国际商务谈判相关资料英文版Word下载.docx

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TheGeneralProceduresofInternationalBusinessNegotiation

FiveLinksofInternationalBusinessNegotiation

Cross-CulturalProblemsinInternationalBusinessNegotiation

BasicQualitiesforNegotiators

SomeStylesinInternationalBusinessNegotiation

TacticalExpressionsinBusinessNegotiation

PreparationforExporting

PreparationforNegotiation

BusinessNegotiationI

BusinessNegotiationII

BusinessNegotiationIII

BusinessNegotiationIV

AftertheNegotiation

ChapterOne

eGTheneralOverviewonInternationalBusinessNegotiation

AnOverallFrameworkofInternationalBusinessNegotiation

FeaturesofInternationalBusinessNegotiation

BasicRulesofInternationalBusinessNegotiation

StockPhrases

SomeTipsforTradeDelegation

1.WhatisNegotiation?

Theword“negotiation”derivesfromtheLatinInfinitive“negotiari”（做贸易或生意）whichmeans“totradeordobusiness”.Thisworditselfisfromanotherword,“negare”（拒绝）,meaning“todeny”andanoun,otium（休闲）,meaning“leisure”.Thus,theancientRomanbusinesspersonwould“denyleisure”untilthebusinesshasbeensettled.Negotiationisacommonhumanactivityaswellasaprocessthatpeopleundertakeeverydaytomanagetheirrelationshipssuchabuyerandaseller,ahusbandandwife,childrenandparents.Asthestakesinsomeofthesenegotiationsarenotveryhigh,peopleneednothavetogetpreparationsfortheprocessandtheoutcome.Butininternationalbusinessnegotiations,thestakesareusuallyhigh,peoplecannotignorethisfact,theyhavetogetpreplansinamorecarefulway.Bothpartiesinthiskindofnegotiationshouldcontacteachothersothattheycangetabetterdealratherthansimplyacceptingorrejectingwhattheotherisoffering.Thewholeprocessofnegotiationisbaseduponthepremisethatbothpartiesareinterdependent,thatis,onesidecannotgetwhathe/shewantswithouttakingtheotherintoconsideration.Intheprocessofnegotiation,therearenorules,tradition,rationalmethodsorhigherauthoritiesavailabletoresolvetheirconflictonceitcropsup.Negotiationisavoluntaryprocessofgivingandtakingwherebothpartiesamendtheiroffersandmodifytheirexpectationssoastocomeclosertoeachotherandtheycanquit,atanytime.

2.WhydoPeopleNegotiate?

Negotiationisattheheartofeverytransactionand,forthemostpart,itcomesdowntotheinteractionbetweentwosideswithacommongoal（profits）butdivergentmethods.Thesemethods（thedetailsofthecontract）mustbenegotiatedtothesatisfactionofbothparties.Aswewillseelaterthatitcanbeaverytryingprocessthatisfullofconfrontationandconcession.Whetheritistradeorinvestment,onepartywillalwaysarriveatthenegotiationtableinapositionofgreaterpower.Thatpower（thepotentialfortheprofits）mayderivefromtheextentofthedemandorfromtheabilitytosupply.Thepurposeofnegotiationistoredistributethatpotential.Thereisnosuchthingas“totakeitorleaveit”ininternationalbusiness.Infact,everythingisnegotiable.Italldependsontheexpertiseofthenegotiators.

3.AnOverallFrameworkofIBN

Internationalbusinessnegotiation（IBN）isaconsultativeprocessbetweengovernments,tradeorganizations,multinationalenterprises,privatebusinessfirmsandbuyersandsellersinrelationtoinvestmentandimportandexportofproducts,machineryandequipmentsandtechnology.Negotiationisoneoftheimportantstepstakentowardscompletingimportandexporttradeagreements.

Toreachthedesiredresults,thenegotiatorsmustseriouslycarryouttherelativetradepoliciesoftheirowncountries.TheyshouldhavegoodmannersandspeakfluentEnglish.Theyshouldhaveaprofoundknowledgeofprofessionaltechnologyandinternationalmarkets.Theyshouldknowthespecifications,packing,featuresandadvantagesoftheproductsandbeabletouseidiomaticandprofessionalterms.Ingeneral,anoverallframeworkofinternationalbusinessnegotiationcoverthefollowingaspects:

backgroundfactors,theatmosphereandtheprocess.

3.1Backgroundfactorsrefertoobjectives,environment,marketsposition,thirdpartiesandnegotiators.Theyinfluencetheprocessofnegotiationandtheatmosphereinapositiveornegativeway.Objectivesmeanwhateachsidedesirestoachieveintheend.Theyarecommon,conflictingorcomplementaryinterestsinbothsides’wantingasuccessfultransactiontotakeplace;

theirinterestsconflictasprofittooneiscosttotheother;

andcomplementaryinterestbringsthemtogether.Commonandcomplementaryobjectivesleavedirectandpositiveeffectswhileconflictingobjectiveshavenegativeonesonthenegotiationprocess.Environmenthereisdefinedasthepolitical,socialandstructuralfactorsrelatedtobot