1. Remember the following useful expressions and translate them into Chinese: 1. With a view to supporting your sales, we have specially prepared some samples of our new makes and are sending them to you, under separate cover, for your

I. Negotiation procedure谈判程序 II. General structure of negotiations一般结构 III Structure of business negotiations商务谈判结构

International Business negotiation A negotiation is a meeting or a series of meetings in which the parties need each ther's agreement to reach a specific objective The fundamental principles of negotiation 1. Negotiation is an element of human behavior

People from different countries have different values, different attitudes and different experience. They have different strengths and d ifferent weaknesses from one another A competent negotiator should develop a style appropriate for his own includ ing the

I. Personal style check and some findings个性测试与结果 II. Personal styles vs negotiation modes个性类型与谈判模式 III AC negotiation model AC模型

I. How to decide person trusts and is trusted?如何决定信任与被信任 II. Determinations affecting person's' trustful or mistrustful behavior决定信任与非信任的因素 IlI Effects of trust信任的效应

I. Motivation动机 II. Dependence依赖 III .Substitutes替代

I. Personal Interests VS Organizational Interests个人利益与集体利益 II. Personal Interests VS Organizational& National Interests个人利益与集体和国家利益 IlI Communication Skills交际练习

I. Separate the People from the Problem对事不对人 II. Focus on Interests Not Positions针对利益而非立场 IlI Invent Options for Mutual Gain为共同利益献策

I. Traditional concept传统理念 II.Win -win- concept双赢理念 III.Case simulation: Hotel Selling模拟谈判:酒店销售