions.The art of negotiating illustrates the important points of negotiating. At peroration stage, it’s important to know the party and familiar with the product or service that you’re negotiating with so that to establish a negotiation goal. As for the strategy of negotiating, the first offer needs to be aggressive and be presented by writing. You need to know the negotiation position that in great demand and low supply or much supply and lowerdemand and do not disclose the budget or other limitations in the negotiation position in order to establish a solidfoundation early by demonstrating your knowledge and expertise on the topic in the negotiation process. However, understanding the other side's priorities is just as important as understanding your own and be prepared to give up the little things in exchange for the big things you don't want to concede. That’s to say, some point collaboration and compromise are needed to reach a win-win solution.In my opinion, there are 5 tactics for successful business negotiations.1.Listen and understand the other party’s issues and point ofview. Basically, in any conversation or discussion or negotiation, listening is just as important, or even more important, than talking. You should listen to understand instead of listening to respond. The key to gathering information effectively is the process of active listening. Try to understand what the important points of the other side, identify where they may be flexible, and what limitations they may have. You've got to take all of your assumptions and test them.2.Be prepared. The preparation of negotiating require thefollowing points:1)Check whether you're in a negotiating situation.(Advantages and disadvantages.)2)Clarify your aims. (Achieve the objectives you and yourconstituents have set, getting a good deal and improving your relationship with the other side etc.)3)Gather information. (Gather information about the otherparty, the company, the person you are negotiating with and the similar deals have been completed etc.)4)Prepare the setting. [Who? who is to take part and dowhat?; Where? (i.e. our place or theirs?); When? (i.e. what is the time scale?); Why? (i.e. what are we negotiating about?); and How? (i.e. how are we to present our case?).]5)Prepare Yourself Mentally. (Don't put yourself above orbelow them; stay relaxed and unhurried; don't reveal your feelings at any point etc.)3.Understand the deal dynamics. Less negotiation can be dealtat once, thus, there may be some changes during several negotiations. It is essential to understand the deal dynamics , for example, who wants the deal more, who has the leverage in the negotiation, what alternatives does the other side have and so on.4.Avoid the bad strategy of “negotiating by continuallyconceding.” Imagine that you have a potential client who will greatly benefit from your business. This client has unreasonable demands that will create more losses than wins for you, however you accept these demands in hopes of getting close to a beneficial deal. If you continue to give in, the client will learn that they can continue with unreasonable demands, and that you will always accept. Instead of giving in to these requests, make sure that the situation will lead to future benefits for you.5.Never accept the first offer. Most buyers will leave room intheir first offer to go up by at least 5%-15% in price, depending on the situation. One of the most common negotiation techniques: Don’t ever accept the first offer, or risk “showing your cards” and perhaps unknowingly giving away some of the bargaining zone. Some experts provided experimental and real-world examples of negotiation evidence that the people who made first offers did better in economicterms than those who did not. Therefore, there isflexibility and possible to bargain after rejecting the first offer.Negotiation is a fundamental element in the social life of organizations and negotiation skills can be of great benefit in resolving any differences that arise between you and others. Take accepting a new job as an example, the employer's first compensation offer is often not a company's best offer, and the employee can negotiate different terms such as higher pay, more vacation time, better retirement benefits, and so on. In the deal-based economy of today’s world, there is a growing need for companies to collaborate with each other. As a consequence of the varying needs, wants, aims, opinions, and beliefs of the parties brought together, conflicts and disagreements are inevitable. Thus, negotiation plays an important role in business world. The benefits of negotiation can be showed that help build relationships because the aim is to foster goodwill despite difference in interests, help in avoiding future conflicts and problem by leaving both parties equally satisfied with no barriers to communication for the future etc.。

国际商务谈判International Business NegotiationA negotiation is a meeting or a series of meetings in which the parties need each other ' s agreement to reach a specific objective.The fundamental principles of negotiation1. Negotiation is an element of human behavior.2. Negotiation takes place only over issues that are negotiable.3. Negotiation takes place only between people who have the same interest.4. Negotiation takes place only when negotiators are interested not only in taking but also in giving.5. Negotiation takes place only when negotiating parties trust each other to some extent.Chapter 1 Negotiation motives and key terminology 谈判动机与关键词语Negotiation 谈判Conflicts 冲突Stakes利益Case study: Matsushita Electric Corporation 松下电器公司NEGOTIATION 谈判A successful negotiation must satisfy at least the following conditions:1. The outcome of negotiation is a result of mutual giving and taking. One sided concession or compromise can not be called a successful negotiation.2. Negotiations happen due to the existence of conflicts, however, no negotiations can proceed smoothly and come to a satisfactory solution without collaboration between the participants.3. Negotiation is a behavioral process, not a game; in a good negotiation, everybody winssomething. Success isn ' t winning everything; it ' s winning enough.CONFLICTS 冲突The definition of conflicts states three points:1. Parties in conflicts are interdependent, which means there remains a kind of relationship developed by interrelated interests and concerns. There would be no conflict if two parties were not interrelated and had nothing to do with each other.2. Con tradictio ns and in terests coexist. If there are on ly con tradictio ns and no shari ngof com mon in terests, n egotiati ons become groun dless and unn ecessary.3. Two parties in a conflict will naturally fight for each other ' s own interests and nevery effort to gain more from the other side, as a result it will reduce gain of interestsexpected in itially.STAKES利益Stakes are the value of ben efits that may be gained or lost, and costs that may bein curred or avoided. Four points n eed to be clarified:1. Negotiation parties will either gain the interests they expect to win from then egotiati on or lose what they hope to attai n, which in dicates that the talks are pert inent to releva nt parties ' own affairs and in terests. Only whe n a party has stakes conn ected with the issues to be talked, can it become actively engaged in the negotiation.2. Free lunch is not provided at the n egotiati on table, in ano ther word, to get what is desired, both parties have to pay for the gaining at either high cost or low cost depe nding on how well n egotiators man age the situati on.3. The n egotiators will have to decide how much of stakes can be gained and whether a particular gain is the one that a party desires for. They will also have to decide how much they may gain if they choose opti on A in stead of opti on B.4. Negotiators will have to compare and bala nee the relati on betwee n the curre nt in terests and long term in terests or un derly ing desires in order to make decisi on on satisfy ing long term interests at the cost of current interests.Effective negotiati ng (VCD)成功谈判Who s who in Effective NegotiationThe compa niesLevien SA , based in Brussels, Belgium.It is an intern ati onal compa ny which manu factures specialist paints and dyes.In its head office it has a small IT function which the company has decided to outsource.Okus IT, based in Swindon, in the South of En gla nd.They specialize in managing IT projects and taking over the IT departments of theirclie nt compa ni es.The n egotiati onOkus have sent a detailed writte n proposal to Levie n.The meet ing has bee n arran ged to n egotiate the terms of any agreeme nt.In particular the following two issues are likely to be sticking points:1. StaffingLevien would like to protect the jobs of their current IT team.They want Okus to employ the four members of the team, and are under pressure from the unions to make sure outsourcing contracts like this do not lead to redundancies.Okus, on the other hand, will not want totake on Levien ' s whole team.They already have project engineers based in Swindon.2. PricingOkus have proposed two levels of IT support: Level AA fixed monthly price which will cover all support work (daily maintenance and customer support) and specified project work (hardware and software upgrades, training. Etc.) Level BA lower monthly invoice based on just support work. Any additional project work will be logged and then added to the invoice the following month.1. Preparing the groundThe peopleAndrew Carter is Export Sales Manager for Okus IT. He has made the initial contact with Levien. He has met one of the Levien team, Sean, before.Karen Black is a Project Manager at Okus IT. She has prepared the specifications for this contract. This is the first time she has been involved in negotiating an overseas outsourcing contract. She is anxious about the meeting.Francoise Quantin is the current IT Manger at Levien. She is about to be promoted to Head of Logistics. She is keen that her IT team are protected.Sean Morrissey is from Levien ' s main subsidiary in Chicago. He has been sent to the Brussels Office to develop Levien ' s procurement policy.The negotiationAs the VCD begins, Andrew and Karen have arrived at Levien 'osffices and are waiting to meet Francoise and Sean.Script 1Karen Black and Andre Carter fail to communicate before they meet the Levin team.A =Andrew K =Karen F =Fran?oise S =SeanA: You sure you don ' t want one, Karen?K: Not for me.A: Of course, I don ' t know Francoise at all, but you ___ 'wviethgSoetyou about negotiating with him in Dallas two years ago, didn ' t I?K: I ' m sure you did, An drew. Can we just focus on the final package? We mustn . ' t They' re going to __ , but we ___ .A: That' s right. Sean was Head of Procurement at TEC in Atlanta.K: What we must keep in mind is _____ if they push us on staff cuts.A: Oh, we don ' t need to worry about that, Karen. We ________ . Se^hjjulsow are you?S: Good to see you aga in, An drew. Atla nta, was n ' t it?A: Dallas, actually.S: Right, three years ago.A: Two.S: Yeah, sure. You two know each other, right?F: You must be Karen Black. I ' m Francoise Quantin. Welcome to Lebvien.K: we ve spoken on the phone, haven ' t we? This is Andrew Carter, ourA: Sorry, I thought you two already knew each other.S: Well, ____ . Can we …?F: Before we start, would you like a coffee?K: That would be ni ce.F: Milk?K: Yes, please.Script 2Kare n Black and Andre Carter are better prepared for their meeti ng with the Lev in team.A: There you go.K: tha nks.A: So, we ' ll wait fdJielm to respond to our proposal.K: Yes, we know that the staff cuts and the price are __ ut we ' d better .A: And you ' d still like me to do the presentation?K: That ' s what hesad-h un ted you for, An drew.A: And you ' ll watch for their react ions and …K: And deal with any questio ns. Yes.A: Be careful with Sea n, Karen. He drives a hard barga in.K: I ' m sure I can handle him. Wen for a long day, aren ' t we?A: Well, you did pack a toothbrush, didn ' t you?F: Sorry to have kept you waiting. You must be Karen Black. I ' m Francoise Quantin and this is Sea n Morrissey.S: Good to meet you, Karen. Fran coise, this is my old sparri ng part ner, An drew Carter.F: Nice to meet you, An drew. How was your flight?K: Excelle nt. Less tha n an hour.A: Hardly time for the breakfast ___ .F: What about a coffee the n, before we start?S: Yeah, you can ___ .F: There ' s no need to hurry. Karen.S: An drew, you ' ll have ano ther one?A: Please. Milk, three sugars.F: Sit down, please.A: Are you ___ , Sean?S: Yeah, I ' m misshiengkitds and my wife. Andre and I _ in Dallas two years ago.A: Yes, __ ---thirty-six hours, wasn ' t it?S: Andrew, if a job ' s worth_d_o_i_n_g.,F: Perhaps we had better start now.。

国际商务谈判 International Negotiation1. 谈判是人们为了协调彼此之间的关系，满足各自的需要，通过协商而争取到意见一致的行为和过程。

2. 参与谈判的各方都是有所求的，但同时也不能无视他方的需要( win-winconcep)3. 谈判是一门科学也是一门艺术。

Negotiation is science and art4. 商务谈判的基本原则Prin ciples:1) Si ncere, true, hon est 真诚2) Equality and mutual benefit 平等互利3) Seek com mon ground while leav ing differe nces 求同存异4) Fair ness 公平5. 用图表表示谈判的良性循环6. 用图表解释解决谈判中矛盾的方法(psychology adjustme nt) (Intern ati on al law)Successful Model of Negotiati onBargain 厂solved problemcon flictN=C=N Negotiati on7 •美国商人谈判风格1) History《The Declaration of Independence 独立宣言Immigra nt from Europe to America Open up AmericaThe spirit of develop ing AmericaCreati on2) America ns attach importa nee on Practice 实际Keep on e'promise and respect con tractsLawyers play a very important role in the negotiation. Not until they confirmeverythi ng in the con tract will they sig n it. After the agreeme nt, Americans keep it seriously.Take efficie ncy 讲求效率Before a n egotiati on, America ns will map out a pla n first, and the n carryit out step by step.与美国人谈判要尽量简明扼要，直接进入实质阶段，那些繁文缛节往往会使他们产生反感Pursue pragmatic achieveme nt and fond of ven tureThey press their goals, value efficiency and prefer to include all necessaryparts in the negotiation embracing designing, development, production,engineering, sale and price and reach a package deal3) Pers onal characteristicsSelf-c on fide ntAmerican s high individualism is manifested through their decision makingprocess -- in dividual has the right to make the decisi on. Pers onal resp onsibilityis stressed美国人个人表现欲很强，乐意扮演“硬汉”“英雄”的形象。

第一章国际商务谈判概述第一章国际商务谈判概述学习目标（一）知识目标1．了解国际商务谈判的基本概念；2．理解国际商务谈判的内涵及特征；3．了解国际商务谈判的相关理论。

（二）技能目标1．熟知国际商务谈判的原则并能在谈判中灵活运用；2．在理解的基础上，把PRAM模式贯彻到国际商务谈判中去；3．在谈判中能够根据谈判的性质灵活选择谈判方式。

导入案例WTO多哈回合谈判多哈回合谈判是到目前为止目标最为宏伟、参与方最多的一轮多边贸易谈判。

它事关55亿人口的切身利益和全球年贸易总额的97%，其意义可谓重大。

但自2001年11月启动以来，由于发达国家和发展中国家就削减农业补贴和农产品进口关税、工业品和服务业市场准入等问题分歧太大，参与谈判各方为了各自的利益各不相让，如同马拉松一般的多哈回合谈判进程可谓步履维艰。

为了推动多哈回合谈判取得突破，欧盟表示有意将农产品关税削减幅度由54%上调为60%，美国也宣称准备将农业补贴最高限额从每年480亿美元降至150亿美元。

作为交换条件，美欧要求印度和巴西等新兴经济体在工业品和服务业市场准入问题上做出让步。

但是印度、巴西等发展中国家认为这一削减幅度远远不够，而且这些国家担心本国产业因开放而受到巨大冲击，所以在谈判中立场强硬。

在谈判陷入僵局的情况下，世贸组织总干事拉米在2008年7月25日亲自推出了一套新的妥协方案。

按此方案，美国须将农业补贴限额进一步降到145亿美元；欧盟也须大幅降低农产品进口关税，但被允许指定4%的农产品为敏感产品，可以享受关税免减或少减待遇。

发展中国家工业品关税的上限可在20%到25%之间选择，上限越低则享受关税免减或少减的产品数量就越多。

此外，方案还允许发展中国家的某些农业和工业部门受到关税保护。

这套方案得到了各方的暂时认同，谈判似乎已经峰回路转。

如果相关各国能够切实履行承诺，使得关键的农产品贸易谈判取得突破，则发展中国家和发达国家都将受益但是，这一愿景的实现还取决于谈判各方能否拿出足够的勇气和智慧，抛却私心寻求共赢。

第1章国际商务谈判概述第一节国际商务谈判的概念及特点一、国际商务谈判的定义（一）谈判（negotiation）：所谓谈判是指参与各方基于某种需要，彼此进行信息交流，磋商协议，旨在协调其相互关系，赢得或维护各自利益的行为过程。

美国谈判协会会长、著名律师杰德勒•I•尼尔龙伯格在《谈判的艺术》一书中对谈判进行了明确的阐述。

（二）商务谈判（business negotiation）：商务谈判主要集中在经济领域，指参与各方为了协调、改善彼此的经济关系，满足贸易的需求，围绕标的物的交易条件，彼此通过信息交流、磋商协议达到交易目的的行为过程。

（三）国际商务谈判（international business negotiation）国际商务谈判是指在国际商务活动中，处于不同国家或不同地区的商务活动当事人为了达成某笔交易，彼此通过信息交流，就交易的各项要件进行协商的行为过程。

谈判过程充满了复杂的利害冲突和矛盾。

正是这种（冲突），才使谈判成为必要。

二、国际商务谈判的特点（一）国际商务谈判具有一般贸易谈判的共性1、以经济利益为谈判的目的；2、以经济利益作为谈判的主要评价指标；3、以价格作为谈判的核心；（二）国际商务谈判的特殊性1、国际商务谈判既是一笔交易的商洽，也是一项涉外活动，具有较强的政策性；2、应按国际惯例办事；3、国际商务谈判内容广泛；4、影响谈判的因素复杂多样；第二节国际商务谈判的种类一、按参加谈判的人数规模进行划分1、个体谈判：谈判双方各只有一人参加的一对一的谈判在人员的选择上，如果是一对一的（个体谈判），那么所选择的谈判人员必须是（全能型）的。

2、集体谈判：各方都有多人参加的谈判一般来说，关系重大而又比较复杂的的谈判大多是（集体谈判）二、按参加谈判的利益主体的数量进行划分1、双方谈判：有两个利益主体参加的谈判；2、多方谈判：有两个以上的利益主体参加的谈判；三、按谈判双方接触的方式进行划分1、口头谈判：是双方的谈判人员在一起，直接的进行口头交谈协商。

《国际商务谈判》课程教学大纲一、课程基本信息课程编码：0303044B中文名称：国际商务谈判英文名称：International Business Negotiation课程类别：专业方向课程（选修）总学时：32总学分：2适用专业：商务英语专业先修课程：外贸英文函电、国际贸易实务二、课程性质、目标与任务《国际商务谈判》是为商务英语专业三年级学生开设的一门职业教育选修课程，它所涉及谈判理论、实务、技巧是许多专业尤其是国际经济与贸易专业学生必须学习的。

商务谈判论述了商务谈判的基本原理、实务运作及商务谈判的艺术技巧。

通过商务谈判课程地学习，能掌握基本原理，实践操作与谈判艺术，在实际生活工作中灵活运用，游刃有余。

国际商务谈判是一门精深的综合性学科，融多学科、多方面的知识为一体，具有很强的实践性。

国际商务谈判作为一门科学，能产生极大的经济价值，并对国际商务的谈判活动具有重要的作用。

本课程的是使学生了解国际商务谈判的基本原则、具体类型；熟悉国际商务谈判过程的整个程序，国际商务合同鉴定的要点以及如何避免国际商务谈判所涉及的各种风险；使学生掌握国际商务谈判整个过程的程序，具备进行合同条款的谈判，对价格因素进行分析等能力。

三、课程教学基本要求《国际商务谈判》是在掌握相关商务英语专业课程的基础上开设的一门课程，本课程涉及商务谈判的基本理论知识，谈判策略的解读，掌握商务谈判的技巧，理解文化差异对商务谈判的影响，学会分析典型的商务谈判案例。

课程教学活动中使用多媒体教学，教学中要理论联系实际，采用多种教学方法，重视案例教学，提高学生解决综合问题的能力为了使学生直观的了解文化差异对学生的影响，通过影音资料，让学生直接看到国际商务谈判的场景；通过采用多媒体教学，调节课堂气氛；通过课堂讨论，提高学生的语言表达能力；通过模拟谈判，提高学生的谈判技能。

教学中，通过课堂讨论、案例分析提高学生语言表达能力的培养，采取灵活多边的教学方法和模式，增加讨论分析课时。