The Knowledges That Should Be Acquired in Business Negotiations20.doc

第 8页the knowledges that should be acquired in business negotiationsintroductionafter chinas accession to the wto, as the opening is up the domestic economy continued to increase, the degree of integration with the world economy has been continuously deepened, china has established a large trading status in the world. international business negotiations in the business more and more important role, it is cross-border activities that occurred, understanding of the different cultural environment and taking into account cultural differences in business activities in international business negotiations is very important. different countries, different nationalities, its geographical environment in which different historical backgrounds, religious beliefs, forming a distinctive way of life, national traditions and customs. but negotiations are completed by the person, which determines the negotiations by many human factors, the negotiators from different countries and regions, their negotiations styles are big different with different cultural background .if each others cultural background is not enough to understand, some will inevitably stalled. negotiations is not conducive to friendly exchanges between countries. therefore the negotiations should be fully prepared before.1 the meaning and function of business negotiationbusiness negotiations are people in all kinds of business, in order to make both parties (or more) opinion and negotiate consistent. negotiating business includes not only the product, including the capital, technology, information and services, such as commodity supply and demand, technology import and transfer negotiations, investment negotiation. negotiations through the business negotiation, its purpose is to change the relations between each other and exchange of ideas, in order to achieve the cooperative relationship. this is a complicated process, make sure their respective rights and interests, and other aspects of huila, therefore, business negotiations, the heart is right in the fight, but also to common appreciates, this is contradict to be united again already, individual and overall interests.1.1 the meaning of negotiation the general meaning, the so-called negotiations in social life, is to satisfy their needs, parties and maintain their own interests, both properly solve a problem and negotiations. business negotiation, is the activities of the consultation of the parties for some goods or services in a variety of transaction.1.2 the important role negotiation play in business activitiesan analysis of the cultural business negotiation is indispensable for all sales work a key link, many sales work very well, but mention like fish infarction in negotiations. negotiation is spear and shield. enter, can attack. retreat, can protect themselves. make oneself of benefit maximization is the ultimate goal of each person.2 business negotiations in business activities of conflict and analysisthough we are in pursuit of win-win, but not every problems can achieve win-win, usually when negotiations stalled circumstance, because the negotiations to position the negotiator. this situation is only one: there must be one to make a concession agreement. but such negotiations will become a will made, one will stand the competition to see who is the most stubborn or who is generous. then, the negotiations will be into a lasting stand off, against the further cooperation between later. at that time, we just need to pursue, and dilution of interests in common, because we are many people in the emotional, neglecting the opposite position in both sides, existing conflict of interests, but also possible common or other compatible interests. of course, the concession is tantamount to negotiations failed negotiations. in negotiations to most taboo is optional improper concessions. have experience in himself with the negotiator will be an important condition to exchange for each other, but it doesnt matter is about some conditions. such negotiations can be a win-win negotiation.american y company sales a color tv glass-shells to shijiazhuang factory of china, after installation, production debugging results have no ideal, its the time for american to spend their christmas feast, so they went home. then the whole work have to stop, especially all glass furnace should keep heat preservation. though the feast is legal, chinese production line is the price, pause between cannot fusion.the chinese experts and technology start to research and solve the problem when americans go home, after a week of the day and night are the questions are solved out, this is the key of team work. the machine can produce qualified, and other equipment can work according to its rhythm.three weeks later the researchers back to the chinese factories, a factory warehouse glass-shells, very surprised, ask what happened? when told that the chinese experts debugger the general line themselves, then angry, and think: chinese personnel should not move equipment, must be responsible for it. and the foreign make representations with trade agency for factory made solemn representations of factory: they will not take responsibility for the production equipment, and will claim if not liable to influence the recycling.questions:（1）what is your idea about the discuss of american?（2）what is your idea about the behavior of chinese people?（3）what will the the chinese foreign trade agency will answer facing this matter?（4）how about the result?analysis：（1）the main categories of sophisticated, discusses the application of parallel: the parallel demonstration, and replaced by the phenomenon of nature. （2）the chinese themselves debugging equipment has certain risks, according to the contract will cause problems, not sure, absolutely cannot thoughtless form. at this time, can exercise the right of claim to the united states, focusing on judgments. when confident, pain is contrast deduction, a decision action of reasoning, essentially normal meaning on both sides have positive results.（3）chinese vigorously, starting from the concept of contract who had basis -? to calculate whose loss is the biggest, and deduce the united states should take it or not. （4）the final result: thanks for the chinese reduce burden for them, and shall continue to perform the unfinished contract obligation.2.1 different customs in business culturenational customs must be respected in our foreign relations. if you dont understand the habits and customs of guests, would violate taboos, make the person feels hurt his pride, serious can feel insulted, even hurt feelings, ethnic relations between countries. there are many reasons for the unique national customs and etiquette formation: a history and geography reasons, the impact of culture, lifestyle differences, but more is the role of religious belief.muslims are generally thought left hand is dirty, hand in hand to relay taboo, especially for food. in muslim countries, right hand should be usd to accept the tea not the both. christian countries people taboo 13 this number, dont attend activities. in some places, the hotel room number, floor, the party zhuohao, the teams numbers are generally avoid the number 13. a table, also dont try to arrange meal 13 people.flowers are favourited by peoples of all countries, in the delight when guests is indispensable, such as airport, decorate the room , banquet table will flower. in the daily communications, flowers often as gifts, to express congratulations, love and sympathy, etc in different ways.the type and the color of the flowers has its meanings in different countries: such as yellow flowers in france is the symbol of loyalty, is unlucky. chrysanthemum is popular in our country, but many countries like france, italy, and often are used to honor the dead, cant literally put.about the same gestures, movements and gestures in different countries, different meanings, for example, said the gesture, thumb and forefinger synthesis of a circle, the three fingers upward in the united states, set up the ok, but in brazil, which is not civilization gestures. in our country, we have one action, one person appreciates, we will lift up thumb, really great! but in iran, the gesture is a kind of person, cannot use casually insult.2.2 cultural differencesdifferent countries have different cultures of the international business negotiations, the existing problems of cross-cultural mainly reflected through language, etiquette, taboo and religious beliefs, negotiating style.（1）the languagethe international business negotiations are in english, but most of the negotiations both sides are often not native english, which will increase the difficulty of communication, so we will try to use simple and clear english. ross-cultural communication is a serious disease , by namely subjectively think other must be in accordance with our intention, our habits to understand our speech, or from each other in our understanding of each others. the most typical example is yes and no use and understand.（2）etiquetteetiquette plays an important role in the process of peoples communications. firstly, it can communicate affection between people, feel the dignity of personality, enhance peoples dignity, secondly, it helps to develop the chinese people and the people worldwide friendship. in foreign exchanges, comply with international practice and etiquette, be helpful for chinas opening to china, the style of decorum, finally, the health, the necessary etiquette could win the respect and affection of people, make friends, to avoid estrangement and resentment.（3）taboo and religious beliefs.in foreign affairs activities including commercial activity, taboo is forced to consider matters, especially in east asia, south asia, central asia, north africa, the prevalence of religion. some of the customs and habits national taboo, communication, ready to grasp the negotiations, each task timely completion, plays a very important role.（4）styles of negotiationssuch as india, humility, patience, negotiators, respect for others, and always adhere to the american negotiator hawkish than india more conciliatory negotiator. compared with other negotiator arab treater is a very important different they put themselves in a neutral position, dont think they belong to any party, so direct confrontation is rare. conservative and prudent negotiators sweden of success, they based on facts and detailed information processing. italian treater is energetic, abound performance, but they lack frankness compared with sweden negotiator.2.3 the psychological differencespsychology is the business negotiation activities in business negotiations, the negotiators of the various mental activities. it is the business activities of the negotiators in the negotiations on all the circumstances, the objective reality of the subjective conditions of active reflection. as with other mental activities, business negotiations, psychological characteristics of mental activity and its regularity. in general, negotiations within the hidden psychological with the relative stability of individual differences and so on.as the psychological affects peoples behavior, behavior is closely linked with the psychological, therefore, human psychology can turn to speculate from its external behavior. mastering the certain rule, we can more fully understand each others mental state.the relative stability of commercial negotiations is the peoples psychological phenomenon of a business negotiation, phenomenon has certain stability. business negotiation psychological individual differences, is that due to subjective and objective conditions negotiators individual differences between negotiators individual state of mind there are some differences. business negotiation individual psychological differences, asking people to study business negotiations in psychology, they need to pay attention to explore the psychology of business negotiation and rules of common features, but also pay attention to different individual psychology is unique, effective services for business negotiations.3 the business negotiation skills3.1 personnel determine skillslearning to become an effective negotiator means you should always try to keep an open mind. its quite possible that the end result of the negotiation might be just as good as you intended, even if it finally looks a little different from what you had in mind.when there are lots of issues to be negotiated, keep the whole set of issues in mind so that you can give way a little here in order to gain a little there. follow these ideas and you will soon learn how to be successful in negotiation.dont go in aggressively or in an adversarial frame of mind:before you enter the room be sure you have got the most up to date position so you can negotiate with the latest facts and figures at your fingertips. negotiations can break down over the smallest misunderstanding; so if there is any doubt over a statement or quoted fact make sure you query and get it clarified immediately.to avoid your reactions giving away your feelings try taking notes. the appearance of you concentrating on your notes will cover up anything you dont want to disclose non-verbally.be prepared to call for a comfort break or breather if you feel yourself sagging or uncomfortable or the room temperature is wrong. the concentration levels can easily suffer if you keep going without a break. this can also be a useful strategy when you feel that an item is becoming deadlocked.3.2 communication skills（1）admit the differences of cultural in international business negotiations, the first thing we must do is to admit the cultural differences and prepare for it, so in error can adjust good mental state. in negotiations also to avoid vague language and action.（2）patiently listen actively and approved by the ideas expressed each other.the negotiators primary task is to collect information, and thus enhance creativity. the negotiators hope their ideas was understood, so listen is an important activity in international business negotiation .（3）you must let your expression be understood in order to let them know that you must let someone know your conversation, diversion, said often did not increase the possibility of the contact negotiations to succeed. although some oriental countries, negotiators compared to communicate the trouble caused certain, but if you have implicative, so the negotiation process will be harder, international business treater to learn express their feelings, and not to blame each other.negotiation is not debate, the negotiations both sides is not a case in the communication between the plaintiff and defendant, but in the same position in the same case, the relationship between the two sides although is also have different opinions, but ultimately to award of.（4）the content of the communication should be targetednegotiators in full communication have to noticed, much content, lacking pertinence, also can hinder the efficiency of the negotiations, sometimes also can have the opposite effect. in negotiations, wastes time and energy for both sides is a loss. especially for those highly individualistic negotiators, the business goes, in righteousness.communication based on trust, mutual understanding, mutual respect, and maintain friendly relations, so as to maintain long-term cooperation relations.3.3 haggle skillbargaining is an important content of the negotiations, a good negotiator should not only master the basic negotiations the principles, methods,but also skilful use of bargaining strategies and skills, this is the guarantee of success to negotiate. some bargaining skills are as follows:（1）testing of the watersin negotiations to initiative, as far as possible to know each other, as far as possible to grasp some steps to each other, and the influence of reaction is to understand each other, testing of the waters of a kind of tactics. （2）bounty demand tacticsthe key is to make the increase acceptable to each other. generally speaking, the bounty is based on scientific calculations, accurate observation, judgment, and analysis, of course, endurance, experience, competence and confidence is also very important.（3）price concessionsprice concessions directly relates to the way by the interest, ideal compromise is the way to make each type of diminishing step, it can make not disorderly, a successful person can unlimite the concession request.（4）the quotationlast time should grasp the bid, because if the timing and conflicting parties, even under the condition of angry points confrontation, amounted to a final offer ultimatum, likely to think a threat, endanger negotiations smoothly. when the price can not reach an agreement, if the other party that has obvious tendency of the agreement, then put forward the final offer, is relatively appropriate.3.4 dissolve barriers skills（1）avoid divergence, transfer issue. when both sides of a serious issue differences are not willing to compromise and stalled, blindly argue and cant solve the problem, can use avoidance of divergence, change a new issue with each other.（2）the respect objective, pay attention to the interest. because each negotiating position on both sides of the difference, subjective negotiations stalled. this time the negotiator easily from heated debate, forget what is the common interests of all.（3）many schemes, the alternative. if both parties only adopted a