第一章《国际商务谈判概要》微课双语讲稿

第1章《国际商务谈判概要》微课讲稿

今天我们学习第一章：国际商务谈判概要。通过本章学习，同学们应了解国际商务谈判的概念、特点、要素、类型和流程等知识；识别影响国际商务谈判的相关环境因素的内容；掌握相关信息的检索和分析方法。

译文：

Today, we are to deal with Chapter One: Introduction to International Business Negotiation. Through the study of this chapter, we should understand the concept, characteristics, elements, types and processes of international business negotiation, and identify the contents of relevant environmental factors which affect the negotiation, and master the retrieval and analysis methods of the related information.

1.国际商务谈判的定义和特点

首先我们来了解国际商务谈判的定义和其特点。国际商务谈判是指在国际语境下一系列的围绕着双方或多方共同利益或感兴趣的议题而展开的交易活动或互惠互利的商业协议活动磋商

过程。它的特点为既是经济活动，又是跨国性；应按照国际商务惯例展开（规则、程序和法律等）；跨国交易具有复杂性和不稳定性等诸多因素（如跨文化因素、国际汇率因素、政治法律因素、经济环境和技术环境因素，以及各种风险因素等因素）

译文：

1.Definition and Characteristics of International Business Negotiation

First of all, let's 时间散talk about the definition and characteristics of international business negotiation. International business negotiation refers to a series of trade activities or mutually beneficial business agreement negotiation processes in the international context around the issues of common interests of both parties or multiple parties. It is characterized by both economic activities and transnational nature; it should be carried out in accordance with international business practices (such as rules, procedures and laws); transnational transactions have variable factors of complexity and instability (such as cross-cultural factors, international exchange rate factors, political and legal factors, economic and technological factors, and other various potential risk factors).

2.谈判要素构成

根据商务谈判的特性，商务谈判由谈判的主体谈判和客体、谈判的议题、信息的准备、时间与地点四个方面构成了谈判要素。

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2. Composition of negotiation elements

According to the characteristics of business negotiation, negotiation consists of four elements: negotiation subject and object, negotiation topic, information preparation, time and place.

3.谈判大致分为下列几种类型

1）无常观按照人员规模类型划分为：P2P 型谈判：根据各自代表的公司授权而展开的1对1谈判。团队型谈判：双方根据业务和议题的需要而展开的团队式谈判，其谈判内容往往涉及多项议题。

2）按照形式类型划分为三种主要形式。第一种为面对面谈判，即双方就所涉及的议题展开的现场面对面谈判。第二种为文本性谈判，即谈判双方因时间和距离地点等限制而采用的书面语谈判，包括谈判、即时性电子文本谈判、其他互联网+聊天工具文本性谈判等。第三种为远程视频音频面对面谈判。

3）按照谈判议题分类又可划分为价格谈判：价格谈判、并购谈判、合作谈判和转让谈判等类型。

4）按照地点换分为：主场谈判、客场谈判、中立地谈判三种形式。

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3. Types of negotiation

1) According to the size and type of personnel, it can be roughly divided into two types. The first type is 1-to-1 negotiation, which occurs between 2 persons who are authorized by the representative company respectively. The second one is team negotiation, i.e. a team negotiation conducted by both parties according to the needs of business and relate

d issues, such negotiation content often involves multiple issues.

网络视听节目内容审核通则

2) According to the type of form, it can be divided into three types. The first one is face-to-face negotiation: on-site face-to-face negotiation between the two sides on the issues involved. The second one is textual negotiation: written negotiations between the two sides, such as e-mail negotiation, instant e-text negotiations, and other Internet plus chat textual negotiation. The third one is remote video-audio face-to-face negotiation.

3) According to the classification of negotiation issues, it can be mainly divided into four types，they are price negotiation, merger and acquisition negotiation, cooperative negotiation, contract negotiation and transfer negotiation, etc.

4) According to the location, it can be divided into three forms: Home negotiation, away negotiation and neutral negotiation.

4.商务谈判环境影响因素（知识重点）

在谈判实践中，国际商务谈判会受到各种环境因素的影响。商务谈判环境是指影响商务谈

判的所有因素的综合。可以分为宏观环境影响因素和微观环境影响因素。

宏观环境是指对商务谈判活动造成市场机会和无法控制的主要社会因素。外部环境影响因素包括时局不稳定和变化、外国政府政策、对外交流、政治多元化、法律多元化、外部利益相关者、文化差异和意识形态差异等。分析宏观环境的目的在于更好的认识环境，通过销售与市场谈判人员的努力来适应社会环境及变化，达到谈判的目标。

微观环境是指与谈判紧密相连、直接影响谈判人员能力和效率的各种力量和因素的总和。微观环境因素对谈判人员的活动有着直接的影响。微观环境因素包括当事方之间的关系、潜在冲突、直接利益相关者的影响、预期结果、谈判风格、谈判者的议价能力和相互依赖的性质。

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4. Influential factors of business negotiation environment (Knowledge focus)

In the practice of negotiation, international business negotiation will be affected by various environmental factors. Negotiation environment refers to the synthesis of all facto

rs that affect business negotiation. It can be divided into macro environmental factors and micro environmental factors.

Macro environment refers to the main societal factors that cause market opportunities and uncontrollable business negotiating activities. Macro environmental factors include current situation instability and change, foreign government policies, foreign exchanges, political pluralism, legal pluralism, external stakeholders, cultural differences and ideological differences, etc. The purpose of analyzing the macro environment is to better understand the environment, and adapt to the social environment and changes through the efforts of negotiators, so as to achieve the goals of negotiation.

贝克曼梁

Micro environment refers to the sum of various forces and factors that are closely related to negotiation and directly affect the ability and efficiency of negotiators. Micro environmental factors have direct impacts on negotiators. Micro environmental factors include the relationship between the parties, potential conflicts, the influence of direct stakeholders, expected results, negotiation style, bargaining power of negotiators and the nature of interdependence, etc.

5.分析方法（知识难点）

吴郭鱼

在国际商务谈判中不仅要做到知己知彼，还应对影响谈判的各种环境因素有所了解，这些信息有助于我们制定谈判策略。针对上述两种环境因素，我们应掌握PEST和SWOT分析方法。