英语论文International Business Negotiation Strategies and Skills.docx

英语论文International Business Negotiation Strategies and Skills.docx

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英语论文InternationalBusinessNegotiationStrategiesandSkills

InternationalBusinessNegotiationStrategiesandSkills

1.Introduction1

2.Literaturereview2

2.1Thedefinitionofinternationalcommercialnegotiation.2

2.2Thebasicprinciplesofbusinessnegotiationstrategiesandskills.4

2.3Studiesonbusinessnegotiationstrategiesandskills5

3.Negotiationstrategy7

3.1Makegoodpreparationforthenegotiation7

3.2DoResearch8

3.3Offensive-startstrategy9

3.4Create“win-win”results11

4.Negotiationskills13

4.1Askingskill13

4.2Respecttheculturaldifferences14

4.3Languageskills15

4.3.1Implicationandeuphemism15

4.3.2HumorSkill17

4.4Implythelimitedtime18

5.Conclusion19

References20

1.Introduction

Internationalbusinessnegotiationstrategiesandskillsareimportanttothedevelopmentofcountriesandenterprises.Somearticleshaveconcludednegotiationstrategiesandskillseventhroughlinguisticsandstrategic.Therefore,nowadaysitwillrequirepeopletohaveadeepunderstandingofbusinessnegotiationsanddoresearchonit.Naturally,thestrategiesandskillshavebecomemajorissuesinthestudyofbusinessnegotiations.Thestudyshowedthatnegotiationstrategiesandskillsplayanirreplaceablepartinnegotiations.

Inthispaper,thestrategiesareaboutthetargetsandespeciallythemethodstodealwiththemainandkeyproblemsthatmaycomeoutinthewholenegotiatingprocess.Forexample,makingpreparationanddoingresearchbeforehand.However,theskillsfocusonsolvingsometroublesordetailedmattersthatshouldbecarefulwhendiscussing.Forexample,askingskillandthelanguageskills.Factshaveshownthattheresearchonnegotiationstrategiesandskillswillhelptomakefewermistakesintheinternationalbusinessnegotiations,anditisapowerfulweaponhelpingtowinthenegotiations.

Inthe2ndpartofthisarticle,Italkaboutthedefinitionofbusinessnegotiation,thebasicprinciplesofbusinessnegotiationstrategiesandskillsandthestudiesonbusinessnegotiationstrategiesandskills.The3rdpartandthe4thpartarethemainchapters,throughsomenegotiationcasesandthedetailedanalysis,severalnegotiationstrategieshavebeenshowninthe3rdpartwhilesomeimportantnegotiationskillscouldbefoundinthe4thpart.Thelastpartistheconclusion.

2.Literaturereview

2.1Thedefinitionofinternationalcommercialnegotiation.

Today,commercialnegotiationshavebecomecommonactivitiesinthebusinessworldwiththedevelopmentoftheeconomyandtheglobalization.Thedevelopmentofinternationaltradeandtheexploitationoftheglobalinvestmentwillbringthediversificationoftheinternationalbusinesscooperationinwhichcommercialnegotiationplaysanimportantrole.

Businessnegotiationisnotonlyasciencebutanart,anditcouldbefoundeverywhereinoureconomiclife.Asapivotalpartintheinternationaltrade,tosomesense,commercialnegotiationisconcernedwiththedevelopmentofthecompanies.Negotiationistheprocessoftwoindividualsorgroupsreachingjointagreementaboutdifferingneedsorideas（邹建华，2000）.

Businessnegotiationisaprocessinwhichtwoormoreparticipantsattempttoreachajointdecisiononbusinessofcommonconcerninsituationswheretheyareinactualorpotentialdisagreementorconflict.（邹建华，2000）Commercialnegotiationisasocialphenomenonandaspecialembodimentofhumanrelations.Itisaprocessofinformationexchangebetweentwosides.Theyarecounterpartsofmatchedqualificationandratherindependentinmaterialforce,personalityandsocialstatus,etc.Duetomutualcontact,conflictanddifferencesinviewpoints,needs,basicinterestsandactionmode,bothpartiestrytopersuadetheotherpartytounderstandoraccepttheirviewpointsandtosatisfytheirownneeds.

Negotiationinbusinessisacriticalaspecttogettingmoreaccomplishedandgeneratingmorevaluablesales.Negotiationisfoundeduponprinciplesbutitcouldbearguedthatitismoreartthanscience.Thebestnegotiatorsareoftenbrilliantstrategistsandgiftedtechniciansbuttheirperhapsmostunsungtraitisthemasteryofthetrueartofnegotiation.

2.2Thebasicprinciplesofbusinessnegotiationstrategiesandskills.

1.Keepitflexibleandfluid.

Itneedssomeflexibilitytokeepitfluidintheprocessofnegotiationastohowtoseektheconsistencyofbothpartiestoachievetheholisticobjectivesaslongaswedonotgiveupsomeimportantprinciples.Especiallyyouhavetousedifferentkindsofnegotiationstrategiesandtacticstodealwithdifferentnegotiationopponentsindifferentnegotiatingatmosphereandunderdifferentconditions.（刘园，2004）

Anynegotiationisaprocessofconstantthinking,exchangingofinformationandcontinuousconcessionofbothparties.Apartfromstickingtoprinciplesyoushouldalsomasterinaflexiblewayvariousnegotiationtechniques,assesswhatisintheotherparty’smind,whattheirneedsareandwhattheirtacticswillbe.Bydoingthis,onesidewillgetinanactiveandfavorablepositionintheprocessofnegotiation.Whenassessingothers’needs,trytoberealistic.Thenegotiatorscanneverforcetheirsownstandardontootherstoavoidthenegativeeffects.

Tocompletethenegotiation,bothpartiescancarryouttheirnegotiationstrategyandskills.Theprocessofthenegotiationisfullofconsidering,thinking,andskills.Inordertoachieveitsgoal,bothpartiescouldusetheflexibleandmobilemethodsinthenegotiationwhichmeansthestrategyandtheskills.

2.Sincerecooperation

Negotiationistonegotiatewiththeotherpartyinordertosolveproblems.Negotiationinitselfisakindofcooperation.Throughnegotiation,bothpartiesareseekinganalternativearrangementofabusinesssituationsothatattheendofthenegotiationtheyfeelthisresultismuchbetterthanthatwhentheyfirststarted.Asamatteroffact,bothpartiesaremakingconcessions（刘园，2004）.Whenmakingconcessionsbothsidesshouldalwayskeepinmindthattheconcessionsonepartygetsfromtheotherpartyshouldbemorevaluablethantheoneshemakesfortheotherparty.Thepurposeofthisistoseekawin-winsituationinsteadof“onewinbutonelose”.Thatistosaybothpartiesarewinners.Itisthroughsincerecooperationthatthiswin-winresultcanbemade.

Thenegotiatorsneedtoreleasealltheintentionsandgoals.Thereishowevernoneedtotelllies.Sincerityisveryimportantforanegotiator’sstyle.Keepthewordstoobtaintheopposers’trust.Treatingothersasonesidewanttobetreatedcanpromotethenegotiationandgetsuccessfulresults.Anegotiatorneedstobecannyandevendifficulttodealwith.Butatthesametimethenegotiatorshouldbeonewhokeepsnegotiator’swordsandtrustworthy.Thenbothpartiescanenjoysincerecooperation.Tobesincerenotonlyatthetimearoundnegotiationtablebutalsolaterontostrictlysticktotheperformanceofthecontract.

2.3Studiesonbusinessnegotiationstrategiesandskills

Withthechangesoftimeandtheideaonnegotiations,thestrategyhaschangedsignificantly（钟钢,2003）.Inthepasttheaiminnegotiationsisjusttogetvictoryafterthenegotiations,anditmeansthatonesideisupholdingthepositionofitsownside.Atthebeginningofthe20thcenturyafterthe1980s,peoplepaidmoreandmoreattentionto"win-win"conceptofnegotiations.Topursue"win-win"resultinthenegotiations,bothsidesshouldmakeeffortstosolvetheproblems."Win-win"istogethighefficiencyandtopursuitlowcostbasingonlong-terminterest.

Mostofthenegotiationliteraturefocusesontwostrategies,althoughtheycallthembydifferentnames.Onestrategyisinterest-based（orintegrative,orcooperative）bargaining,whiletheotherispositional（ordistributiveorcompetitive）bargaining.Intheirbest-sellingbookonnegotiation,GettingtoYes,RogerFisherandWilliamUryarguethattherearethreeapproaches:

hard,soft,andwhattheycall"principlednegotiation."Hardisessentiallyextremelycompetitivebargaining,softextremelyintegrativebargaining（sointegrativethatonegivesupone'sowninterestsinthehopesofmeetingtheotherperson'sinterests）andprinciplednegotiationissupposedtobesomewhereinbetween,butclosertosoft,certainly,thanhard.Allofthesetopicsarediscussedinthissection.

Today,thereareincreasingnumbersofpeoplewhohaveabasicunderstandingonbusinessnegotiationstrategyandskills.Somestrategiesresearcheshavebeendoneaccordingtodifferentnationalandregionalculturaldifferences.陆丽娟,inherarticle,"TheComparisonbetweenEastandWestNegotiationSkills"（2005）,explainsthatinternationalbusinessnegotiationskillsareveryimportantfromtheviewpointofculturaldifferences.肖剑,inhis"TheArtofWarandBusinessNegotiationStrategyandSkills"（2000）,formedhisnegotiationstrategiesthroughlinguisticsandstrategic.

3.Negotiationstrategy

3.1Makegoodpreparationforthenegotiation

Negotiationsplanshouldincludegoalsetting,andthecontingencymeasures.Settingthegoalisnottomaketheimmobiletarget,butthereshouldbeacertainlevelofthetarget.Atthesametime,negotiatorsshouldplanforthemainproblems,ratherthananunchangeableplan.Drawingoutthegoalofthenegotiations,andmakingclearthepurposeinthepreparatorystageareimportantpartswhichyoushouldsettheconcessionlimits（Jeffrey,2000:

60）.Whatisfrequentlyencounteredinbusinessnegotiationsistheissueofprice,andinfactitisconflictofinterestissue.Inthenegotiations,bothsidesshouldsetabottomlinebeyondwhichallthenegotiatorscouldaccept.

Goodprep