《商务洽谈（英）》课程教学大纲 一、课程基本信息 课程代码：1064802 课程名称：商务洽谈（英） 英文名称：Business Negotiation 课程类别：专业基础课（必修） 时：32学时 学 分：2学分 适用对象：商务英语专业本科生 考核方式：考查，分散 先修课程：无 二、课程简介Introduction 本课程为专业必修课。在第五学期开设，是培养商务英语专业本科三年级学生商 务谈判和跨文化交际能力的重要课程 "Business negotiation"is a compulsory course to be offered in the fifth semester to junior undergraduates who major in Business English.It is a significant part of the program that aims to enhance their competency of business negotiation and cross-cultural communication. 三、课程性质与教学目的Category and Purpose of Teaching 本课程为必修课。通过对语言沟通、谈判战略和战术、谈判关系和类型的学习、 分析和实践，帮助学生掌握谈判技巧，提高英语语言水平、跨文化交际能力和实践能 力。 This is a compulsory course.It familiarizes students with the basic knowledge and abilities of communication,negotiation strategy and tacticsand relations and categories Through learning.analysis and practice,it helps them master skills of business negotiation and upgrades their English competence,cross-cultural communication capacity 思政目标： 本课程在教学中将英语、商务、与思政元素进行全方位融合，通过对该课程的学 习，树立学生正确的商贸意识和道德观念，为培育其跨文化交际能力和诚信服务的职
1 《商务洽谈（英）》课程教学大纲 一、课程基本信息 课程代码： 1064802 课程名称： 商务洽谈 （英） 英文名称： Business Negotiation 课程类别： 专业基础课（必修） 学 时： 32 学时 学 分： 2 学分 适用对象: 商务英语专业本科生 考核方式： 考查，分散 先修课程： 无 二、课程简介 Introduction 本课程为专业必修课。在第五学期开设，是培养商务英语专业本科三年级学生商 务谈判和跨文化交际能力的重要课程。 “Business Negotiation” is a compulsory course to be offered in the fifth semester to junior undergraduates who major in Business English. It is a significant part of the program that aims to enhance their competency of business negotiation and cross-cultural communication. 三、课程性质与教学目的 Category and Purpose of Teaching 本课程为必修课。通过对语言沟通、谈判战略和战术、谈判关系和类型的学习、 分析和实践，帮助学生掌握谈判技巧，提高英语语言水平、跨文化交际能力和实践能 力。 This is a compulsory course. It familiarizes students with the basic knowledge and abilities of communication, negotiation strategy and tactics, and relations and categories. Through learning, analysis and practice, it helps them master skills of business negotiation and upgrades their English competence, cross-cultural communication capacity. 思政目标： 本课程在教学中将英语、商务、与思政元素进行全方位融合，通过对该课程的学 习，树立学生正确的商贸意识和道德观念，为培育其跨文化交际能力和诚信服务的职
业素养等，为学生今后从事与对外经济贸易相关的经管等相关工作，打下坚实的思想 和专业基础。 四、教学内容及要求Contents and Requirement Chapter 1 The Nature of Negotiation (一) 目的与要求Aims 1 Learn about Characteristics of a Negotiation Situation 2.Get acquainted with the basic concepts of negotiation (二) 数学内容Content 1.Characteristics of a Negotiation Situatior 2.Interdependence 3.Types of Interdependence Affect Outcomes 4.Alternatives Shape Interdependence 5.Mutual Adjustment 6.Concession Making 7.Value Claiming and Value Creation 8.Conflict 9.Effective Conflict Management 思政内容： 1,引导学生了解经济全球一体化的现状： 2,掌握“谈判”的概念及其对中国企业发展的重要性。 (三) 果后练习Homework Preview:Strategy and Tactics of Bargaining (四) 教学方法与手段Teaching Methods Lecture,discussion,individual and group practice with multimedia assistance. Chapter 2 Strategy and Tactics of Bargaining
2 业素养等，为学生今后从事与对外经济贸易相关的经管等相关工作，打下坚实的思想 和专业基础。 四、教学内容及要求 Contents and Requirement Chapter 1 The Nature of Negotiation （一） 目的与要求 Aims 1． Learn about Characteristics of a Negotiation Situation 2. Get acquainted with the basic concepts of negotiation （二） 教学内容 Content 1. Characteristics of a Negotiation Situation 2. Interdependence 3. Types of Interdependence Affect Outcomes 4. Alternatives Shape Interdependence 5. Mutual Adjustment 6. Concession Making 7. Value Claiming and Value Creation 8. Conflict 9. Effective Conflict Management 思政内容： 1，引导学生了解经济全球一体化的现状； 2，掌握“谈判”的概念及其对中国企业发展的重要性。 （三） 课后练习 Homework Preview: Strategy and Tactics of Bargaining （四） 教学方法与手段 Teaching Methods Lecture, discussion, individual and group practice with multimedia assistance. Chapter 2 Strategy and Tactics of Bargaining
(一)目的与要求Aims 1.Learn about strategy and tactics of bargaining 2.Understand positions taken during negotiation (一) 教学内容Content 1.The Distributive Bargaining Situation 2.Tactical Tasks 3.Positions Taken during Negotiation 4.Closing the Deal 5.Provide Alternatives 6.Assume the Close 思政内容： 引导学生假设作为中国民企“华为”的谈判代表进行商业谈判。增强学生对 国家经济持续繁荣及民族强盛的坚定信念和为中华民族复兴而努力奋进的 使命感和主人翁意识， (三) 课后练习Homework Preview:Strategies and Tactics of Integrated Negotiation (四) 教学方法与手段Teaching Methods Lecture,discussion,individual and group practice with multimedia assistance. Chapter 3 Strategies and Tactics of Integrated Negotiation (一) 目的与要求Aims 1.Learn about strategies and tactics of integrated negotiation 2.Understand factors contributing to the success of integrated negotiations (二) 教学内容Content 1.Summary of the Integrated Negotiation Process 2.Main steps of integrated negotiation 3.Factors contributing to the success of integrated negotiations 3
3 （一） 目的与要求 Aims 1．Learn about strategy and tactics of bargaining 2. Understand positions taken during negotiation （二） 教学内容 Content 1. The Distributive Bargaining Situation 2. Tactical Tasks 3. Positions Taken during Negotiation 4. Closing the Deal 5. Provide Alternatives 6. Assume the Close 思政内容： 引导学生假设作为中国民企“华为”的谈判代表进行商业谈判。增强学生对 国家经济持续繁荣及民族强盛的坚定信念和为中华民族复兴而努力奋进的 使命感和主人翁意识。 （三） 课后练习 Homework Preview: Strategies and Tactics of Integrated Negotiation （四） 教学方法与手段 Teaching Methods Lecture, discussion, individual and group practice with multimedia assistance. Chapter 3 Strategies and Tactics of Integrated Negotiation （一） 目的与要求 Aims 1． Learn about strategies and tactics of integrated negotiation 2． Understand factors contributing to the success of integrated negotiations （二） 教学内容 Content 1. Summary of the Integrated Negotiation Process 2. Main steps of integrated negotiation 3. Factors contributing to the success of integrated negotiations
思政内容： 引导学生假设作为中国企业“大疆”的谈判代表进行商业谈判。增强学生对 国家经济持续繁荣及民族强盛的坚定信念和为中华民族复兴而努力奋进的 使命感和主人箭意识。 (三) 课后练习Homework Preview:Negotiations:Strategy and Plan (四) 教学方法与手段Teaching Methods Lecture,discussion,individual and group practice with multimedia assistance. Chapter 4 Negotiations:Strategy and Plan (一) 目的与要求Aims 1.Understand the basic factors in negotiation strategies and plans Learn to practice negotiation with a plan 3.Study strategic Implementation preparation (二) 教学内容Content 1.Goal:Core Factor Driving the Negotiation Strategy 2.Strategy and Measures 3.Strategic Implementation Preparation:Planning Process 思政内容： 引导学生假设作为中国企业“工商银行”的谈判代表进行商业谈判准备。增 强学生对国家经济持续繁荣及民族强盛的坚定信念和为中华民族复兴而努 力奋进的使命感和主人翁意识。 (三) 课后练习Homework Preview:Ethical Issues in Negotiations (四) 教学方法与手段Teaching Methods Lecture,discussion,individual and group practice with multimedia assistance
4 思政内容： 引导学生假设作为中国企业“大疆”的谈判代表进行商业谈判。增强学生对 国家经济持续繁荣及民族强盛的坚定信念和为中华民族复兴而努力奋进的 使命感和主人翁意识。 （三） 课后练习 Homework Preview: Negotiations: Strategy and Plan （四） 教学方法与手段 Teaching Methods Lecture, discussion, individual and group practice with multimedia assistance. Chapter 4 Negotiations: Strategy and Plan （一） 目的与要求 Aims 1． Understand the basic factors in negotiation strategies and plans 2. Learn to practice negotiation with a plan 3. Study Strategic Implementation Preparation （二） 教学内容 Content 1. Goal: Core Factor Driving the Negotiation Strategy 2. Strategy and Measures 3. Strategic Implementation Preparation: Planning Process 思政内容： 引导学生假设作为中国企业“工商银行”的谈判代表进行商业谈判准备。增 强学生对国家经济持续繁荣及民族强盛的坚定信念和为中华民族复兴而努 力奋进的使命感和主人翁意识。 （三） 课后练习 Homework Preview: Ethical Issues in Negotiations （四） 教学方法与手段 Teaching Methods Lecture, discussion, individual and group practice with multimedia assistance
Chapter 5 Ethical Issues in Negotiations (一) 目的与要求Aims 1.Discuss various ethical issues involved in the process of negotiation 2.Open the class to independent thinking and ethical judgement (二)教学内容Content 1.What is the meaning of "ethics"and why ethics is very important in negotiations 2.What ethical issues will arise in the negotiations 3.Why Use Deceptive Strategies:Motivation and Effect 4.How negotiators cope with each other's deception strategy 思政内容： 引导学生假设作为“中海油”的谈判代表进行海洋石油开采项目的商业谈判。 增强学生的商业伦理意识、强化道德观念。 (三) 课后练习Homework Preview:Perception,Cognition and Emotion (四)教学方法与手段Teaching Methods Lecture,group discussion,with multimedia assistance. Chapter 6 Perception,Cognition and Emotion (一) 目的与要求Aims 1.Understand Perception,Cognition and Emotion involved in negotiation 2.Study how emotion works in negotiation (一) 教学内容Content 1.Perception 2.Definition of Framework
5 Chapter 5 Ethical Issues in Negotiations （一） 目的与要求 Aims 1. Discuss various ethical issues involved in the process of negotiation 2. Open the class to independent thinking and ethical judgement （二） 教学内容 Content 1. What is the meaning of "ethics" and why ethics is very important in negotiations 2. What ethical issues will arise in the negotiations 3. Why Use Deceptive Strategies: Motivation and Effect 4. How negotiators cope with each other's deception strategy 思政内容： 引导学生假设作为“中海油”的谈判代表进行海洋石油开采项目的商业谈判。 增强学生的商业伦理意识、强化道德观念。 （三） 课后练习 Homework Preview: Perception, Cognition and Emotion （四） 教学方法与手段 Teaching Methods Lecture, group discussion, with multimedia assistance. Chapter 6 Perception, Cognition and Emotion （一） 目的与要求 Aims 1． Understand Perception, Cognition and Emotion involved in negotiation 2. Study how emotion works in negotiation （二） 教学内容 Content 1. Perception 2. Definition of Framework
3.Cognitive bias in negotiation 4.Misperception and Cognitive Bias in Management Negotiations 5.Emotions,Emotions and Negotiations 思政内容： 引导学生假设作为中国企业“中国铁建”的谈判代表进行商业谈判准备。增强学生对 国家经济持续繁荣及民族强盛的坚定信念和为中华民族复兴而努力奋进的使命感和 主人翁意识。 (三)课后练习Homework Preview:Communication (四)教学方法与手段Teaching Methods Lecture,discussion,individual and group practice with multimedia assistance. Chapter 7 Communication (一)目的与要求Aims 1.Learn to improve communication in negotiations 2.Study communication skills (二)教学内容Content 1.What do you communicate in negotiations 2.How do people communicate in negotiations 3.How to improve communication in negotiations 4.Consider special communication at the end of negotiations 思政内容： 引导学生假设作为中国企业“工商银行”的谈判代表进行商业谈判准备。增强 学生对国家经济持续繁荣及民族强盛的坚定信念和为中华民族复兴而努力奋进 的使命感和主人翁意识。 (三) 课后练习Homework Preview:Discovery and Use of Power 6
6 3. Cognitive bias in negotiation 4. Misperception and Cognitive Bias in Management Negotiations 5. Emotions, Emotions and Negotiations 思政内容： 引导学生假设作为中国企业“中国铁建”的谈判代表进行商业谈判准备。增强学生对 国家经济持续繁荣及民族强盛的坚定信念和为中华民族复兴而努力奋进的使命感和 主人翁意识。 （三） 课后练习 Homework Preview: Communication （四） 教学方法与手段 Teaching Methods Lecture, discussion, individual and group practice with multimedia assistance. Chapter 7 Communication （一） 目的与要求 Aims 1． Learn to improve communication in negotiations 2. Study communication skills （二） 教学内容 Content 1. What do you communicate in negotiations 2. How do people communicate in negotiations 3. How to improve communication in negotiations 4. Consider special communication at the end of negotiations 思政内容： 引导学生假设作为中国企业“工商银行”的谈判代表进行商业谈判准备。增强 学生对国家经济持续繁荣及民族强盛的坚定信念和为中华民族复兴而努力奋进 的使命感和主人翁意识。 （三） 课后练习 Homework Preview: Discovery and Use of Power
(四) 教学方法与手段Teaching Methods Lecture,discussion,individual and group practice with multimedia assistance. Chapter 8 Discovery and Use of Power (一) 目的与要求Aims 1.Learn about the use of power in negotiation 2.Learn to use power in negotiation,and to negotiate with a stronger party (一) 教学内容Content 1.Why power is so important to negotiators 2.Definition of power 3.Sources of Power:How People Get Power 4.Negotiating with a stronger party 思政内容： 引导学生假设作为中国企业“中国石化”的谈判代表进行商业谈判准备。增强 学生对国家经济持续繁荣及民族强盛的坚定信念和为中华民族复兴而努力奋进 的使命感和主人翁意识。 (三) 课后练习Homework Preview:Relations in Negotiations.Prepare negotiation practice Teamwork. (四)教学方法与手段Teaching Methods Lecture,discussion,individual and group practice with multimedia assistance. Chapter 9 Relations in Negotiations (一)目的与要求Aims 1.Learn about relations in negotiations 7
7 （四） 教学方法与手段 Teaching Methods Lecture, discussion, individual and group practice with multimedia assistance. Chapter 8 Discovery and Use of Power （一） 目的与要求 Aims 1． Learn about the use of power in negotiation 2． Learn to use power in negotiation, and to negotiate with a stronger party （二） 教学内容 Content 1. Why power is so important to negotiators 2. Definition of power 3. Sources of Power: How People Get Power 4. Negotiating with a stronger party 思政内容： 引导学生假设作为中国企业“中国石化”的谈判代表进行商业谈判准备。增强 学生对国家经济持续繁荣及民族强盛的坚定信念和为中华民族复兴而努力奋进 的使命感和主人翁意识。 （三） 课后练习 Homework Preview: Relations in Negotiations. Prepare negotiation practice. Teamwork. （四） 教学方法与手段 Teaching Methods Lecture, discussion, individual and group practice with multimedia assistance. Chapter 9 Relations in Negotiations （一） 目的与要求 Aims 1． Learn about relations in negotiations
2.Learn to manage key elements of relations negotiation (二)教学内容Content 1.The applicability of existing negotiation studies in relation scenarios 2.Negotiations under Shared Relations 3.Managing Key Elements of Relations Negotiation 思政内容： 引导学生假设作为中国企业“宝钢资源”的谈判代表进行商业谈判准备。增强 学生对国家经济持续繁荣及民族强盛的坚定信念和为中华民族复兴而努力奋进 的使命感和主人翁意识。 (三) 课后练习Homework Preview:Multilateral Negotiation,Group Negotiation and Team Negotiation (四) 教学方法与手段Teaching Methods Lecture,discussion,individual and group practice with multimedia assistance. Chapter 10 Multilateral Negotiation,Group Negotiation and Team Negotiation (一) 目的与要求Aims 1.Learn about multilateral negotiation 2.Learn about group negotiation 3.Practice multi-party negotiation (二) 教学内容Content 1.The Essence of Multi-party Negotiation 2.Manage multi-party negotiations 思政内容： 引导学生假设作为中国企业“中国建筑”的谈判代表进行商业谈判准备。增强
8 2. Learn to manage key elements of relations negotiation （二） 教学内容 Content 1. The applicability of existing negotiation studies in relation scenarios 2. Negotiations under Shared Relations 3. Managing Key Elements of Relations Negotiation 思政内容： 引导学生假设作为中国企业“宝钢资源”的谈判代表进行商业谈判准备。增强 学生对国家经济持续繁荣及民族强盛的坚定信念和为中华民族复兴而努力奋进 的使命感和主人翁意识。 （三） 课后练习 Homework Preview: Multilateral Negotiation, Group Negotiation and Team Negotiation （四） 教学方法与手段 Teaching Methods Lecture, discussion, individual and group practice with multimedia assistance. Chapter 10 Multilateral Negotiation, Group Negotiation and Team Negotiation （一） 目的与要求 Aims 1． Learn about multilateral negotiation 2． Learn about group negotiation 3． Practice multi-party negotiation （二） 教学内容 Content 1. The Essence of Multi-party Negotiation 2. Manage multi-party negotiations 思政内容： 引导学生假设作为中国企业“中国建筑”的谈判代表进行商业谈判准备。增强
学生对国家经济持续繁荣及民族强盛的坚定信念和为中华民族复兴而努力奋进 的使命感和主人翁意识。 (三) 课后练习Homework Preview:International negotiations and Cross-cultural negotiations (四)教学方法与手段Teaching Methods Lecture,discussion,individual and group practice with multimedia assistance. Chapter 11 International Negotiations and Cross-cultural Negotiations (一) 目的与要求Aims 1.Learn about international negotiations 2.Learn about cross-cultural negotiations (一) 教学内容Content 1.What makes international negotiations so different 2.Conceptual Culture and Negotiation 3.Cultural Impacts on Negotiation Activities:Management Perspective 4.Cultural Sensitive Negotiation Strategy 思政内容： 引导学生假设作为中国企业“中国船舶”的谈判代表进行商业谈判准备。增强 学生对国家经济持续繁荣及民族强盛的坚定信念和为中华民族复兴而努力奋进 的使命感和主人翁意识。 (三) 课后练习Homework Preview:Best Practices in Negotiations.Prepare negotiation contests Teamwork. (四)教学方法与手段Teaching Methods Lecture,discussion,individual and group practice with multimedia assistance
9 学生对国家经济持续繁荣及民族强盛的坚定信念和为中华民族复兴而努力奋进 的使命感和主人翁意识。 （三） 课后练习 Homework Preview: International Negotiations and Cross-cultural Negotiations （四） 教学方法与手段 Teaching Methods Lecture, discussion, individual and group practice with multimedia assistance. Chapter 11 International Negotiations and Cross-cultural Negotiations （一） 目的与要求 Aims 1． Learn about international negotiations 2． Learn about cross-cultural negotiations （二） 教学内容 Content 1. What makes international negotiations so different 2. Conceptual Culture and Negotiation 3. Cultural Impacts on Negotiation Activities: Management Perspective 4. Cultural Sensitive Negotiation Strategy 思政内容： 引导学生假设作为中国企业“中国船舶”的谈判代表进行商业谈判准备。增强 学生对国家经济持续繁荣及民族强盛的坚定信念和为中华民族复兴而努力奋进 的使命感和主人翁意识。 （三） 课后练习 Homework Preview: Best Practices in Negotiations. Prepare negotiation contests. Teamwork. （四） 教学方法与手段 Teaching Methods Lecture, discussion, individual and group practice with multimedia assistance
Chapter 12 Best Practices in Negotiations (一)目的与要求Aims 1.Learn about best practices in negotiations 2.Practice negotiations on various subjects (二)教学内容Content 1.Getting Ready 2.Analysis of the basic structure of negotiations 3.Study on the Best Alternative 4.Ready to suspend negotiations 5.Grasp the Main Contradictions of Negotiations 6.Keep in mind the existence of intangible factors 7.Active Management Alliance:Opposing,Supporting and Uncertainty 8.Enjoy and maintain reputation 9.Keep in mind that reason and justice are relative 10.Continuous Learning Lessons 思政内容： 引导学生假设作为中国企业“中国移动”的谈判代表进行商业谈判准备。增强 学生对国家经济持续繁荣及民族强盛的坚定信念和为中华民族复兴而努力奋进 的使命感和主人翁意识。 (三) 课后练习Homework Prepare negotiation contests.Teamwork. (四)教学方法与手段Teaching Methods Lecture,discussion,individual and group practice with multimedia assistance. 10
10 Chapter 12 Best Practices in Negotiations （一） 目的与要求 Aims 1． Learn about best practices in negotiations 2. Practice negotiations on various subjects （二） 教学内容 Content 1. Getting Ready 2. Analysis of the basic structure of negotiations 3. Study on the Best Alternative 4. Ready to suspend negotiations 5. Grasp the Main Contradictions of Negotiations 6. Keep in mind the existence of intangible factors 7. Active Management Alliance: Opposing, Supporting and Uncertainty 8. Enjoy and maintain reputation 9. Keep in mind that reason and justice are relative 10. Continuous Learning Lessons 思政内容： 引导学生假设作为中国企业“中国移动”的谈判代表进行商业谈判准备。增强 学生对国家经济持续繁荣及民族强盛的坚定信念和为中华民族复兴而努力奋进 的使命感和主人翁意识。 （三） 课后练习 Homework Prepare negotiation contests. Teamwork. （四） 教学方法与手段 Teaching Methods Lecture, discussion, individual and group practice with multimedia assistance