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

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

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Internationalbusinessnegotiation国际商务沟通说课材料

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 t