【一】本学期，我担任高二年级文科班的英语教学工作。在工作中，本人遵守学校各项制度，按时出勤、上课、组织学生晨读，积极参加市里及学校组织的各种教学活动，严格要求自己，虚心向老教师请教，结合本校的实际条件和学生的实际情况，认真备课、听课、及时反思，使教学工作得以有计划，有组织，有步骤地开展。

立足现在，放眼未来，为使今后的工作取得更大的进步，现对本学年的教学工作总结如下：

Chapter 2  Negotiation procedure and structure 谈判程序与结构

I. Negotiation procedure 谈判程序

II. General structure of negotiations 一般结构

III. Structure of business negotiations

商务谈判结构

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NEGOTIATION PROCEDURE
谈判程序

   Negotiations, no matter formal or informal, follow a certain format, which is

   Introduction of team members

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国际商务谈判

International Business Negotiation

Chapter 1

   A negotiation is a meeting or a series of meetings in which the parties need each other’s agreement to reach a specific objective.

The fundamental principles of negotiation

1. Negotiation is an element of human behavior.

2. Negotiation takes place only over issues that are negotiable.

3. Negotiation takes place only between people who have the same interest.

4. Negotiation takes place only when negotiators are interested not only in taking but also in giving.

5. Negotiation takes place only when negotiating parties trust each other to some extent.

Chapter 1 Negotiation motives and key terminology  谈判动机与关键词语

Negotiation谈判

Conflicts冲突

Stakes利益

Case study: Matsushita Electric Corp