国际商务谈判Chapter-6-Communication.ppt

Chapter6CommunicationGroupMember:鲁佾贤熊翌雯InternationalBusinessNegotitation

ContentBasicModelofCommunicationWhatIsCommunicatedduringNegotiationHowPeopleCommunicateinNegotiationHowtoImproveCommunicationinNegotiationSpecialCommunicationConsiderationsattheCloseofNegotiations

AnearlyandinfluentialmodeldevelopedbyShannonandWeaverconceptualizescommunicationasanactivitythatoccursbetweentwopeople:asenderandareceiver.Asenderhasathoughtormeaninginmind.Thesenderencodesthismeaningintoamessagethatistobetransmittedtoareceiver.Thereceivergiveshisfeedback.Inthisprocess,thereceiverdecodesthemessageandreachhisownunderstandingofwhatthesendersaid.Shannon-WeaverModel

Example:Wouldliketocometomyparty?Sure,Idloveto.

Distortion1.Sendersandreceiverseachhavegoalsandobjectives,thingstheywanttoaccomplish.2.Transmittersandreceptorsarethemeansthroughwhichinformationinsentandreceived.3.Messagesaresymbolicformsbywhichinformationiscommunicated.4.Encodingistheprocessbywhichmessagesareputintosymbolicform.（发送人和接收者都有他们各自想要实现的目标和事情。）（传送者和接受者是信息发送和接收的人员。）（消息是信息得以沟通的符号形式.。）（编码是信息被转化为符号形式的过程。）

5.Channelsaretheconduitsbywhichmessagesarecarriedfromonepartytoanother.6.Decodingistheprocessoftranslatingmessagesfromtheirsymbolicformintoaformthatmakessense.7.Meaningsarethefact,ideas,feelings,reactions,orthoughtsthatexitwithinindividualsandactasasetoffiltersforinterpretingthedecodemessages.8.Feedbackistheprocessbywhichthereceiverreactstothesender’smessages.（渠道是信息从一方传递给另一方的管道。）（解码是把信息从符号形式转化为有意义形式的过程。）（含义是存在于个体的事实、主意、感觉、反应或思维，作为翻译解码信息的一系列过滤器。）（反馈是接受者对发送者的信息作出反应的过程。）

WhatIsCommunicatedduringNegotiationOffers,Counteroffers,andMotivesInformationaboutAlternativesInformationaboutOutcomesSocialAccountsCommunicationaboutProcess

IsMoreInformationAlwaysBetter?Theinformation-is-wea