International Business Negotiation.docx

International Business Negotiation.docx

《International Business Negotiation.docx》由会员分享，可在线阅读，更多相关《International Business Negotiation.docx（14页珍藏版）》请在冰豆网上搜索。

InternationalBusinessNegotiation

学士学位论文

论文题目：

InternationalBusinessNegotiation

姓名张海东

学院外国语学院

专业英语（非师范类）

年级2008级

学号20081411453

指导教师张海燕

2012年5月3日

InternationalBusinessNegotiation

Writtenby

ZhangHaidong

Supervisedby

ZhangHaiyan

SubmittedtoSchool

OfForeignLanguageofLudongUniversity

InPartialFulfillmentoftheRequirements

FortheDegreeofBachelorofArts

May3,2012

摘要：

随着经济的发展以及改革开放进程的进一步加深，我国的贸易越来越趋向国际化，而商务谈判作为达成贸易的重要手段之一，也被越来越多的人们所熟悉。

商务谈判主要作用在于让买卖双方彼此了解，同时对货物的质量，制作，运输以合同的形式体现出来，其中的好处不言而喻。

但是，现实中很多人对商务谈判的流程以及技巧不是很了解，这导致了很多原本可以成交的项目白白损失。

本文将对商务谈判的流程，技巧以及谈判的艺术进行细致的分析，旨在让更多人了解商务谈判，能够在现实贸易中应用。

关键词：

商务谈判流程技巧艺术

Abstract:

Withthedevelopmentofeconomicandtheprocessofreformandopeningup;China’stradehasagrowingtendencytointernationalization.Businessnegotiationisfamiliarwithmoreandmorepeopleasanimportantwaytoconcludeabusiness.Themainroleofbusinessnegotiationistoallowbuyersandsellersunderstandeachother,andreflectthequalityofgoods,production,andtransportationintheformofacontract.Thebenefitsareself-evident.But,inreality,alotofpeoplearenotveryunderstandingontheprocessesandskillsofbusinessnegotiation,whichleadstolosingmanyoftheoriginalprojectsthatcanbetraded.Thispaperwillanalysisdetailsofbusinessnegotiationprocess,skillsandtheartofnegotiationand,letmorepeopleknowthebusinessnegotiationthatcanbeappliedintherealtrade.

Keywords:

businessnegotiationprocessskillsArt

Acknowledgements

Iwouldliketoavailmyselfofthisopportunitytoexpressmyheartfeltgratitudeandgreatappreciationtoallthosewhohavehelpedandcontributedalottothisthesis.

Firstly,Iamdeeplygratefultomysupervisor,ProfessorZhangHaiyan,whoenlightenedmeinthefieldoftranslationduringthegraduatestudiesandofferedmealotofadviceandprofessionalinstructionduringthepreparationandwritingofthethesis.Andintheprocess,Ilearnedalotfrohim.Itwouldnothavebeenpossiblewithouthissuggestionsandinstructions.Secondly,IamdeeplythankfultoalltheotherteacherswhohavetaughtandhelpedmeintheEnglishDepartmentofLudongUniversity.

Thirdly,Iamalsogratefultomyclassmatesandfriendsfortheirprecioussuggestionsandwonderfulideasaboutwritingthepaper.

Lastbutnotleast,Iwouldliketoexpressmydeepthankstomydearparentsfortheirpersistentloveandsupport.

Contents

Acknowledgements5

1.0BusinessNegotiationCaseStudy7

2.0Theprocessofnegotiation8

2.1Preparationphase8

2.1.1Ownanalysis9

2.1.2Analysisofopponents9

2.1.3Theorganizationofthenegotiationteam10

2.1.4Thedevelopmentofobjectives,strategiesandprogram10

2.1.5Simulationofnegotiation11

2.2Thecontactphase11

2.2.1Creatingtheatmospherefornegotiation12

2.2.2Gettingtoknowbothsides12

2.2.3Amendingthenegotiationplan13

2.3Substantivephase14

2.3.1Therightofferquotation14

2.3.2Repeatedconsultations15

2.3.3Adeptattheuseofcommunicationandpersuasionskills16

2.3.4Doingagoodjobintechnicalnegotiation18

2.3.5Seekingfortheunionofindustryandtrade19

2.4Theagreementphase19

2.4.1Promotingthetrade19

2.4.2Signingthecontract20

3.0Conclusion21

1.0Introduction

Internationalbusinessnegotiationoftenmakespeoplefeellaboriousandtime-consuming,especiallyinthenegotiationsofmajorprojectswhicharerelatedtolargenumberoffunds,complextechniques,sometimesinvolvingpoliticalandeconomicinterestsbetweenthetwocountries.Negotiatorswillhavealotofresponsibilitiesandpressure,theymusthavecarefulandcautiousattitudetowardsthewholenegotiation.Theabilitytograspthenegotiationprocessaccuratelyoftenreflectsanegotiator'slevelofnegotiation.However,somenegotiatorsoftenregardthenegotiationasanindependent,non-contactandindividualprocess;regardthefirstmeetingwitheachotherasthestartandhandshakeofagreementastheend.Intheirview,anypartofthenegotiationisnotrelated;theyjustneedtoorganizethedetailsofthisnegotiationwithoutworryingaboutothers.Infact,acompleteprocessofnegotiationincludingfivephases:

thepreparationphase,thecontactphase,thesubstantivephase,thephaseoftheagreementandtheimplementationphase.Anegotiationoftenrequireslotsofcyclesofnegotiatingprocessinordertocompleteit.

2.0Theprocessofthenegotiation

2.1Preparationphase

Itperhapsonlyneedsafewdozensecondsorevenshorterforanathletetowinagoldmedalintheworldcompetition,butthehardworkmadebyhimislongerandmoretortuous.However,nooneknowshowmuchsweattheathletehaspaidtoconductaseriesofcarefulpreparationinordertomakethisshorttimebecomebrightandeternal.Similarly,aninternationalbusinessnegotiatorhopestoachievetheexpectedtargetthroughnegotiation.He/Shemustdoalotofpreparatoryworkatfirst,havingamoredetailedunderstandingofourownsituationandtheopponent’scondition,havingafullanalysisofthesesituations,andthendefiningareasonablemethodofnegotiationanddeterminingtheappropriatenegotiationstrategyinordertogetthedrivingpositioninthenegotiation.

Themorepreparationyoumake,themoreopportunitiesyoucangrasp.However,duetothelimitedtime,theso-calledfullpreparationisnotonlyimpossible,butalsonotnecessary.Astheinternationalbusinessnegotiationinvolvesawiderangeofissues,itneedsmorepreparatoryworkincludingtheanalysisofthemselvesandtheopponents,theselectionofnegotiators,theorganizationofthenegotiatingteam,theformulationofobjectivesandstrategy,aswellasthesimulationofthenegotiationandsoon.

2.1.1Ownanalysis

Beforecarryingoutinternationalbusinessnegotiation,thefirstproblemwewillfaceishowtomakeacorrectdecision.Inotherwords,weneedownanalysisinthepreparationphaseofthenegotiation.Itmainlyreferstoprojectfeasibilityanalysis.Indevelopingcountries,thepastdecision-makingmethodiscomparingtwoormorethantwoprogramswiththeirrespectiveadvantagesandshortcomings,whichisalackofscientificandquantitativeanalysis.Itoftencausestheone-sidedness,blindness,andsubjectivity.However,intherealnegotiation,somedevelopingcountrieshaveacertainresistanceintheuseofscientificdecision-makingmethods.Makingacorrectdecisioncannotbeseparatedfromthefeasibilityanalysis.Itisdifficulttoensurethecorrectnessofdecision-making,onlyrelayingonthequalitativeanalysisormechanicalworkfollowthesuperior’sintent.Ifwelacktheawarenessofvariouspositiveandnegativefactorsintheproject,itwillleadtoerrorsinprojectdecision-makingoncontractpriceintheequipmentortechnologytrade.Therefore,themostimportantmatteristounderstandthelimitsofthedevelopmentofthingsintheprojectdecision-makinginordertoruleoutsubjectivity.

2.1.2Analysisofopponents

SunTzusaid:

Toknowone’sownstrengthandenemy’sisthesurewaytovictory.Thisisanextremelyimportantwarningintheinternationalbusinessnegotiation.Thereshouldbeacomprehensiveanalysisoftheirownsituationintheprocessofpreparation;atthesametimethenegotiatorsshouldtrytofullyunderstandthesituationoftheopponent.BeforetalkingabouttheCubancrisiswithKhrushchevinVienna,KennedyinspectedandresearchedallthespeechesandpublicstatementsofHersheyandcollectedalmostallHershey'sinformationasmuchaspossibletostudy,evenincludingHershey'sbreakfasthabitsandmusictastes.Thislaidthenecessaryfoundationforthefollowingcriticalnegotiation.Thereisstillsomereferenceintheinternationalbusinessnegotiation.

Suchnuancedunderstandingseemsunnecessaryinmostnegotiationsituations,butthatinformationwillhelpyougrasptheneedofyouropponentsinordertogettheinitiativeinthenegotiationprocess,whichmaybecomethemediatomeetthebothsides’interests.

2.1.3Theorganizationofthenegotiationteam

Afterownanalysisandopponentanalysis,itisnecessarytoorganizethespecificnegotiatingteam.Whichkindofexpertshouldbearrangedtotakepartinthenegotiation?

Whoisthechiefnegotiator?

Theseissueshavealwaysbeenvitaltothesuccessorfailureofthenegotiation.Itisalsoanimportantissuewhichneedstobesolvedinthepreparatoryphaseoftheinternationalbusinessnegotiation.

Intheinternationalbusinessnegotiation,thechoiceofeverymemberofthenegotiatingteam,includingthetranslators,shouldbeverycareful.Theynotonlyhavetomeetcertainrequirements,butalsoarecomplementarytoeachotherinvariousaspects.Ingeneral,thechiefnegotiatorshouldhaveastrongsenseofresponsibilityandbeopen-minded,determinedandknowledgeable,proficientinbusinessandotherrelevantbusiness,andhavemuchexperience,strategicskillsandquickthought,creativeabilityandorganizationalskillsandetc.whichwillhelpusachievethedesiredobjectivesultimately.Theothermembersofthenegotiatingteamshouldhavetheabilitytointegratewitheachothercloselyonthebasisoftheirownexpertisetoensuretheinternalunity.

Aftertheformationofthenegotiatingteam,wemustdevelopappropriatespecificationinnegotiatingwork.Eachmemberofthenegotiatingteamshouldhaveacleardivisionofresponsibilities.Ifnecessary,especiallyfortheexperiencedmembersinteam,theyshouldbearrangedtotakethenecessarytrainingsuchaslearningsomenegotiatingskillsandstrategies,andbehaviorinordertoadapttotheneedsofinternationalbusin