英文版-谈判策略及欧美谈判风格.doc

1、Design Your Negotiation Strategies for Businessmen from the Americas and EuropeI.：Introduction According to Robert Maddox, author of SUCCESSFUL NEGOTIATION, negotiation is the process we use to satisfy our needs when someone else controls what we want, is a basic human activity as well as a process

2、people undertake every day to manage their relationship, is a fact of life. People negotiate something at work, at home, or as a consumer everyday even when they dont think of themselves as doing so. Negotiation is a conflict-solving process, so negotiation strategies are necessary. In different sit

3、uation , need different strategies. International business negotiations cover various levels of negotiators from multi-nations and multi-nationalities. Due to different cultural background and customs there exist evident differences of values and negotiation styles among people all over the world. T

4、herefore a business negotiator should have some business conventions of different countries. Different cultures solve problems in different ways. You must ask yourself what you expectations are when you enter a negotiation setting. The expectation of different cultures, even within an organization,

5、can be very different. Those expectations relate directly to their view of what the problem is and what the values are surrounding the problem and the options for solving it.So in this paper, focus will be laid upon what negotiation strategies is, what the major negotiation styles are in the America

6、s and in Europe, and what differences are between in the Americas and in Europe.II：what I have learned from this courseThis term, we have learned the ENGLISH FOR INTERNATIONAL BUSINESS-NEGOTIATION & COMMUNICATION. At first, I dont know anything about business negotiation, but now something are chang

7、e and different. We have learned Part1 - ABC to business negotiation & communication, Part3-Practical business negotiation, and Part 4 Intercultural business negotiation & communication in this term. Through learning 3 part, I already know that what is communication and negotiation, what are the pri

8、nciples and strategies of negotiation & communication, what is the intercultural business negotiation and so on. In class, we always have opportunities to practice our new knowledge ,as to me ,I think it is a better way to study well, which enhance our business English ability to some extent, after

9、that ,I know what is it and how to use it. In the future we may use its theories into our daily life to help and change us. All in all, Its very useful in English major.III：The brief introduction to negotiation strategies.What is negotiation strategies?Negotiation strategies is a kind of psychologic

10、al judo. Strategies are crucial to business negotiation. They are acting guidelines and policies of the whole negotiation process and are subject to modification with the progress the negotiation. Since different organizations work in different ways, and each has a characteristic style of negotiatio

11、n, negotiators need training and experience before they can successfully handle the different styles of other parties. No single style of negotiation “wins”. It is the more skilled negotiator who will prevail. A: Choosing suitable style and modes.As strategies are closely related to negotiation styl

12、es, each negotiating team and each negotiator should choose a style that will best serve their goal. Negotiators and teams must be flexible, able to change styles as easily as they change locations.B: Strategies of pre-strategies of presentation.In the bidding presentation of the negotiation process

13、, there are three guidelines to the way in which a bid should be put firmly , clearly, seriously, and without reservation or hesitations.C: Strategies of responsiveness. At this stage first party should fully aware that he has put a bid, and he has a prefect right to know what the other party is pre

14、pared to offer in return. Its quite necessary to do some research work of studying the other side before responding to the bid. In responding to bids by the other party there is a need to distinguish between clarification and justification. On this basis, he or she must have idea how to satisfy the

15、other party in gaining their interests and at the same time have to figure out what are the interests that really belongs to them and what are the things they expect to get.D：Offensive and defensive strategies.Offensive strategies are designed to take the initiative while defensive strategies are th

16、e counter to offensive ones, and they are the springboards from which a counter-offensive can be launched.E: Strategies of making concession.Making concessions is one of the most popular strategies used in the bargaining process to keep the negotiation on going. Making concessions however has a lot to do with many other factors. Every concession is very closely connected to a partys own interests. Although it depends mainly on the neg