Internationalbusinessnegotiation国际商务沟通说课材料Word格式.docx

Internationalbusinessnegotiation国际商务沟通说课材料Word格式.docx

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Asweknow,ifyouwanttobeagoodinternationalnegotiatoryoushouldpreparewellbeforestartthenegotiation.Themostimportantthingistocollectinformation.Suchas:

thebackground,corporatecultureandmanagementmethodofthetargetco.youwillnegotiatewith.Becausealltheseaspectswillbecloselyrelatedtotheiroffer,theirwayofdoingbusiness,eventhestrategytheywilladaptinanegotiation.Inaddition,knowthepeoplewellwhowillattendinthenegotiationbyallpossiblemeans.Paymoreattentiontotheirnegotiationstyle:

task-orientedorpeople-oriented?

Theirwaysofhandlingthings,directlyorindirectly?

High-contextorlow-context?

Thephilosophytheystickto,win-winoneorthewin–lossone?

Andifpossible,knowabouttheirpersonalitieswhichmayaffectthegoingofthedealtoacertainextent.

Apartfromthat,youshouldsparesomeeffortsonyourownpart,thismayinclude:

setupyourobjectivesclearly.Alwayskeepwhatyouwanttoachieveinmind,workoutastrategy（accordingtotheirpossibletactics）,distributetherolesappropriately,whendoingthis;

youshouldbeclearaboutdifferentpeople’scharacteristics.Lastone;

bereadytocooperatewithothermembersinateam.Differentpeoplemayhavedifferentperspectivesandviewstodifferentthingsandinanegotiationtheyplaydifferentrolesandhavecertainemphasis.Sobecooperativeisrathercriticalforasuccessfulnegotiator.

1.Targetdecision

Perhapsthemostimportantpartofpre-negotiationplanningisdetermining,withsomeprecision,thenegotiationobjectivethatneedtobeachieved.Abuyercannotgointoanegotiationwithvagueobjectivessuchas‘togetthepricedownor“todothebestIcan”.Abuyermustgofurtherthanthisandestablishanegotiationobjectiveforeachagendaitemthatheintendstoraise.

2.Collectinginformation

Thefirststepyoushoulddoisthatyoumustmakesurewhichkindofinformationyouneed.

Then,wecanusethefollowingwaygetsomeimportantinformation.

（1）internationalorganizations;

（2）governments;

（3）serviceorganizations;

（4）directoriesandnewsletters;

（5）on-lineservice;

（6）locallawsandregulations;

（7）informationonfinancialcredit;

（8）marketsurvey.

3.Staffingnegotiationteams

Generallyspeaking,anegotiationteamconsistofateamleaderorchiefnegotiator,andaninterpreterifitisabilateralnegotiation,andanotekeeper.Otherkeymembersoftheteamincludeprofessionalsandexpertsrepresentingtheirspecialfields,suchasproduction,salespromotion,technology,financialaccounting,engineering,lawandotherareasconcernedwithaspecificnegotiation,counting,engineering,lawandotherareasconcernedwithaspecificnegotiation.

4.Choiceofnegotiationvenues

Generallyspeaking,negotiationsitescanbedividedintothreecategorieshostvenue,guestvenueandthirdparty’svenue.Youcanaccordingthesituationandthenchooserightplace.Acarefulconsiderationandarrangementforthepreparatoryworkcansavealotoftimeandresourcesfornegotiators.

5.Communicateinnegotiation

Muchofwhatpeoplecommunicatetooneanotheristransmittedwithnonverbalcommunication.Examplesincludefacialexpressions,bodylanguage,headmovements,andtoneofvoice,tonamejustafew.Somenonverbalacts,calledattendingbehaviors,areparticularlyimportantinconnectingwithanotherpersonduringacoordinatedinteractionlikenegotiation;

theylettheotherknowthatyouarelisteningandpreparetheotherpartytoreceiveyourmessage.Wediscussthreeimportantattendingbehaviors:

eyecontact,bodyposition,andencouraging.

6.TheCase 

study 

of 

Cultural 

DifferenceOf 

Nonverbal 

Communication

Another 

most 

important 

factor 

which 

affects 

the 

success 

business 

negotiation 

is 

cross-cultural 

communication. 

The 

communication 

includes 

language 

and 

non-verbal 

People 

usually 

pay 

attention 

to 

verbal 

in 

general 

during 

They 

believe 

that 

only 

way 

transmit 

comprehend 

information, 

while 

ignoring 

importance 

This 

paper 

attempts 

introduce 

t