Internationalbusinessnegotiation国际商务沟通.docx

Internationalbusinessnegotiation国际商务沟通.docx

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Internationalbusinessnegotiation国际商务沟通

Internationalbusinessnegotiation——Tobeaqualifiednegotiator

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Tobeaqualifiednegotiator

Today’sglobalizationrequiresprofessionalstodealwiththeircounterpartsincountrieswithdifferenteconomic,cultural,legal,andpoliticalenvironments.Youmayneedtoresolveadisputewithasupplier,finalizeacounterproposalforastate-ownedenterprise,orleadamulticulturalteam.Thusinaglobalizedmarket,fewsubjectsareascriticalasnegotiatingacrossculturalboundaries.Whennegotiatorsarefromdiverseculturallysensitivenegotiatingskillsarenecessaryformanaginginaninternationalsetting.So,itneedswedealwithcarefullyandkeenly.

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 of business negotiation is cross-cultural communication. The study of cross-cultural communication includes language communication and non-verbal communication. People usually pay attention to verbal communication in general during communication. They believe that language is the only way to transmit and comprehend information, while ignoring the importance of non-verbal communication. This paper attempts to introduce the basic ideas of non-verbal communication and apply relevant principles to account for some cross-culture business negotiation skills through case studies. This paper aims to make people understand the importance of non-verbal communication and the non-verbal language difference which is influenced by different social backgrounds so as to avoid business negotiations failure.Theniwanttosharewithyousomecaseaboutculturedifferent:

Case 1:

 The Culture Difference of Body Language

At an international airport in an Arab country, a Chinese engineer wanted to express his appreciation attitude while checking the luggage. As he knew no Arabic, the only way for him was to shake hands with the officer. 

Both of the engineer’s hands were full—his lefthand was holding a small traveler’s bag and his right hand a piece of luggage. For the sake of convenience, the engineer quickly put the bag into his right hand and extended his left one to the officerhe was expecting a hand shake with the officer. 

Something happened unexpectedly. The officer’s smiling face turned pale and the smile disappeared at once. Instead of a courteous handshake, he slapped that engineer’s extended hand and walked away.

Analysis:

 Personal body movements and facial expressions can convey information which sometimes can cooperate with the language, and sometimes even can replace the language to convey information. What is wrong with the Chinese engineer in the case above?

 The point is that:

 he extends his left hand the Arab officer for a handshake. What that engineer do not know is that, in Arab culture, left hand is dirty, and it is regarded as an insult if someone uses it for a handshake.

It is true that a business person could not have a complete knowledge of all other culture and customs. However, as a business person, he should learn as much as possible. Actually, more and more Western business magazines and journals have become more and more interested in study on cultural differences and teaching their business people how to behave accordingly in another culture. 

People of different cultures will have different understanding about body language. Business Communication is not only the exchanges and cooperation in the economic field, but also the exchange and communication between cultures, and cultural factors always play a crucial role. The same movements or expressions in different cultures may stand for different meaning. For example, Americans use thumb and index finger to make a circle instead "OK" as a symbolic gesture.But, in Japan, it is stand for "coin", the shape of "money". So in Japan the gesture means the money. In France, in most cases, the gesture means "zero" or "no value" . Use the same gesture on the same occasion can means different kinds of meaning in  different culture and cause different kinds of responses. The same gesture, the Americans means "OK"; the Japanese means "money", they want to know something about the price; French means "no value". In a word, in the process of business communication businessmen should know some cultural habits to avoid unnecessary misunderstanding. 

Case 2:

The Cultural Difference of Paralanguage

 Some Japanese businessmen went to the United States for a large trade negotiation.At the beginning of the negotiations, U.S. representatives spoke a lot. They want to reach an agreement quickly. However, the Japaneserepresentativeskeptsilent.

When the U.S. representatives try to talk with the Japanese, these American managers confused and felt frustrated. Because the American managers sometimes just got a "Hay" or a nod as the answer, even sometimes they got nothing but the silence. Finally, the U.S. manager concluded:

 "The Japanese do not want to do business with us.They are so rude, they even do not have a willing to talk with us !

" This trade negotiation ended with failure.

Analysis:

 More often the American-Japanese business  communication runs into a loop:

 the more the American talks,the-more silent the Japanese will be-they need time to digest what the American has just said; and the more silence the Japanese respond with, the more the American will talk. For those American managers, perhaps the saying “ enough is enough” is the best expression to describe their irritated feeling or frustration. This helps to explain why the American manager in the case above finally said :

" The Japanese do not want to do business with us. They are so rude, they even do not have a willing to talk with us !

"

What makes the American-Japanese business  communication runs into such a loop is the cultural difference of the two countries. They have different understanding of silence. Americans believe an eloquent speaker is regarded as a good communicator. For that reason, many Americans assume that one should be eloquent, and this should be the standard applicable everywhere in the world. However, what they do not know is that such a standard does not fit into the Japanese context. The Japane