王彩虹_商务英语谈判论文.doc

1课程论文Negotiation Skills谈判技巧班级2008级普本1班学号080120127姓名王彩虹2011 年 6 月 30 日The skills in English business negotiations AbstractBusiness negotiation, it is to point to the negotiations both sides to achieve a certain goods or services to the deal, many kind of trading conditions for consultation activities. With the development of market economy, the concept of goods in expanding is extension, it also includes not only the physical labor of all products, also includes the capital, technology, information, and service. Therefore, business negotiation is to point to all the discussion about commodity, such as commodity supply and demand negotiations, technology import and transfer negotiations, investment negotiations.Along with the development of economic globalization, Chinas international trade is becoming more and more developed. International trade business negotiation is unavoidable, so we must understand the culture of merchant of various countries to discuss international business negotiation, analysis the process of international business negotiation and the negotiation skills of merchants all over the world, enhance the competitiveness of Chinese merchants in international business. Key wordsBusiness negotiation; Negotiation skills; Negotiation styles【摘要】商务谈判，是指谈判双方为实现某种商品或劳务的交易，对多种交易条件进行的磋商活动。随着市场经济的发展，商品概念的外延也在扩大，它不仅包括一切有形的劳动产品，还包括资金、技术、信息、服务等。因此，商务谈判是指一切商品形态的交易恰谈，如商品供求谈判、技术引进与转让谈判、投资谈判等。随着经济全球化的发展，我国的国际贸易也越来越发达。国际贸易中的商务谈判在所难免，所以必须懂得各国商人的文化来探讨国际商务谈判，分析国际商务谈判过程、世界各国商人的谈判风格，增强中国商人在国际贸易中的竞争力。【关键词】商务谈判，谈判技巧，谈判风格 1/10第 7 页Business English negotiations pragmatic strategy use1 prefaceA foreign business negotiator should familiar with talk principles, not only to relevant laws and business operations, but to grasp some negotiation skills and be proficient in use of some pragmatic strategy, namely the flexibility of linguistic expression, means and skills to achieve the desired negotiations aims. Business negotiation is a complicated process about problem solving and reaching an agreement. Negotiators words can be various according to different object and use the language strategy according to the different people. In business negotiation process, successful pragmatic strategy will undoubtedly play a positive role. This paper discusses the use of business English negotiations pragmatic strategy.Intercultural business negotiation is the various countries and regions of the people in order to achieve the goals that trade mutual consultation activities. Because English is the official language of the European and American countries, so business negotiation language most times are use of English .The negotiations involving the English skills about asked question, a careful study of the characteristics and principles, negotiations properly by using English skills, is the important factor of negotiations success.2 English negotiation skills2.1 Business negotiation preparations Business negotiation preparations is also a part of the business negotiation skills, it often can have an unexpected effects to each other. Before negotiations, make a fully investigation of each other, analysis the disadvantages and advantages of them. Analysis what kind of problem can be discussed, and what is not need be negotiated. Also you should analysis what kind of problem is the most important to them. Also want to analysis our own situations. Suppose we will negotiate with a big company manager, , first of all we should ask some questions, then lists a question sheet, questions to ask all prior to think well, otherwise the effect of negotiation will be discounted.2.2 Good at listening to, do speak less and listen moreBusiness negotiation is actually a kind of dialogue, in this dialogue, the two sides expounded his situation, state the own point of view, listen to each other proposal, offer, and do the proposal, also offer, mutual concessions, and finally to reach an agreement. Successful negotiators use more than 50% of the time. They listen to, side to side, analysis, and to keep the other side puts forward problems, to ensure the correct understanding of each other completely. Concrete is, to try to encourage each other, “Please? Go on.” “Yes” And ask problem make the other side talk about their situation. If understand the others idea you can say, “I know what you mean”. If you agreed you can say, “that is a good idea” .If you will agree with some condition you will say for example,“ We accept your proposal , on the Condition that you order 30000uni t s .” 2.3 Questions skillsQuestions skills are very important. Through questions we can not only obtain some information that we can not get usually, but can confirm our previous judgment. Exporters application open questions (namely reply is not yes or no, but need special problem of interpretation) to understand the importers need, because this kind of problem can make importers free shared their needs .For example, “Can you tell me more about your company” and “What do you think of our proposal”. We should note the key answer of the foreign merchants for future use. For example, importers often ask “Can not you do better than that? ”To this question, we dont concede .We should ask what is meant better, or better than what？We can continue to ask questions until fully understand competitors offer. Then, we can tell them our offer is different, in fact, the better than other competitors. If the other party refuses to our conditions, we can change another other conditions constitute a new conditions to the other questions, make the new offer. The other side also available to our counter-offer conditions of questions. Both sides to continue consultations, each other to make any concession, find the important thing in common until. 2.4 Implied and tactful Some words in business negotiation although correctly, but the other side can not accepted, the words cant achieve a good result. Implied euphemism pragmatic strategy emphasizes words are end but the meaning is endless, and the spare meaning is all at the silence, let a person comprehend string by implication. For example: I agree with most of what you said. Illocutionary is, there is something in what you said that I can not agree with. This is a euphemism negative strategy. Be like again, you should have put forward this move earlier. Its implied one mean of criticism: You should not change the program so late. Under the environment of business negotiations, we can use this tragedy in many circumstances. If encounter a confidential or recessive should not be the truth, meet some ax-grinders not friendly words and deeds or activities such as unfavorable straight when Chen occasions, we can use implied euphemism strategy indirectly expression. This can avoid positive conflict, manufacturing and friendly atmosphere.To make them believe that it was his point of view. In this case, the negotiation rivals have respected feeling, he would think against this plan is against his own, and easy to reach a consensus, get negotiations succeed.2.5 Flexible, Flexibility and combining principle Business negotiation process often to meet some unexpected embarrassing things that need negotiator has flexible, requirements, and the ability of language strain associated emergency means, cleverly out of difficulties. Sometimes cant give each other a definite answer, but not a negative, then the negotiations have room to shift will have to avoid explicitly reply. When met his match force you to make a choice, if you said: let me think about it, and so on, the language will be think lack definite view, thus at a disadvantage in psychology. This moment you can tell them politely, I m afraid I cant give you a definite reply now” .or I j us t need some time t o think it over. Flexibility and principle is involved in language effect and convey the original intention in the two aspects. Lack of flexibility will affect expressing effect, and wont flexible then often make an impasse in negotiations. To different countries and different negotiation opponent, constantly adjust themselves, adhere to the unity of the principle and flexibility. For example, in the negotiations with the European and American countries businessman, if there are different views, you had better be honest hand dont beat around the bush.Negotiation process often to meet some unexpected that embarrassing negotiator has flexible, requirements, and the ability of language strain associated emergency means, cleverly out of difficulties. When met his match to force you to make a choice, you immediately if said: let me think about it, and so on, the language will make the person think lack definite view, thus in psychology at a disadvantage. 2.6 Fuzzy pragmatic strategy Fuzzy pragmatic strategy in business negotiations of apply make the language has very big flexibility, the output information intuitive. Avoid too sure. Let negotiator freely. Avoid an impasse in negotiations, leaving the necessary room for practice: I am afraid that the proposal you put forward just now isnt up too much Your presentation makes me feel a little tooyou know what I mean. The above isnt up too much you know what I mean Are fuzzy language, meaning is very wide, not clear boundaries. Let people flexibly to understand.Fuzziness pragmatic strategy can use less price transfer enough information, and to the complex things make efficient judgment and processing. For example, Our business policy is very clear and our enterprise credit is also known to all. Negotiators under the conditions at the time dont do positive answer to questions. Avoid unfavorable situation on this issue, get rid of entanglement with each other. Another fuzzy pragmatic strategy still can rise to render role. Win them from psychological victory. Im sure you will find our price most favorable. Elsewhere prices for hard ware have gone up tremendously in recent years. Our prices havent changed much.In business negotiations, the negotiators through the posture, gestures, the look, face expression of the vocal organs to express silent language, which often play an important role in the negotiation process. In some special environment, sometimes need silence, proper silence can get the result that can not expect. 2.7 Humorous pragmatic strategiesIn business negotiations pragmatic behavior, his facetious language can make serious tensions become easy to accept. Make negotiation atmosphere warmed up immediately. Even in the crossfire argument and fierce competition in the bargain. Humorous words can also extremely beneficial disproved fallacy, and used to distinguish what is right and what is wrong, to persuade each other.We can say that humorous pragmatic functions to create a good atmosphere, transfer negotiations feelings, make negotiators in psychological got enjoyment. Improve the efficiency of the negotiations. Make complex negotiation activities in the pleasant atmosphere smoothly. Im of the opinion that our meeting is fruitful. But there is only one point that I feel disappointed .What I feel disappointed is that there is no single issue at all that needs debating between us. In fact, in business negotiations, humorous pragmatic strategies reflect the negotiator elegant, with high culture and strong ability of language freely.2.8 break a stalemate in negotiations2.8.1 beyond disputeMany business negotiation, the two sides in the main aspects share common interests in specific problems, but there exist some differences and be not willing to concede, if the party can put forward a negotiating the objective principle beyond the parties, it may be considered fair, practical, easy to be accepted by everybody, however this principle is not necessarily the most appropriate, but because there is no better replace scheme hence may be adopted this strategy could effectively break deadlock and lose no time to safeguard the interests of both parties.In business negotiations, the language better do it targeted specific. Fuzzy, bothersome language can make the doubts, the antipathy to party, reduce your authority, become the obstacle negotiation.2.8.2 honestyTodays international business increasingly built on the basis of interpersonal relationship between people are always willing to and his familiar and the trust of people doing business, to get the main way of trust is be honest in gridlock, if talks negotiator can from the perspective of the other side in negotiations with the consideration question, be honest, each opponent will have more understanding, this to eliminate misunderstanding and differences, find more common ground, construct a mutually acceptable solution, can have positive role as long as both sides can put yourself in standing in their shoes thinking, problem analysis, definitely can get more break deadlock train of thought.Negotiation behavior is a process of seeking cooperation with each other. Sitting at the negotiating table, consultation, both sides need a sincerity and should be or negotiation behavior was not necessary may not happen. According to Bloomberg, and Neil Aaron of Maslows theory, the negotiations aim is to belong to the needs of the self-fulfilling; it is based on meet the lower level need premise, and achieved.Therefore, as the hospitality of the host, find a place for the comfortable and safe environment of the talks, an exchange greetings, private feeling friendly exchanges, the negotiation process temperature, modesty, let all should be sincere.2.8.3 extracted the firewood from under the cauldronThis is a risky strategy, it is to point to in the negotiations stalled interested in cooperation conditions when absolutes, and made it clear that he has no retreat, hope the other can concessions, otherwise would accept the end of talks broke down. Use this strategy is the premise of the gap of interests requires no more than reasonable limit, the other party may be settlin