英文版-谈判策略及欧美谈判风格.doc

英文版-谈判策略及欧美谈判风格.doc

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DesignYourNegotiationStrategiesforBusinessmenfromtheAmericasandEurope

I.：

Introduction

AccordingtoRobertMaddox,authorofSUCCESSFULNEGOTIATION,negotiationistheprocessweusetosatisfyourneedswhensomeoneelsecontrolswhatwewant,isabasichumanactivityaswellasaprocesspeopleundertakeeverydaytomanagetheirrelationship,isafactoflife.Peoplenegotiatesomethingatwork,athome,orasaconsumereverydayevenwhentheydon’tthinkofthemselvesasdoingso.Negotiationisaconflict-solvingprocess,sonegotiationstrategiesarenecessary.Indifferentsituation,needdifferentstrategies.Internationalbusinessnegotiationscovervariouslevelsofnegotiatorsfrommulti-nationsandmulti-nationalities.Duetodifferentculturalbackgroundandcustomsthereexistevidentdifferencesofvaluesandnegotiationstylesamongpeopleallovertheworld.Thereforeabusinessnegotiatorshouldhavesomebusinessconventionsofdifferentcountries.Differentculturessolveproblemsindifferentways.Youmustaskyourselfwhatyouexpectationsarewhenyouenteranegotiationsetting.Theexpectationofdifferentcultures,evenwithinanorganization,canbeverydifferent.Thoseexpectationsrelatedirectlytotheirviewofwhattheproblemisandwhatthevaluesaresurroundingtheproblemandtheoptionsforsolvingit.

Sointhispaper,focuswillbelaiduponwhatnegotiationstrategiesis,whatthemajornegotiationstylesareintheAmericasandinEurope,andwhatdifferencesarebetweenintheAmericasandinEurope.

II：

whatIhavelearnedfromthiscourse

Thisterm,wehavelearnedtheENGLISHFORINTERNATIONALBUSINESS-------NEGOTIATION&COMMUNICATION.Atfirst,Idon’tknowanythingaboutbusinessnegotiation,butnowsomethingarechangeanddifferent.WehavelearnedPart1-ABCtobusinessnegotiation&communication,Part3-Practicalbusinessnegotiation,andPart4–Interculturalbusinessnegotiation&communicationinthisterm.Throughlearning3part,Ialreadyknowthatwhatiscommunicationandnegotiation,whataretheprinciplesandstrategiesofnegotiation&communication,whatistheinterculturalbusinessnegotiationandsoon.Inclass,wealwayshaveopportunitiestopracticeournewknowledge,astome,Ithinkitisabetterwaytostudywell,whichenhanceourbusinessEnglishabilitytosomeextent,afterthat,Iknowwhatisitandhowtouseit.Inthefuturewemayuseit’stheoriesintoourdailylifetohelpandchangeus.Allinall,It’sveryusefulinEnglishmajor.

III：

Thebriefintroductiontonegotiationstrategies.

Whatisnegotiationstrategies?

Negotiationstrategiesisakindofpsychologicaljudo.Strategiesarecrucialtobusinessnegotiation.Theyareactingguidelinesandpoliciesofthewholenegotiationprocessandaresubjecttomodificationwiththeprogressthenegotiation.Sincedifferentorganizationsworkindifferentways,andeachhasacharacteristicstyleofnegotiation,negotiatorsneedtrainingandexperiencebeforetheycansuccessfullyhandlethedifferentstylesofotherparties.Nosinglestyleofnegotiation“wins”.Itisthemoreskillednegotiatorwhowillprevail.

A:

Choosingsuitablestyleandmodes.

Asstrategiesarecloselyrelatedtonegotiationstyles,eachnegotiatingteamandeachnegotiatorshouldchooseastylethatwillbestservetheirgoal.Negotiatorsandteamsmustbeflexible,abletochangestylesaseasilyastheychangelocations.

B:

Strategiesofpre-strategiesofpresentation.

Inthebiddingpresentationofthenegotiationprocess,therearethreeguidelinestothewayinwhichabidshouldbeputfirmly,clearly,seriously,andwithoutreservationorhesitations.

C:

Strategiesofresponsiveness.

Atthisstagefirstpartyshouldfullyawarethathehasputabid,andhehasaprefectrighttoknowwhattheotherpartyispreparedtoofferinreturn.It’squitenecessarytodosomeresearchworkofstudyingtheothersidebeforerespondingtothebid.Inrespondingtobidsbytheotherpartythereisaneedtodistinguishbetweenclarificationandjustification.Onthisbasis,heorshemusthaveideahowtosatisfytheotherpartyingainingtheirinterestsandatthesametimehavetofigureoutwhataretheintereststhatreallybelongstothemandwhatarethethingstheyexpecttoget.

D：

Offensiveanddefensivestrategies.

Offensivestrategiesaredesignedtotaketheinitiativewhiledefensivestrategiesarethecountertooffensiveones,andtheyarethespringboardsfromwhichacounter-offensivecanbelaunched.

E:

Strategiesofmakingconcession.

Makingconcessionsisoneofthemostpopularstrategiesusedinthebargainingprocesstokeepthenegotiationongoing.Makingconcessionshoweverhasalottodowithmanyotherfactors.Everyconcessionisverycloselyconnectedtoaparty’sowninterests.Althoughitdependsmainlyontheneg