谈判策略及欧美谈判风格.doc

国际商务英语谈判专业 英语 班级 2008级（1）班 学号 0805010121 姓名 鲍清晨 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 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 situation , 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. Therefore 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, 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 Americas 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 change 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 principles 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 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 psychological 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 negotiation, 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 styles, 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, 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 prepared 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 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 the 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 negotiators flexible usage of the strategies of making concessions, it also is constrained by some basic principals. F: Towards settlement. When the parties become aware that a settlement is approaching, they should make final offer.IV：The major negotiation style in the Americas and in Europe .1: Definition for negotiation style Negotiation style is the demeanor which acting in the negotiation occasion and process. Negotiation style is the negotiators Reflection of the culture Negotiation style has itself s Unique which is different from the style of different countries and areas. Negotiation style goes through repeated practice and conclusions which is generally accepted by its country and the businessmen.2: The Function of N Style Great harmonious atmosphere Provide basis for N strategies Improve the N level People from different counties have different values, different attitudes and different experience. These different nations of value yield different understandings of the culture-negotiation link. researches and observations by most scholars indicate fairly clearly that negotiation practices differ from culture to culture and that culture can influence “negotiating style”the way person from different cultures conduct themselves in negotiating sessions. 3: The major negotiation style in the Americas3-1: American style3-1-1: Establish the negotiation relationshipThe American style is characterized first by personalities which are usually outgoing, and quickly convey sincerity. Personalities are confident and positive and talkative. They usually ignore establishing personal relation prior negotiation. In their minds, good business relation brings about good personal relation, not vice versa.3-1-2: Process of decisionsAmericans process of decisions is top to down. Their high individualism is manifested through their decision making process- individual has the right to make decision. Personal responsibility is stressed.3-1-3: Value of timeAmericans are very direct, openly disagree and think punctuality is mandatory. Their try to demand the same from counterparts. They tend to make concessions throughout the negotiations , setting one issue, then proceeding to the next. They are particularly high in bargaining phases of negotiation, make decisions based upon the bottom line and on cold, hard facts. Thus the final agreement is a sequence of several smaller concessions.3-1-4: The ways of negotiations The Americans style of negotiation is possibility the most influential in the world. Openly disagree and use aggressive persuasive tactics such as threats and warnings. Prefer speedy negotiations and get annoyed with too much socializing or postponement.3-2: Canadian style3-1-1: Establish the negotiation relationshipCanada is a Immigrant country ,has many races. Canadians are opening , and liking to live a comfortable life, emphasizing the free, and focusing on profit.3-2-2: Process of decisionsCanadian sates have their own society lives, economical activities, and development on Science and technology. Their have powerful decision right .3-2-3: Value of timeIf you want to visit the businessmen ,you should ask the Secretary for help, appointing a date in advance, and meeting them on time . 3-2-4: The ways of negotiations Canadian like to take the relative things about Skiing, skating, ice sculpture and ice hockey. All activities should not be arranged on 13th, because they taboo this day. Whats more, they like blue, so you can give them valuable flowers and blue-packing present when you are invited. They dont like to bargaining on the price, and dont do less profits and more sales business.3-2-5: Attitude to contractThe French speaking businessmen make a sign after the main terms are agreed, but they always change the less important terms after making a sign. While English speaking businessmen are not.4: The major negotiation style in Europe .4-1: British style4-1-1: Establish the negotiation relationship.British people are not used to showing off in public and keep a distance with others. They will not confuse personal relation, so business affairs go first. They also attach great importance to protocol and ceremony, before negotiation exchange or greeting and courtesy may sometimes last for a couple of hours. 4-1-2:Process of decisions.Britishs process of decisions is top to down. Personal responsibility is stressed. They take more attention on their counterparts identification ,experience, and ability.4-1-3: Value of time.Britain is a an orderly society ,punctuality is mandatory. Englishmen always arrange appointments in advance and present an agenda as early in the process as possible.4-1-4: The ways of negotiations.British negotiators style is clam, balanced, confident, cautious and not flexible. They tend to keep silent in the beginning in business talks, they are reserved rather than expressive or demonstrative in the way they communicate and start the bargaining at a point only slightly distant from the projected goal.4-1-5: Attitude to contract.British business moves at a deliberate pace. They take more attention on the details in contract. They keep the promise. But they dont care about the date of delivery. 4-2: French style4-2-1: Establish the negotiation relationship process of decisionsFrench people consider the friendship as important in doing business, so they will not place large order before trustful and friendly relationship is established.4-2-2: process of decisionsFrench peoples high individualism is manifested through their decision making process- individual has the right to make decision. Personal responsibility is stressed.4-2-3: Value of timeFrench people are very strict to others on the time, while to themselves are not. Usually in French . August is holiday month ,so dont arrange appointment in this month4-2-4: The ways of negotiationsFrench negotiators are reputed to have three main characteristics in international dealing: a great deal of firmness, an insistence on using French as language for negotiation, and a decidedly lateral style in negotiating. That is ,they prefer to make an outline agreement, then an agreement in principle, and then headings of agreement repeatedly covert the whole breadth of a deal.4-2-5:Attutide to contractAll contracts must be completely in French, and commonly used foreign words cannot be substituted. They keep a promise, and focus on terms of quality and date of delivery.V: Design my negotiation strategies.International business negotiations take place across national boundaries, which means understanding the different cultural environments among nations and considering cultural differences in all respects of business are very import to the operation of international business negotiations.Case in:One of Latin American company, Brazil, go to America to import sets of equipment, but they late for the meeting, because of going shopping. The members of German are so angry that they spend much time to blame Brazil company. The members of Brazil have apology to them, but in the negotiating . the German representatives are so arrogant that they force Brazil to sign the contract without bargaining. The Brazil representatives think it every unreasonable. As a result, they break the business relationship.As we know that the Germen negotiation style that the Germen are confident and striving to excel , they are very direct, openly disagree and think punctuality is mandatory. Their try to demand the same from counterparts. They show their trustless and dislike to the later without any hiding. As to contract , they do their homework very well before negotiations, make poor conversation partners as they see no points in small talk. The Latin American Negotiation style is that the Latin American are insist that relationships are equal ,friendly, and win-win. Respecting their culture is very im