International-business-negotiation国际商务沟通

精品文档 1欢迎下载 InternationalInternational businessbusiness negotiationnegotiation ToTo bebe a a qualifiedqualified negotiatornegotiator 姓名 学号 专业班级 精品文档 2欢迎下载 精品文档 3欢迎下载 ToTo bebe a a qualifiedqualified negotiatornegotiator Today s globalization requires professionals to deal with their counterparts in countries with different economic cultural legal and political environments You may need to resolve a dispute with a supplier finalize a counter proposal for a state owned enterprise or lead a multicultural team Thus in a globalized market few subjects are as critical as negotiating across cultural boundaries When negotiators are from diverse culturally sensitive negotiating skills are necessary for managing in an international setting So it needs we deal with carefully and keenly As we know if you want to be a good international negotiator you should prepare well before start the negotiation The most important thing is to collect information Such as the background corporate culture and management method of the target co you will negotiate with Because all these aspects will be closely related to their offer their way of doing business even the strategy they will adapt in a negotiation In addition know the people well who will attend in the negotiation by all possible means Pay more attention to their negotiation style task oriented or people oriented Their ways of handling things directly or indirectly High 精品文档 4欢迎下载 context or low context The philosophy they stick to win win one or the win loss one And if possible know about their personalities which may affect the going of the deal to a certain extent Apart from that you should spare some efforts on your own part this may include set up your objectives clearly Always keep what you want to achieve in mind work out a strategy according to their possible tactics distribute the roles appropriately when doing this you should be clear about different people s characteristics Last one be ready to cooperate with other members in a team Different people may have different perspectives and views to different things and in a negotiation they play different roles and have certain emphasis So be cooperative is rather critical for a successful negotiator 1 1 TargetTarget decisiondecision Perhaps the most important part of pre negotiation planning is determining with some precision the negotiation objective that need to be achieved A buyer cannot go into a negotiation with vague objectives such as to get the price down or to do the best I can A buyer must go further than 精品文档 5欢迎下载 this and establish a negotiation objective for each agenda item that he intends to raise 2 2 CollectingCollecting informationinformation The first step you should do is that you must make sure which kind of information you need Then we can use the following way get some important information 1 international organizations 2 governments 3 service organizations 4 directories and newsletters 5 on line service 6 local laws and regulations 7 information on financial credit 8 market survey 3 3 StaffingStaffing negotiationnegotiation teamsteams Generally speaking a negotiation team consist of a team leader or chief negotiator and an interpreter if it is a bilateral negotiation and a note keeper Other key members of the team include professionals and experts representing their special fields such as production sales promotion technology financial accounting engineering law and other areas concerned with a specific negotiation counting engineering law and other areas concerned with a specific negotiation 4 4 ChoiceChoice ofof negotiationnegotiation venuesvenues Generally speaking negotiation sites can be divided into 精品文档 6欢迎下载 three categories host venue guest venue and third party s venue You can according the situation and then choose right place A careful consideration and arrangement for the preparatory work can save a lot of time and resources for negotiators 5 5 CommunicateCommunicate inin negotiationnegotiation Much of what people communicate to one another is transmitted with nonverbal communication Examples include facial expressions body language head movements and tone of voice to name just a few Some nonverbal acts called attending behaviors are particularly important in connecting with another person during a coordinated interaction like negotiation they let the other know that you are listening and prepare the other party to receive your message We discuss three important attending behaviors eye contact body position and encouraging 6 The6 The CaseCase studystudy ofof CulturalCultural DifferenceDifference OfOf NonverbalNonverbal CommunicationCommunication Another most important factor which affects the success of business negotiation is cross cultural communication The study of cross cultural communication includes language communication and non verbal communication People usually pay attention to verbal c 精品文档 7欢迎下载 ommunication in general during communication They believe tha t language is the only way to transmit and comprehend informat ion while ignoring the importance of non verbal communication This paper attempts to introduce the bas ic ideas of non verbal communication and apply relevant principles to account for some cross culture business negotiation skills through case studies This paper aims to make people understand the importance of non verbal communication and the non verbal language difference which is influenced by different so cial backgrounds so as to avoid business negotiations failure Then i want to share with you some case about culture different CaseCase 1 1 TheThe CultureCulture DifferenceDifference ofof BodyBody LanguageLanguage At an international airport in an Arab country a Chinese engineer wanted to express his appreciation attitude while che cking the luggage As he knew no Arabic the only way for him was to shake hands with the officer Both of the engineer s hands were full his left hand was holding a small traveler s bag and his right hand a pi ece of luggage For the sake of convenience the engineer quic 精品文档 8欢迎下载 kly put the bag into his right hand and extended his left one to the officerhe was expecting a hand shake with the officer Something happened unexpectedly The officer s smiling fa ce turned pale and the smile disappeared at once Instead of a courteous handshake he slapped that engineer s extended han d and walked away Analysis Personal body movements and facial expressions c an convey information which sometimes can cooperate with the l anguage and sometimes even can replace the language to convey information What is wrong with the Chinese engineer in the c ase above The point is that he extends his left hand the Ara b officer for a handshake What that engineer do not know is t hat in Arab culture left hand is dirty and it is regarded a s an insult if someone uses it for a handshake It is true that a business person could not have a complet e knowledge of all other culture and customs However as a bu siness person he should learn as much as possible Actually more and more Western business magazines and journals have bec ome more and more interested in study on cultural differences and teaching their business people how to behave accordingly i n another culture People of different cultures will have different understan 精品文档 9欢迎下载 ding about body language Business Communication is not only t he exchanges and cooperation in the economic field but also t he exchange and communication between cultures and cultural f actors always play a crucial role The same movements or expre ssions in different cultures may stand for different meaning For example Americans use thumb and index finger to make a ci rcle instead OK as a symbolic gesture But in Japan it is s tand for coin the shape of money So in Japan the gesture means the money In France in most cases the gesture means zero or no value Use the same gesture on the same occasi on can means different kinds of meaning in different culture and cause different kinds of responses The same gesture the Americans means OK the Japanese means money they want to know something about the price French means no value In a word in the process of business communication businessmen sh ould know some cultural habits to avoid unnecessary misunderst anding CaseCase 2 The2 The CulturalCultural DifferenceDifference ofof ParalanguageParalanguage Some Japanese businessmen went to the United States for a large trade negotiation At the beginning of the negotiations U S representatives spoke a lot They want to reach an agree ment quickly However the Japanese representatives kept 精品文档 10欢迎下载 silent When the U S representatives try to talk with the Japanes e these American managers confused and felt frustrated Becau se the American managers sometimes just got a Hay or a nod a s the answer even sometimes they got nothing but the silence Finally the U S manager concluded The Japanese do not wan t to do business with us They are so rude they even do not ha ve a willing to talk with us This trade negotiation ended w ith failure Analysis More often the American Japanese business communication runs into a loop the more th e American talks the more silent the Japanese will be they need time to digest what the American has just said and the more silence the Japanese respond with the more the Ameri can will talk For those American managers perhaps the saying enough is enough is the best expression to describe thei r irritated feeling or frustration This helps to explain why the American manager in the case above finally said The Jap anese do not want to do business with us They are so rude th ey even do not have a willing to talk with us What makes the American Japanese business communication runs into such a loop is the 精品文档 11欢迎下载 cultural difference of the two countries They have different understanding of silence Americans believe an eloquent speake r is regarded as a good communicator For that reason many Am ericans assume that one should be eloquent and this should be the standard applicable everywhere in the world However wha t they do not know is that such a standard does not fit into t he Japanese context The Japanese culture on the contrary ta kes silence as an earnest way to think about what others have said or are saying Moreover Japanese distrust speakers As the proverb he who knows does not speak and he who speaks does not know T hat s the reason why many Japanese often remain silent or pause for a long time before they say anything As far as silence i s concerned Japanese have all kinds of silence each of which carries different meanings And this is som