【正文】 內容簡介：《商務英語談判》 是一門主要研究國際商務談判具體過程及實務的課程，是一門實踐性很強的綜合性應用課程，是國際商務學科體系中的一門基礎課程，也是商務英語專業(yè)的骨干支撐課程。適用專業(yè)及層次：高等學校經(jīng)濟管理類和商務英語專業(yè)高年級學生必修專業(yè)課。它突出講授了在特定的商務環(huán)境中如何運用英語來說明事物、處理文書、解決問題。本課程的教學目的在于通過該課程系統(tǒng)的講授商務知識和語言知識，提高學生熟練運用語言進行交際的能力，加深對商務知識的理解，加強商務談判、商務協(xié)作等交際能力的培養(yǎng)，能夠利用所學英語語言及商務知識較規(guī)范化地說明各項商務事件，解決商務活動中的常見問題?？己朔绞剑耗Ｊ缴虅照勁羞x用教材：蔣磊，《國際商務英語談判與溝通》，高等教育出版社, 2007參考書目：，《商務英語談判》，外語教學與研究出版社, 2005，《商務溝通》，外語教學與研究出版社, 2001，肖云南，《國際商務談判》，清華大學出版社，2003，《商務英語談判》，中國對外經(jīng)濟貿易出版社，2004第二篇：商務英語談判Chapter 1 : is the process we use to satisfy our needs when someone else control what we types in Theory and Practice:a)Competitive style: To try to gain all there is to gainb)Acmodative style(通融式談判): To be willing to yield all there is to yieldc)Avoidance style: To try to stay out of negotiationd)Compromising style(妥協(xié)談判): To try to split the difference or find an intermediatepoint according to someone principlee)Collaborative style(合作談判): To try to find maximum possible gain for bothpartiesf)Vengeful style(報復談判): harm the otherg)Selfinflicting style(自損談判): harm oneselfh)Vengeful and selfinflicting style: harm the other and also oneself goal of collaborative negotiation is to manage the dispute so that the oute is more constructive than negotiation is centered around four consideration(PIOC):a)People: separate the people from the problemb)Interests: focus on interests, not positionc)Options(選擇): invent options for mutual gainsd)Criteria(條件): insist on using objective criteria interests are interests of individuals who participate in interests are of collective bodies such as private or stateowned enterprises, institutions and other kinds of entities(實體) study: During the Col