英语论文International Business Negotiation Strategies and Skills.docx

1、英语论文International Business Negotiation Strategies and SkillsInternational Business Negotiation Strategies and Skills1. Introduction 12. Literature review 22.1 The definition of international commercial negotiation. 22.2 The basic principles of business negotiation strategies and skills. 42.3 Studies

2、 on business negotiation strategies and skills 53. Negotiation strategy 73.1 Make good preparation for the negotiation 73.2 Do Research 83.3 Offensive-start strategy 93.4 Create “win-win” results 114.Negotiation skills 134.1 Asking skill 134.2 Respect the cultural differences 144.3 Language skills 1

3、54.3.1 Implication and euphemism 154.3.2 Humor Skill 174.4 Imply the limited time 185. Conclusion 19References 201. IntroductionInternational business negotiation strategies and skills are important to the development of countries and enterprises. Some articles have concluded negotiation strategies

4、and skills even through linguistics and strategic. Therefore, nowadays it will require people to have a deep understanding of business negotiations and do research on it. Naturally, the strategies and skills have become major issues in the study of business negotiations. The study showed that negoti

5、ation strategies and skills play an irreplaceable part in negotiations.In this paper, the strategies are about the targets and especially the methods to deal with the main and key problems that may come out in the whole negotiating process. For example, making preparation and doing research beforeha

6、nd. However, the skills focus on solving some troubles or detailed matters that should be careful when discussing. For example, asking skill and the language skills. Facts have shown that the research on negotiation strategies and skills will help to make fewer mistakes in the international business

7、 negotiations, and it is a powerful weapon helping to win the negotiations. In the 2nd part of this article, I talk about the definition of business negotiation, the basic principles of business negotiation strategies and skills and the studies on business negotiation strategies and skills. The 3rd

8、part and the 4th part are the main chapters, through some negotiation cases and the detailed analysis, several negotiation strategies have been shown in the 3rd part while some important negotiation skills could be found in the 4th part. The last part is the conclusion.2. Literature review2.1 The de

9、finition of international commercial negotiation.Today, commercial negotiations have become common activities in the business world with the development of the economy and the globalization. The development of international trade and the exploitation of the global investment will bring the diversifi

10、cation of the international business cooperation in which commercial negotiation plays an important role.Business negotiation is not only a science but an art, and it could be found everywhere in our economic life. As a pivotal part in the international trade, to some sense, commercial negotiation i

11、s concerned with the development of the companies. Negotiation is the process of two individuals or groups reaching joint agreement about differing needs or ideas(邹建华，2000). Business negotiation is a process in which two or more participants attempt to reach a joint decision on business of common co

12、ncern in situations where they are in actual or potential disagreement or conflict. (邹建华，2000) Commercial negotiation is a social phenomenon and a special embodiment of human relations. It is a process of information exchange between two sides. They are counterparts of matched qualification and rath

13、er independent in material force, personality and social status, etc. Due to mutual contact, conflict and differences in viewpoints, needs, basic interests and action mode, both parties try to persuade the other party to understand or accept their viewpoints and to satisfy their own needs. Negotiati

14、on in business is a critical aspect to getting more accomplished and generating more valuable sales. Negotiation is founded upon principles but it could be argued that it is more art than science. The best negotiators are often brilliant strategists and gifted technicians but their perhaps most unsu

15、ng trait is the mastery of the true art of negotiation. 2.2 The basic principles of business negotiation strategies and skills.1. Keep it flexible and fluid.It needs some flexibility to keep it fluid in the process of negotiation as to how to seek the consistency of both parties to achieve the holis

16、tic objectives as long as we do not give up some important principles. Especially you have to use different kinds of negotiation strategies and tactics to deal with different negotiation opponents in different negotiating atmosphere and under different conditions. (刘园，2004)Any negotiation is a proce

17、ss of constant thinking, exchanging of information and continuous concession of both parties. Apart from sticking to principles you should also master in a flexible way various negotiation techniques, assess what is in the other partys mind, what their needs are and what their tactics will be. By do

18、ing this, one side will get in an active and favorable position in the process of negotiation. When assessing others needs, try to be realistic. The negotiators can never force theirs own standard onto others to avoid the negative effects. To complete the negotiation, both parties can carry out thei

19、r negotiation strategy and skills. The process of the negotiation is full of considering, thinking, and skills. In order to achieve its goal, both parties could use the flexible and mobile methods in the negotiation which means the strategy and the skills.2. Sincere cooperation Negotiation is to neg

20、otiate with the other party in order to solve problems. Negotiation in itself is a kind of cooperation. Through negotiation, both parties are seeking an alternative arrangement of a business situation so that at the end of the negotiation they feel this result is much better than that when they firs

21、t started. As a matter of fact, both parties are making concessions(刘园，2004). When making concessions both sides should always keep in mind that the concessions one party gets from the other party should be more valuable than the ones he makes for the other party. The purpose of this is to seek a wi

22、n-win situation instead of “one win but one lose”. That is to say both parties are winners. It is through sincere cooperation that this win-win result can be made. The negotiators need to release all the intentions and goals. There is however no need to tell lies. Sincerity is very important for a n

23、egotiators style. Keep the words to obtain the opposers trust. Treating others as one side want to be treated can promote the negotiation and get successful results. A negotiator needs to be canny and even difficult to deal with. But at the same time the negotiator should be one who keeps negotiator

24、s words and trustworthy. Then both parties can enjoy sincere cooperation. To be sincere not only at the time around negotiation table but also later on to strictly stick to the performance of the contract.2.3 Studies on business negotiation strategies and skillsWith the changes of time and the idea

25、on negotiations, the strategy has changed significantly(钟钢,2003). In the past the aim in negotiations is just to get victory after the negotiations, and it means that one side is upholding the position of its own side. At the beginning of the 20th century after the 1980s, people paid more and more a

26、ttention to win-win concept of negotiations. To pursue win-win result in the negotiations, both sides should make efforts to solve the problems. Win-win is to get high efficiency and to pursuit low cost basing on long-term interest.Most of the negotiation literature focuses on two strategies, althou

27、gh they call them by different names. One strategy is interest-based (or integrative, or cooperative) bargaining, while the other is positional (or distributive or competitive) bargaining. In their best-selling book on negotiation, Getting to Yes, Roger Fisher and William Ury argue that there are th

28、ree approaches: hard, soft, and what they call principled negotiation. Hard is essentially extremely competitive bargaining, soft extremely integrative bargaining (so integrative that one gives up ones own interests in the hopes of meeting the other persons interests) and principled negotiation is s

29、upposed to be somewhere in between, but closer to soft, certainly, than hard. All of these topics are discussed in this section.Today, there are increasing numbers of people who have a basic understanding on business negotiation strategy and skills. Some strategies researches have been done accordin

30、g to different national and regional cultural differences. 陆丽娟, in her article, The Comparison between East and West Negotiation Skills (2005), explains that international business negotiation skills are very important from the viewpoint of cultural differences. 肖剑, in his The Art of War and Busines

31、s Negotiation Strategy and Skills(2000) , formed his negotiation strategies through linguistics and strategic. 3. Negotiation strategy3.1 Make good preparation for the negotiationNegotiations plan should include goal setting, and the contingency measures. Setting the goal is not to make the immobile

32、 target, but there should be a certain level of the target. At the same time, negotiators should plan for the main problems, rather than an unchangeable plan. Drawing out the goal of the negotiations, and making clear the purpose in the preparatory stage are important parts which you should set the concession limits (Jeffrey, 2000: 60). What is frequently encountered in business negotiations is the issue of price, and in fact it is conflict of interest issue. In the negotiations, both sides should set a bottom line beyond which all the negotiators could accept. Good prep