英语论文-International Business Negotiation Strategies and S

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International Business Negotiation Strategies and Skills

1. Introduction ................................................................................................................................... 2 2. Literature review ........................................................................................................................... 3

2.1 The definition of international commercial negotiation. ..................................................... 3 2.2 The basic principles of business negotiation strategies and skills. ...................................... 4 2.3 Studies on business negotiation strategies and skills .......................................................... 6 3. Negotiation strategy ................................................................................................................... 7

3.1 Make good preparation for the negotiation ......................................................................... 7 3.2 Do Research ........................................................................................................................ 9 3.3 Offensive-start strategy ..................................................................................................... 10 3.4 Create “win-win” results ................................................................................................... 11 4.Negotiation skills ......................................................................................................................... 13

4.1 Asking skill ....................................................................................................................... 13 4.2 Respect the cultural differences ........................................................................................ 15 4.3 Language skills ................................................................................................................. 16

4.3.1 Implication and euphemism ................................................................................... 16

4.3.2 Humor Skill ............................................................................................................ 17 4.4 Imply the limited time ....................................................................................................... 18 5. Conclusion .................................................................................................................................. 20 References ....................................................................................................................................... 21

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1. Introduction

International business negotiation strategies and skills are important to the development of countries and enterprises. Some articles have concluded negotiation strategies 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 negotiation 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 beforehand. 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 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 part and the 4th part are the main chapters, through some negotiation cases and the detailed analysis, several negotiation

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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 review

2.1 The definition 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 diversification 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 is 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 concern 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

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of information exchange between two sides. They are counterparts of matched qualification and rather 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.

Negotiation 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 unsung 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 holistic 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 process 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

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other party’s mind, what their needs are and what their tactics will be. By doing 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 their 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 negotiate 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 first 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 win-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 negotiator’s style. Keep the words to obtain the opposers’ trust. Treating others as one side want to be treated can promote

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