论商务谈判的语言艺术性

商务谈判除了要注意选用合适的谈判策略外，还要注意谈判语言的艺术性。本文从商务谈判的各个阶段所用语言的特色方面探讨了商务谈判语言的艺术性，归纳出了八个方面的特色。     

浅谈跨文化的商务谈判应对策略

根据当前跨文化的商务谈判中存在的问题,在新时期跨文化的商务谈判中应懂得世界不同国家的文化差异、谈判习惯、风俗习惯、各国商人的谈判风格,这对提高跨文化商务谈判有一定的帮助.     

商务谈判中谈判人员对谈判结果的影响浅析

生活处处有谈判,谈判无时无刻都存在。影响商务谈判结果的因素有很多,其中谈判人员是谈判过程中必不可少的因素之一。谈判人员本身有包括众多的因素,每个人都有其自身的特质,在谈判中表现出不同的谈判风格和谈判方式,从而会影响谈判结果。所以了解谈判人员本身的相关问题,对提高谈判效率和满意谈判结果的达成都有重要的意义。     

浅谈《商务英语谈判》课程教学模式改革与创新

《商务英语谈判》课程是一门培养学生用英语进行商务谈判的专业核心课程。为切实培养学生的实际商务谈判能力,在教学过程中教师应突破传统的教学模式,注重教学方法的改革。通过以"项目为导向、以任务为驱动"的教学方法进行模拟谈判等仿真教学实践改革,结合商务英语谈判实训课程的教学体会,详细阐述了对商务英语谈判课程的教学方法和模式等方面进行的改革实验,力求全方位培养学生的谈判应用能力。     

论商务谈判教学中实践教学环节的设计与实施

《商务谈判》教学中加入实践教学环节将有助于理论联系实际,更好地提升学生的实际谈判能力。实践教学的开展以模拟谈判为主,通过学生自行分组成立公司、谈判前准备、课堂模拟、教师点评和提交报告五个环节展开。     

双方都是赢家的中美知识产权谈判──访中美知识产权谈判中方代表、外经贸部条法司副司长张月姣

双方都是Ａ家的中美知识产权谈判──访中美知识产权谈判中方代表、外经贸部条法司副司长张月姣本刊记者赵忆宁中美知识产权谈判终于在２月２６日落下了推幕。这场全世界关注的经过２０个月九轮磋商的谈判，中美双方为此作出了什么样的努力，双方达成了一个什么样的协议，...     

情景模拟谈判教学中的操作难点及解决对策——以《商务谈判》课程为例

商务谈判情景模拟教学是一种将理论与实践相结合的开放、互动教学方式,结合教学实践,分析和指出情景模拟谈判教学具体操作过程中常见的难点并提出相应解决对策如下:根据参加情景模拟谈判学生的具体情况选择合适的谈判案例;教师需把握好谈判前的指导、谈判过程的介入及谈判结束点评的度;改进课程考核方式,加大情景模拟谈判考核在整个课程成绩的比重;通过校企合作,满足学生在谈判实战方面的需求。     

合作学习在商务谈判英语口语教学中的应用

商务谈判英语口语是高职学院国际经济贸易系国际商务及商务英语专业的核心课程,在其教学中如何才能使学生尽快掌握商务谈判英语口语句型,使其能够快速进入到实际的模拟谈判操练中一直是笔者关注的问题。结合自身教授该课程的体会,笔者观察到合作学习在该课程教学中扮演着重要角色。商务谈判英语口语课程的基于合作学习的5-R教学法,可以增加学生的学习兴趣,提高就业竞争力。     

中国加入世贸组织的机遇与挑战

1986年,中国开始加入关税贸易协定的谈判。1995年,该组织更名为世界贸易组织,中国又与美国等主要成员国开始加入世贸组织的谈判。今年4月,朱镕基总理访美,使中美关于中国加入世贸组织的谈判获得突破。美国参议院财政委员会主席、特拉华州共和党参议员小威廉·卢斯于4月17日在《华盛顿邮报》上撰文,中美达成人会协议所带来的利益,将远远超过经济领域和美国商业利益的范畴,“一个完全融入全球贸易体制,遵守适用于所有世界贸易组织成员的一切规则与制裁     

不要做有损中美两国利益的事——中美保护知识产权谈判述评

最近举行的中美保护知识产权谈判,一波三折,前景未卜,引起了世人注目。 11月21～26日,应美国政府邀请,中国对外经济贸易部副部长吴仪率中方贸易代表团赴美谈判。中国代表团从维护和发展中美     

Negotiating the 1951 Greenland Defense Agreement: Theoretical and Empirical Aspects

Since 1951 a Danish-American defense agreement on Greenland has regulated US military activities there. The article gives a detailed empirical-theoretical analysis of the negotiation of the Agreement under five perspectives: bargaining power, agenda setting, negotiating positions, strategies and outcomes. An important parameter was the fact that negotiations took place in a cooperative setting with a long shadow of the future. This made for a skewed, though regular negotiation process with a give-and-take of positions, counter-positions and concessions. Negotiating strategies varied, with the US side concentrating on an "authority" strategy, while the Danes relied on a mixture of off-setting "moral" and "tied hands" strategies. Although the US got the best outcome, it was not a dictate, because the ground was leveled by the negotiations taking place as part of the build-up of a long-term security relationship and the fact that the United States was the demandeur vis-à-vis Denmark.     

Legitimising male grooming through packaging discourse: a linguistic analysis

While packaging is a common marketing subject, this illustration paper provides an alternative perspective through the linguistic examination of packaging as discourse, focusing on male grooming, masculinity and metrosexuality. Male grooming is often perceived as trespassing into feminine space and creating ambiguity in gender borders. This study aims to explore how packaging designers negotiate masculinity, in order to persuade men to accept grooming products through social interactions within the packaging of L'Oréal Men Expert. Employing Scollon's mediated discourse analysis and incorporating the Barthesian order of signification, the study analyses how different social actions within the packaging discourse are mediated by multimodal features. The findings reveal five negotiating strategies, i.e. constructing a hegemonic masculine image; negotiating (a masculinised) metrosexuality; empowering men; giving men a logical reason to groom; and a different portrayal of skincare products. The key aim of this paper is to illustrate the differences between marketing and linguistics and propose possible collaboration.     

Politics of Disclosure: Organizational Transparency as Multiactor Negotiation

Transparency is in vogue, yet it is often used as an umbrella concept for a wide array of phenomena. More focused concepts are needed to understand the form and function of different phenomena of visibility. In this article, the authors define organizational transparency as systematic disclosure programs that meet the information needs of other actors. Organizational transparency, they argue, is best studied as an interorganizational negotiation process on the field level. To evaluate its merit, the authors apply this framework to a case study on the introduction of open data in the Berlin city administration. Analyzing the politics of disclosure, they consider the similarities and differences between phenomena of visibility (e.g., open data, freedom of information), explore the transformative power of negotiating transparency, and deduce recommendations for managing transparency.     

European companies between globalization and localization: a comparison of internationalization strategies of British and German MNCs

This paper assesses the extent of which British and German multinational companies have moved on a continuum between nationally embedded MNCs and globally oriented TNCs. Degree of national embeddedness and implantation into national economic and policy networks is held to influence the internationalization strategy of companies - the degree of FDI undertaken, the kind of competitive advantage they seek to derive from it and the way in which they combine nationally based and globally focused activities. It is shown that the different national business systems of Britain and Germany influence the responses of MNCs in their management of the tensions between pressures for globalization and established, nationally shaped business strategies and patterns of activities. In both cases, however, exaggerated claims about globalization of company activities and assets are shown to be misguided. But the paper also recognizes that some more globalized structures and strategies have begun to emerge in the second half of the 1990s. The study is based on a small number of case studies of British and German companies, complemented by official statistics and secondary data.     

Responsive bureaus,equity, and regulatory negotiation: an empirical view

Rulemaking agencies commonly delegate the implementation and enforcement of rules to affected parties, but they rarely delegate rulemaking authority. Regulatory negotiation is an example of this uncommon behavior. Compared to conventional rulemaking, regulatory negotiation is thought to be an attempt to make bureaucracy more responsive to affected stakeholders, especially when the rulemaking concerns politically complicated and technical issues. However, negotiation, while it may make bureaucrats more responsive, may also be less fair in that it is likely to result in relatively more responsiveness to interests supported by those with greater resources. This study presents empirical evidence that compares negotiated to conventional rulemaking processes at the Environmental Protection Agency in respect to both responsiveness and equality. The results uphold the expectation that negotiating rules appears more responsive than the conventional rule‐writing process. Furthermore, the results show inequality in both processes; outcomes of negotiated rules may be more unequal than outcomes of conventionally written rules. © 2002 by the Association for Public Policy Analysis and Management.     

French engagement versus British commitment. Was it interlingual miscommunication or political manipulation?

ABSTRACT

The efforts undertaken to establish the contemporary European Union started many years earlier. The history of establishing a pan-European organization is interesting not only for historians and economists but also translators and linguists as it is the history of interlingual communication (negotiations and agreements). One such negotiation was allegedly ineffective due to the difference in understanding the French term engagement and its English equivalent employed by translators and interpreters, that is to say the English term commitment. The authors aim at presenting the political background of negotiations and the social semiotic analysis of the terms in question in order to provoke the reader to find the answer to the question whether the negotiation was broken due to interlingual miscommunication resulting from erroneously chosen equivalent or it was destined to failure from the very beginning due to socio-political and economic interests of negotiating parties. In order to achieve that goal, the authors have analysed notes exchanged between the governments of France and Great Britain in course of negotiation. The history of negotiation and the linguistic analysis are combined to illustrate the complexity of meaning construction and the semiotic implications of the contextual dependence of meanings of terms and their dynamic evolution in time and space.     

Social capital and power: Entrepreneurial elite and the state in contemporary China

Unlike the idea of civil society, the concept of social capital has yet to be widely used in the field of Chinese studies. Based on a case study of entrepreneurial organizations in Suzhou, this paper illustrates the unique and complex process of social capital formation in reform-era China among the newly emergent Chinese business elite. Entrepreneurs use social capital to influence state policymaking and to forge a relationship between entrepreneurial organizations and the state that involves a dynamic process of power negotiation. The findings shed some light on how to revise thinking about civil society and the state in contemporary China.     

Business conflict and international law: The political economy of copyright in the United States

The internet industry has emerged as an important economic and political actor, both within the United States and internationally. Internet companies depend on exceptions from copyright law in order to operate. As a result, internet companies have considerable incentive to try and influence international copyright law. However, the current literature has neglected the role of the internet industry, instead focusing on the influence of copyright owning media companies. This has largely homogenized the concerns of business interests, neglecting the interests of business actors which do not favor stricter copyright protection. By examining business conflict over recent copyright initiatives by the United States, this article criticizes the literature. It illustrates that the internet industry has been able to alter the negotiating preferences of the United States against the wishes of copyright owners. This argues against the homogenization of business interests regarding copyright while illustrating the importance of material over discursive factors in determining political outcomes.     

Rethinking corporatism and consensus: the dilemmas of German social-protection reform

This article explores the competing influences of institutional legacies and political negotiation in recent German social-protection reform. Long a paragon of consensus and gradual political change, the German political economy has adjusted poorly to the pressures of fiscal austerity and structural unemployment, creating pressures for an increasingly salient role for the federal government. The article provides a detailed analysis of recent German social-policy and labour-market reforms, arguing that existing literature is poorly equipped to account for this emerging policy-making paradigm. It also suggests that, while the German case illustrates the importance of institutional factors in shaping reform trajectories in advanced industrial democracies, careful attention must also be paid to élites' capacity for negotiating policy outcomes within these parameters.     

Knowledge for Governance,Governance of Knowledge: Inclusive Knowledge Management in Collaborative Governance Processes

ABSTRACT

Different ways of knowing (WOKs) present in governance processes easily give rise to controversies and conflicts and forestall collective action. To resolve these conflicts it is necessary to understand what constitutes a WOK and how we can organize inclusion through collaborative governance. This paper argues that WOKs contain different knowledge elements: they contain different bodies of factual knowledge, formulate specific knowledge questions, and prefer different methods and knowledge institutes. WOKs also encompass different frames, interpretations, or normative perceptions of reality. And finally, different WOKs make use of different sources and types of organizing capacity.

Realizing successful collaborative governance processes means organizing inclusion of these different components of knowledge. This paper investigates the implications of this knowledge diversity for realizing collaborative governance processes and the challenges for inclusive knowledge management—through an in-depth case study of a collaborative governance process between the Netherlands and Flanders.

We conclude that realizing inclusion between various WOKs and their knowledge components contributes to the overall success of a collaborative governance process. However, managing inclusive knowledge is as much a matter of conscious strategies as it is the result of an emergent interaction process between stakeholders, experts, and officials within various WOKs. Furthermore, although knowledge inclusion facilitates successful negotiation between stakeholders, it doesn't guarantee a successful outcome of these negotiations.