第一章 《国际商务谈判概要》微课双语讲稿

第一章

《国际商务谈判概要》微课讲稿

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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 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。

译文：

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

）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

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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，包括电子邮件谈判、即时性电子

文本谈判、其他互联网

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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。

译文：

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 related issues, such negotiation content often involves multiple

issues.

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、

< br>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。

译文：

4.

Influential factors of business negotiation environment (

Knowledge focus

)