商务谈判的心得范文.doc

商务谈判的心得范文 商务谈判的心得On CommercialNegotiation Techniques商英5班Negotiation alsois ahuman activity.It is a basicmeans ofgetting what you wantfrom others,it isa processwe undertakein everydayactivities tomanage ourrelationship,and a process throughwhich partiesmove fromtheir initiallydivergent positionto apoint whereagreement maybe reached.But amodern definitionof negotiation isaprocess bywhich twoparties attemptto reach an aordthat specifieshow theywill acttoward the other.Nowadays,with thedevelopment ofeconomy,mercial English negotiations have been carriedout farmore frequentlyin China.,In anincreasingly petitiveand dynamicbusiness environment,negotiation iscritically importantto thesuess and,ultimately to the survivalof panies.Business negotiations processis thatthe negotiatorsusing language to municateand consultthe problemsand achievesagreement.How touse correctlanguagetoshow youropinions reflectsthe abilityof thenegotiators.If theskills arenot suitable,it will cause misunderstandingor disputesbetween twoparties andeven leadto thefailure ofthe negotiation,then it willcausethe economyloss.Under suchcircumstances,the businesstraders needto masterand constantlyimprove theirnegotiating techniquesto achievea betterresult throughnegotiation.Commercial negotiationcan beconsidered asa battlefought againstnegotiators.Negotiators mustobey thetrade rules,negotiate processand meanwhilemaintain their own benefits.Whether the language isused properlyor notitwilldecides thesuess orfailure ofthe negotiation.Therefore,knowing aboutthis skillis thekey to reacha suessful business.In order to win the mostbenefits oftheirownparty,it isnecessary toadopt theirnegotiate skillsand languageskills.Among them,pliments andpersuasion arethe mostmonly usedskills thatcontribute toa suessfulmercial negotiation.Negotiation isbasically theverbal munication,and sometimesit isa playof language.“Without municationthere isno negotiation,negotiation isaprocessofmunicating backand for the purpose of reachinga jointdecision.”Negotiation isbasically theverbal munication,and sometimesit isa playof language.In mercialEnglishnegotiations,both sidesmust municatewith eachother onthe equalbase inorderto get thebusiness settledforthebenefits andinterests ofboth sides.Primarily,munication isa sourceof strengthwithin anyorganization andnever moreso thanwithin the negotiation teamand thebest preconditionfor highquality integrativenegotiation isclear andaurate munication.There areserval normalrules of negotiation,The followingrules ofattentive listeningmay helpyou beeasuessfulnegotiator.1.Be motivatedto listen.2.If youmust speak,ask questions.3.Be alertto nonverbalcues.4.Let the other partytell herstory first5.Do notinterrupt whenthe other party isspeaking.6.Fight offdistractions.7.Write everythingdown.8.Listen witha goalin mind.9.Give theotherpartyyour undividedattention.10.React to the message,not theperson.11.Dont getangry.12.Remember,it isimpossible tolisten andspeak atthe sametime.Negotiators needto knowbetter aboutthelanguageskills,such aspliments,persuasive skills,and howto expressindirectly toavoid conflicts,so asto make the negotiationsueed.We knowthe essenceofnegotiationis thatit isnot aboutwinning orlosing,it isabout strikinga dealwhich issatisfactory toboth sides.Since thepurposeofnegotiationisto resolvethe difficultiesthat standintheway ofan agreement.It isa backandforth municationdesigned toreach anagreement whenyou andtheotherside havesome intereststhat areshared andother intereststhat areopposed.It isno doubtthat Yourefforts shouldbe directedtowardsensuring thatit ismore satisfactoryto yourside thantotheother.In orderto achievethe goalwe havedecided before,we needto paymore necessaryattention tothe relatedprocess.There areseven normalskills ofnegotiation,we shouldtake itinto aountsince itis alsovery importantin Englishnegotiation.1.Set outtoreacha win-win situation.Both sidesshould leavethenegotiationfeeling theyve eaway withsomething andthat theyre satisfied.2.Start positivelyand appreciatively.Always beginby sayingsomething positiveand appreciativetotheperson youre negotiatingwith.For instance,“Ive noticedhow hardyouvebeenworking,”or“you reallydid agood jobon thatreport.”It willincrease thegood willon bothsides.3.Dont getdrawn intoa fight.If theother person is angryor hostile,then refusetogetdrawn into it orto fight.Keep smilingand beingpleasant andsooner orlater theyll calmdown.4.Get clearabout yourbottom line.Decide,in advance,what reallymatters toyou andwhat doesnt.In otherwords,where youll promiseand whereyou wont.Then sticktoit.5.Give yourselfroom tomaneuver.Make sureyou havesomething tooffer theother person,as wellas somethingyou want.6.Listen,and keeplistening.Its vitalto reallyunderstand whattheother personissaying andtheir pointof view.To listenshows respectand goodintentions,and willmaketheother personfeel valued.7.Keep youroptions open.If youdont getwhatyouwant thenresist theimpulse toinsult theotherpersonor stormout.End thenegotiation politely,and witha smile.That wayyou canalways tryagain later.Therefore,the properuse ofskills mayhelp tolay thesuessful foundationin businessnegotiation.We willtherefore bemore suessfulif wecan runa negotiationwith outstandingnegotiation techniques.)nN3tS8yYeE%jJ+pP4uUaA#fF*lL1qQ6wWcB!hH)n M2sS8yXdD%jJ-oO4uU9zZfF*kK0qQ6vVbB!h G(mM2sR7xXdD$iI-oO3tT9zZeE&kK0pP5vVb A#gG(m M1rR7x XcC$iI-nN3tT9yYeE&kJ+pP5vUaA#gG*lL1r R6wWcC$hH)nN3sS8yYeD%jJ+pO4uU aAZfF*l L0qQ6wWbB!hH)mM2sS8xXdD%jI-oO4uT9zZf F&kK0qQ5vVbB!gG(mM2rR7xX dC$iI-oN3tT9zYeE&kK+pP5vVaA#gG(lL1rR7wWcC$iH)nN3tS8yYeE%jJ+pP4uUaA#fF*lL1qQ6wW cB!hH)nM2sS8yXdD%jJ-oO4uU9zZfF*kK0qQ6vVbB!hG(mM2sS7xXdD%iI-oO4tT9z ZfE&k K0qP5vV bB#gG(mM1rR7xXcC$iI-nN3t T9yYeE&kJ+pP5vUaA#gG*lL1rR6wWcC$hH)n N3sS8yYeD%jJ+pO4uU aAZfF*lL0qQ6wWbB!hH)mM2sS8xXd D%jI-oO4uT9z ZfF&kK0qQ5vV bB!gG(m M2rR7xXdC$iI-oN3tT9zYeE&kK+pP5vVaA#gG(lL1rR7wWcC$iH)nN3tS8yYeE%jJ+pP4uU aA#fF*lL1qQ6wWcB!hH)nM2sS8yYdD%jJ+oO4uUazZ fF*lK0qQ6wVbB!hH(mM2sS7x 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