出版社:哈尔滨工业大学出版社
出版日期:2013-1
ISBN:9787560338729
页数:180页
章节摘录
版权页： 插图： When you’re negotiating for fees or salary, for example, you need to find your absolute minimum, which is the lowest dollar amount you can accept in order to be happy, live in relative comfort and not feel like a used car salesman.Going lower than this figure, almost regardless of any other factors, should be entirely unacceptable to you. When you establish this figure, you will find comfort in knowing the limits of your terms and you will have an idea of where to begin negotiating.However, don’t share this figure with anyone.One consistently overlooked strategy in getting what you want in negotiations is a simple one:Withhold as much information as you possibly can during your negotiations.Failure to do so irrevocably weakens your position. Step 2: Come to the negotiating table prepared with options Another overlooked negotiating strategy concerns what Jim Thomas calls the“the sine qua non of haggling,” which are the non—monetary concessions.Put bluntly, people are far more wiling to trade things that don’t have an obvious dollar sign attached to them. Thus, give some thought as to what concessions—in terms of both additional requests you might make as well as those requests to which you will be willing to concede—you can bring to the negotiations.In both cases, they may prove to be the most effective set of bargaining chips you will have in your negotiating arsenal.A good rule of thumb is to counter any concession you make with a non—monetary demand. For example, you might counter a lower salary offer by agreeing to the figure if you are permitted to work at home once a week.You might also agree in a contract to hand over your rights to the work you’re presenting in exchange for anexpense account or offer net—90 payment terms in exchange for a higher fee. Don’t overlook the things that you have to trade that might seem to have no value—you never know what the other side might want Step 3: Start negotiating at the extremes There’s always some lawsuit in the news requesting millions of dollars in damages for“pain and suffering”, but the reality is that no one expects to win those high—dollar amounts.If the plaintiff expects to win half of what they ask for, starting at the desired amount robs them of something to exchange for when it comes time to negotiate.Likewise, requesting a ＄100,000 salary is only smart if you’d be happy with ＄75,000.In general, asking for more than you want gives you something to offer when they counter with a smaller amount. Of course the contrary is also true: When you seek someone’s services, such as landscapers orconsultants, begin with a low—ball offer so you give yourself some room with which to work.In this case, be careful when you low—ball; you don’t want to go so low that you hit below the belt and insult them.There’s a huge difference between being savvy and being cheap.
书籍目录
Unit 1 Training and Seminar Part Ⅰ Watching and Listening Activity 1 : Studying Abroad Activity 2: Conference and Training Inquires Activity 3 : Decision Making Part Ⅱ Communication and Discussion Task 1 : Overseas Study Task 2: Preparation for a Seminar Task 3: Training Methods Part Ⅲ Situational Conversations Situation 1 : Workshop Situation 2: Giving a Presentation Part Ⅳ Presentation Skills Self—Introduction Part Ⅴ Culture Notes Western Festivals Unit 2 Business and Traveling Part Ⅰ Watching and Listening Activity 1 : Travel Arrangements Activity 2: China's High Speed Rail Activity 3 : Having a Reservation Part Ⅱ Communication and Discussion Task 1 : Preparing for a Business Trip Task 2: Unforgettable Business Trips Task 3 : Cutting down Stress of Business Trips Part Ⅲ Situational Conversations Situation 1: Farewell Dinner Situation 2: Business Trip Abroad Part Ⅳ Presentation Skills Nonverbal Part Ⅴ Culture Notes A Safe Trip Abroad Unit 3 Advertising and Marketing Part Ⅰ Watching and Listening Activity 1 : Ad of Canon Activity 2 : Value of Advertising Activity 3: Marketing Strategy Part Ⅱ Communication and Discussion Task 1 : The Influence of Advertisement Task 2 : Advantages and Disadvantages of Ads Task 3 : Marketing Campaign Part Ⅲ Situational Conversations Situation 1 : False Advertising Situation 2 : Achievement Reviews Part Ⅳ Presentation Skills Structure of Oral Presentation Part Ⅴ Culture Notes Western Traditions and Taboos Unit 4 Males and Females Part Ⅰ Watching and Listening Activity 1 : Changing Roles of Males and Females Activity 2: A Call to Men Activity 3 : Women's Ability to See More Colors Part Ⅱ Communication and Discussion Task 1 : Men's Fantasy Task 2 : Attractiveness of Women to Men Task 3: Gender Differences Part Ⅲ Situational Conversations Situation 1 : Talking about Husbands Situation 2: Creating Ideas Part Ⅳ Presentation Skills Questions & Response to Questions Part Ⅴ Culture Notes The Western Astrology and Chinese Zodiac Unit 5 Social Media and Technology Part Ⅰ Watching and Listening Activity 1 : The Future of Customer Experience Activity 2: Reading in the Internet Age Activity 3 : iPad Part Ⅱ Communication and Discussion Task 1 : Media Formats Task 2: Paper Books and E-books Task 3: Media Literacy Part Ⅲ Situational Conversations Situation 1 : E—products Situation 2 : Infomania Part Ⅳ Presentation Skills Numbers Part Ⅴ Culture Notes American and British Newspapers Unit 6 People and Career Part Ⅰ Watching and Listening Activity 1 : Leading to Success Activity 2: How to Perform Effectively in a Job Interview Activity 3: Money Types Part Ⅱ Communication and Discussion Task 1 : Discussion on Success Task 2 : Recruitment of Staff Task 3 : Employee Benefit Part Ⅲ Situational Conversations Situation 1: Job Hopping Situation 2 : Promotion Part Ⅳ Presentation Skills Describing People Part Ⅴ Culture Notes Chinese Festivals Unit 7 Food and Safety Part Ⅰ Watching and Listening Activity 1: Taboo Food Activity 2: Nutrition or Poison Activity 3 : Seed of Suicide Part Ⅱ Communication and Discussion Task 1: Extreme Food Task 2: You Are What You Eat Task 3: Vegetarian Food Part Ⅲ Situational Conversations Situation 1 : Cooking Situation 2: Making Coffee Part Ⅳ Presentation Skills Chart Part Ⅴ Culture Notes Traditional Chinese Culture （1） Unit 8 Conferences and Negotiations Part Ⅰ Watching and Listening Activity 1 : Hosting a Meeting Activity 2: Business Negotiation Activity 3 : Business Conference Part Ⅱ Communication and Discussion Task 1 : Hosting a conference Task 2: Interview and Evaluation Task 3: Business Conference Part Ⅲ Situational Conversations Situation 1 : Giving Suggestions Situation 2 : Bonus Part Ⅳ Presentation Skills Interpreting （1） Part Ⅴ Culture Notes Negotiation Unit 9 Health and Therapy Part Ⅰ Watching and Listening Activity 1 : American Health Care System Activity 2: Traditional Chinese Medicine Activity 3 : Ho'oponopono Part Ⅱ Communication and Discussion Task 1 : Health Care Systems in Different Countries Task 2: TCM and Other Therapies Task 3: How to Stay Healthy Part Ⅲ Situational Conversations Situation 1 : Talking about TCM Situation 2 : Check-up Part Ⅳ Presentation Skills Giving Instructions Part Ⅴ Culture Notes Traditional Chinese Culture （2） : Buddhism Unit 10 Anniversary and Celebrations Part Ⅰ Watching and Listening Activity 1: Graduation ceremony Activity 2 : Theme Party Activity 3 : The Queen's Speech Part Ⅱ Communication and Discussion Task 1 : Celebrations Task 2: Party Planning Task 3 : Gift Giving Part Ⅲ Situational Conversations Situation 1 : Graduation Season Situation 2 : Congratulations Part Ⅳ Presentation Skills Interpreting （2） Part Ⅴ Culture Notes Dinner Table Etiquette Scripts
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《研究生英语教程系列丛书•哈尔滨工业大学"十二五"规划教材:工商管理硕士英语视听说教程》以主题为中心，以任务为驱动，以互动为形式，以真实的工作和生活场合为情景，内容丰富，形式多样。全书共分10个单元，除了涉及食物安全、性别差异、科技媒体、社会医疗等现在比较流行的话题外，同时也涉及岗位培训、出差行程、广告营销、职场生涯、洽谈会议和公司周年庆典等工作和商业话题。《研究生英语教程系列丛书•哈尔滨工业大学"十二五"规划教材:工商管理硕士英语视听说教程》可以作为专为MBA学生开设的视听说课教材，也可以作为MBA英语学位课程的补充教材。
作者简介
《研究生英语教程系列丛书•哈尔滨工业大学"十二五"规划教材:工商管理硕士英语视听说教程》是哈尔滨工业大学“十二五”规划教材，以《MBA英语教学大纲》为依据编写。主要包括10个单元，涉及食品安全、科技媒体、社会医疗等现在比较流行的话题，同时包含岗位培训、出差行程、广告营销、职场生涯、洽谈会议和公司周年庆典等工作和商业话题。《研究生英语教程系列丛书•哈尔滨工业大学"十二五"规划教材:工商管理硕士英语视听说教程》适用于工商管理硕士以及具有同等英语水平的学生使用。