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1、Business Negotiation English,Case Study,In one negotiation in the early 1980s,a Chinese manufacturer was locked in a dispute with an American importer over how many models of the bicycles his company would produce.The American importer wanted four different models to give its customers greater selec
2、tion.The Chinese company wanted to produce only two models,to keep manufacturing costs down.,Case Study,The position of the Chinese company was that it would produce only two models,while the underlying interest was to keep manufacturing costs down.The position of the American importer was that it w
3、anted four models,while its underlying interest was to increase its profits by selling more bicycles.As long as the negotiators focused on these positions,the dispute could be resolved only through concessions by one or both sides.,Solution:,But an interest-oriented examination of the dispute leads
4、to the question:How can the higher cost of manufacturing four models be allocated between the American importer and the Chinese manufacturer?In this example,the parties were able to devise a formula that increased the unit cost of different models to reflect the Chinese manufacturers increased manuf
5、acturing cost.,Solution:,The interests of the Chinese manufacturer were achieved by the solutionprofit per unit remained constant.The interests of the American importer were also metit sold more units at higher prices,which more than offset the increased manufacturing cost.,Simulated negotiation 1,D
6、irections:Read the short passage below.Do you think the conflict between the manager and the workers can be solved?Imagine you are the manager/workers representative who would negotiate with the workers/manager.How would you prepare your proposal that may lead to a win-win solution?Write down your p
7、lan and find a partner to role-play the negotiation.,Simulated negotiation 1,The management of a major television manufacturers warehouse has a dispute with employees about overtime scheduling.Workers do not want to be locked into a spur-of-the-moment overtime assignment,yet management needs to be s
8、ure that the warehouse will be fully staffed.Please help both sides work out a solution that satisfies them all.,Role-play in pairs,You are the assistant of George Smith,Purchasing Manager of HRC Corporation.Someone calls to be connected to Mr.Smith.Find out whos calling and why.Explain that your bo
9、ss is not available now.,Student A:You want to speak to Ms.Black of G and B Company.Ms.Black isnt in the office,so you leave the following information:your name;cellphone number:1370-000-000;why you are calling:You can be reached up to 4 oclock at the above number.If Ms.Black calls after 4 oclock,sh
10、e should call 8500-0000.,Student B:You are a receptionist at G and B Company.Student A would like to speak to Ms Black,but she is out of office.Take a message and make sure you get the following information:name and telephone number-ask student A to spell the name;message that student A would like to leave for Ms.Black;when Ms.Black can call student A at the given telephone number.,
