国际商务谈判相关资料英文版Word下载.docx

1、The General Procedures of International Business Negotiation Five Links of International Business Negotiation Cross-Cultural Problems in International Business Negotiation Basic Qualities for Negotiators Some Styles in International Business Negotiation Tactical Expressions in Business Negotiation P

2、reparation for Exporting Preparation for Negotiation Business Negotiation IBusiness Negotiation IIBusiness Negotiation IIIBusiness Negotiation IV After the Negotiation Chapter Onee GTheneral Overview on International Business NegotiationAn Overall Framework of International Business Negotiation Feat

3、ures of International Business Negotiation Basic Rules of International Business Negotiation Stock Phrases Some Tips for Trade Delegation 1. What is Negotiation? The word “negotiation” derives from the Latin Infinitive “negotiari”（做贸易或生意）which means “to trade or do business”. This word itself is fro

4、m another word, “negare”（拒绝）, meaning “ to deny” and a noun, otium（休闲）, meaning “leisure”. Thus , the ancient Roman businessperson would “deny leisure” until the business has been settled. Negotiation is a common human activity as well as a process that people undertake everyday to manage their rela

5、tionships such a buyer and a seller, a husband and wife, children and parents. As the stakes in some of these negotiations are not very high, people need not have to get preparations for the process and the outcome. But in international business negotiations, the stakes are usually high, people cann

6、ot ignore this fact, they have to get preplans in a more careful way. Both parties in this kind of negotiation should contact each other so that they can get a better deal rather than simply accepting or rejecting what the other is offering. The whole process of negotiation is based upon the premise

7、 that both parties are interdependent, that is, one side cannot get what he/she wants without taking the other into consideration. In the process of negotiation, there are no rules, tradition, rational methods or higher authorities available to resolve their conflict once it crops up. Negotiation is

8、 a voluntary process of giving and taking where both parties amend their offers and modify their expectations so as to come closer to each other and they can quit, at any time. 2. Why do People Negotiate?Negotiation is at the heart of every transaction and, for the most part, it comes down to the in

9、teraction between two sides with a common goal （profits） but divergent methods. These methods （the details of the contract） must be negotiated to the satisfaction of both parties. As we will see later that it can be a very trying process that is full of confrontation and concession. Whether it is tr

10、ade or investment, one party will always arrive at the negotiation table in a position of greater power. That power （ the potential for the profits ） may derive from the extent of the demand or from the ability to supply. The purpose of negotiation is to redistribute that potential. There is no such

11、 thing as “to take it or leave it” in international business. In fact, everything is negotiable. It all depends on the expertise of the negotiators. 3. An Overall Framework of IBN International business negotiation （IBN） is a consultative process between governments, trade organizations, multination

12、al enterprises, private business firms and buyers and sellers in relation to investment and import and export of products, machinery and equipments and technology. Negotiation is one of the important steps taken towards completing import and export trade agreements. To reach the desired results, the

13、 negotiators must seriously carry out the relative trade policies of their own countries. They should have good manners and speak fluent English. They should have a profound knowledge of professional technology and international markets. They should know the specifications, packing, features and adv

14、antages of the products and be able to use idiomatic and professional terms. In general, an overall framework of international business negotiation cover the following aspects: background factors, the atmosphere and the process.3.1 Background factors refer to objectives, environment, markets positio

15、n, third parties and negotiators. They influence the process of negotiation and the atmosphere in a positive or negative way. Objectives mean what each side desires to achieve in the end. They are common, conflicting or complementary interests in both sides wanting a successful transaction to take p

16、lace; their interests conflict as profit to one is cost to the other; and complementary interest brings them together. Common and complementary objectives leave direct and positive effects while conflicting objectives have negative ones on the negotiation process. Environment here is defined as the political, social and structural factors related to bot