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International
BusinessNegotiation1
InternationalBusinessNegoti
Chapter8CommunicationSkillsinInternationalBusinessNegotiation2Chapter8CommunicationSkilTeachingObjectivesAfterstudyingthismodule,youshouldbeabletoknow:
Inthischapteryouwilllearn1．Howdifferentcultureaffectscommunicationininternationalbusinessnegotiation2．Skillsoftalking3．Skillsofaskingandansweringquestions4．Tipsforgoodlistening3TeachingObjectivesAfterstu
Closingthedeal
SummaryofthenegotiationTipsoncontractsigning
4123Contents
bargainingtactics
4ClosingthedealSum8.1Summary：CommunicatingacrossculturesInternationalbusinessnegotiationshaveoftenfailedasaresultofpoorcommunications.Exportersneedtocommunicateclearlywithimportersiftheyaretosucceedintheinternationalmarketplace.Bybuildinglisteningskills,knowinghowtophrasequestions,andusingotherspecificcommunicationstechniques,negotiatorsshouldbeinapositiontoconducttheirinternationalbusinessdiscussionsmoresuccessfully.
58.1Summary：Communicatingacro国际商务谈判(英文)chapter8-Communication-Skills-in-International-Business-Negotiation[精]课件国际商务谈判(英文)chapter8-Communication-Skills-in-International-Business-Negotiation[精]课件
8.2Skillsoftalking8.2.1Negotiationlanguage
Yourpresentationshouldbeexecutedinallattractivemannerthatispleasing，notoffensive．Itshouldbefairandconsidertheprosandcons，notsuspicious．Itshouldbecooperativeandfriendly，notargumentativeorhostile．Itshouldemphasizethepositive，notthenegative,stressthefamiliar，nottheunknown，andbedemocratic，notdictatorial．Yourpresentationshouldbeunderstated，notexaggerated．8
8.2Skillsoftalking8.2.1N
8.2.2HowtoopenandcloseThereareanumberofapproachesyoucanusetoattractimmediateattention.(1)arousecuriositybyaskingaquestionrelatedtoyourtalk.(2)saysomethinghumorous.(3)startoffwithaninterestingnewsitem.(4)beginwithaspecificillustrationorcase,whichtendstolendanairofseriousnessandrealitytoyourtalk.9
8.2.2Howtoopenandclose
8.2.2Howtoopenandclose(5)openwiththeimpactofaprofoundquotation.(6)showavisualillustrationofyourmainpoints,whichcanbeeitherachart,pictureoritemrelatedtoyourtalk.(7)openwithasimpleexplanationofhowyourtopicaffectsthecommoninterestsofthelisteners(8)startoffwithashockingstatement.(9)casuallycommentonsomethingthathasjusthappenedorbeensaidatthemeetingifittiesintoyourpresentation.10
8.2.2Howtoopenandclose(5
8.2.2HowtoopenandcloseYourclosingstatementcanbethesameasonewithwhichyouwouldendamemorandum,summarizingandbrieflyoutliningthemainpointsyoucover.11
8.2.2Howtoopenandclose
8.2.3Practicaltipsformakingstatements(5)Trytobeobjectiveandgenuine.(6)Haveasenseofproprietyinspeechoraction.(7)Trytobeself-oriented.(8)Correctmistakesquicklyandrepeatyourwordsifnecessary.
12
8.2.3Practicaltipsformakin
Listenersunconsciouslyjudgeyoubyhowyoutalk.Yourspeakingvoiceisoneofthefirstimpressionspeoplehaveofyou,andthatimpressionisoftendominatedbyyourvoicequality.
8.2.4Severalaspectstobewareof13
Listenersunconsciou
8.2.4SeveralaspectstobewareofApersonmaybecharacterizedasfriendlyifhisorhervoicesoundswarmandwellmodulated.Whenyouspeak,yourwordsconveyyourthoughts,andthetoneconveysyourmood.Yourtalkingrhythm—thatis,yourspeechspeedandpauses—willdependonhowcomplicatedyourmessageisandhowclearlyyouarticulateyourwords.14
8.2.4Severalaspectstobe
8.3SkillsofaskingquestionsIninternationalbusinessnegotiations,oneofthemostimportantskillsistheabilitytoaskgoodquestions.Byaskingrelevantquestions,negotiatorscanobtainvaluableinformationfromtheothersideaswellastestvariousassumptionsmadewhenpreparingforthediscussions.Duringthepreparatoryphase,negotiatorscollectinformation,butnotalldataandfactsmaybeavailable;thisneedstobesupplementedduringthetalks.15
8.3Skillsofaskingquesti
8.3.1BasicFunctionsofQuestionsQuestionsappeartobeabletobedividedintofivebasicfunctions:(1)Causeattention.Providepreparatoryconditionsfortheoperationoftheother’sthinking.Example：“Howareyou?”(2)Getinformation．Providequestionerwithinformation．“Howmuchisit?”
16
8.3.1BasicFunctionsofQu
8.3.1BasicFunctionsofQuestions(3)Giveinformation．"Providetheotherwithinformation．“Didyouknowyoucouldhandlethis?”(4)Startthinking.Causetheother’sthinkingtooperate．“Whatwouldyoursuggestionbeonthis?”(5)Bringtoconclusion.Bringtheother’sthinkingtoaconclusion．“Isn'tittimetoact?”
17
8.3.1BasicFunctionsofQu
8.3.2Whentoask
(1)
Itispremisetolistenattentivelytotheotherparty.(2)
Don’taskcasually,andwatchchance.(3)
Don’teagertoraisequestionsbeforetheotherpartyfinishinghisreply.(4)
Preparefortheimportantquestionsforward,andimaginesomeanswers,thencountertheseanswerstomakesomemethodsbeforeraisequestions.
18
8.3.2Whentoask(1)
It
8.3.3HowtodeliverquestionsTherearetwowaystoassureahighdegreeofreliabilityforanswerstoyourquestions.Onewayistolaythefoundationforaskingthem.Thesecondmethodofassuringthereliabilityofanswerstoyourquestionsisthroughtheuseofthetacticcalled“bipolarquestioning.”19
8.3.3Howtodeliverquestio
8.3.4Categariesofquestions(1)Closedquestions
①Selectivequestions②Suggestivequestions
③Clarifyingquestions
④Referencequestions
20
8.3.4Categariesofquestio
8.3.4Categariesofquestions(2)Open-endedquestions
①
Probingquestions②Conferringquestions
③Proof—seekingquestions
④Heuristicquestions⑤Leadingquestions
⑥Conditionalquestions21
8.3.4Categariesofquestio
8.3.5Techniquesforaskingquestions
(1)Preparethequestionsaheadoftime.（2）Askquestionssincerely．（3）Askquestionsinsimpleandshortsentencepatterns，orthecounterpartwillgetimpatientorfeelfooled．（4）Avoidraisingdoubts．
（5）Askdifferentquestionsaccordingtotheage，position，personality，educationlevel，andnegotiationexperienceofthecounterpart．22
8.3.5Techniquesforasking
8.3.5Techniquesforaskingquestions
（6）Askquestionsatarightmoment；askingaquestiontooearlywillrevealtheintentionofthequestionerandaskingyourquestiontoolatewillhinderthenegotiationprocess．（7）Donotinterruptthetopicofyourcounterpartatwill，andavoidbringingupanewtopicbeforeyourcounterparthasdiscussedtheoldtopiccompletely．（8）Donotdeliberatelyaskquestionstheotherpartyhasmadepainstakingeffortstoavoidanswering．23
8.3.5Techniquesforasking
8.3.5Techniquesforaskingquestions
（6）Askquestionsatarightmoment；askingaquestiontooearlywillrevealtheintentionofthequestionerandaskingyourquestiontoolatewillhinderthenegotiationprocess．（7）Donotinterruptthetopicofyourcounterpartatwill，andavoidbringingupanewtopicbeforeyourcounterparthasdiscussedtheoldtopiccompletely．（8）Donotdeliberatelyaskquestionstheotherpartyhasmadepainstakingeffortstoavoidanswering．24
8.3.5Techniquesforasking
8.3.5Techniquesforaskingquestions（9）Avoidaskingquestionsthatmayhindertheotherpartyfrommakingaconcession．（10）Testthehonestyofyourcounterpartwithaquestiontowhichyoualreadyknowtheanswer．（11）Keepsilentafteraskingaquestiontowaitpatientlyforthecounterpartytoanswerit，anddonotgiveadditionalremarksoverandoveragain，whichwillmakeitimpossiblefortheotherpartytoanswerthequestion．25
8.3.5Techniquesforasking
8.3.6Questionsthatshouldnotbeasked(1)Questionsaboutprivatelife．job，income．familystatus，woman’sage，religionandpartybeliefs．(2)Hostilequestions．(3)Questionsthatindicatesuspicionsofthequalityoftheotherparty．
(4)Excessivequestionsirrelevantwiththenegotiationcontents．26
8.3.6Questionsthatshould
8.4SkillsofAnswering8.4.1Sixprinciplesforansweringquestions
（1）Inordertoavoidthepossibilityofbeingtrappedorrevealinginformationthatone’spartydoesnotwanttodisclose，donotansweraquestionrashly．（2）Answerthequestionthatisasked，andavoidambiguity．（3）Beforeansweringaquestion．trytofindsometimetothinkaboutthequestion．
27
8.4SkillsofAnswering8
8.4SkillsofAnswering
（4）Donotrevealtoomuchinformation，leavingyourpartywithnoalternatives（5）Don‘tallowyourcounterparttoposeincessantquestions．（6）Askprobingquestionsaboutsomelimitingconditionssuchasorderingquantity，co-operationtimeandthelike．
28
8.4SkillsofAnswering（
8.4SkillsofAnswering8.4.1Sixprinciplesforansweringquestions
（1）Inordertoavoidthepossibilityofbeingtrappedorrevealinginformationthatone’spartydoesnotwanttodisclose，donotansweraquestionrashly．（2）Answerthequestionthatisasked，andavoidambiguity．（3）Beforeansweringaquestion．trytofindsometimetothinkaboutthequestion．
29
8.4SkillsofAnswering8
8.4.2Techniquesforansweringquestions(1)Leavingtheotherpersonwiththeassumptionsthathehasbeenanswered.(2)Answeringincompletely.(3)Answeringinaccurately.(4)Leavingtheotherpersonwithoutthedesiretopersuethequestioningprocessfurther.(5)Statemanyanswerswithoutcommittingyourselftoanyone.30
8.4.2Techniquesforanswer
8.4.2Techniquesforansweringquestions(6)Statethattheanswertothequestionisthatthequestioncannotbeanswered.(7)Givea“nothing”answer.(8)Usehumorinansweringquestions.(9)Counterattackonapointquiteirrelevanttothepointatissue.31
8.4.2Techniquesforanswer
8.4.2Techniquesforansweringquestions(6)Statethattheanswertothequestionisthatthequestioncannotbeanswered.(7)Givea“nothing”answer.(8)Usehumorinansweringquestions.(9)Counterattackonapointquiteirrelevanttothepointatissue.32
8.4.2Techniquesforanswer
8.4.2Techniquesforansweringquestions(10)Usedisarmingpraise.(11)Ifthequestioncannotberefutedlogically,usearemarkdesignedtostigmatizetheopposer’spointofview.(12)Don’tanswer.33
8.4.2Techniquesforanswer
8.5Skillsoflistening8.5.1ThebarrieroflisteningStudiesshowthattheaveragepersonremembersonlyabouthalfofwhatheorshehearsimmediatelyafterthespeakerstopstalking，nomatterhowcarefullythelistenerhaspaidattention．34
8.5Skillsoflistening8.
8.5Skillsoflistening8.5.2Tipsforgoodlistening(1)Listenattentivelyandpatiently.(2)Listenactively.(3)Overcomepreconceptions.(4)Don’tcutinorrefuteinhaste．(5)Don’tbeabsent—minded．(6)Keepproperrecords．(7)Donotletyourcounterpartleadyoubythenose．35
8.5Skillsoflistening8.5.
8.5Skillsoflistening8.5.1ThebarrieroflisteningStudiesshowthattheaveragepersonremembersonlyabouthalfofwhatheorshehearsimmediatelyafterthespeakerstopstalking，nomatterhowcarefullythelistenerhaspaidattention．36
8.5Skillsoflistening8.Thanks!37Thanks!37
International
BusinessNegotiation38
InternationalBusinessNegoti
Chapter8CommunicationSkillsinInternationalBusinessNegotiation39Chapter8CommunicationSkilTeachingObjectivesAfterstudyingthismodule,youshouldbeabletoknow:
Inthischapteryouwilllearn1．Howdifferentcultureaffectscommunicationininternationalbusinessnegotiation2．Skillsoftalking3．Skillsofaskingandansweringquestions4．Tipsforgoodlistening40TeachingObjectivesAfterstu
Closingthedeal
SummaryofthenegotiationTipsoncontractsigning
4123Contents
bargainingtactics
41ClosingthedealSum8.1Summary：CommunicatingacrossculturesInternationalbusinessnegotiationshaveoftenfailedasaresultofpoorcommunications.Exportersneedtocommunicateclearlywithimportersiftheyaretosucceedintheinternationalmarketplace.Bybuildinglisteningskills,knowinghowtophrasequestions,andusingotherspecificcommunicationstechniques,negotiatorsshouldbeinapositiontoconducttheirinternationalbusinessdiscussionsmoresuccessfully.
428.1Summary：Communicatingacro国际商务谈判(英文)chapter8-Communication-Skills-in-International-Business-Negotiation[精]课件国际商务谈判(英文)chapter8-Communication-Skills-in-International-Business-Negotiation[精]课件
8.2Skillsoftalking8.2.1Negotiationlanguage
Yourpresentationshouldbeexecutedinallattractivemannerthatispleasing，notoffensive．Itshouldbefairandconsidertheprosandcons，notsuspicious．Itshouldbecooperativeandfriendly，notargumentativeorhostile．Itshouldemphasizethepositive，notthenegative,stressthefamiliar，nottheunknown，andbedemocratic，notdictatorial．Yourpresentationshouldbeunderstated，notexaggerated．45
8.2Skillsoftalking8.2.1N
8.2.2HowtoopenandcloseThereareanumberofapproachesyoucanusetoattractimmediateattention.(1)arousecuriositybyaskingaquestionrelatedtoyourtalk.(2)saysomethinghumorous.(3)startoffwithaninterestingnewsitem.(4)beginwithaspecificillustrationorcase,whichtendstolendanairofseriousnessandrealitytoyourtalk.46
8.2.2Howtoopenandclose
8.2.2Howtoopenandclose(5)openwiththeimpactofaprofoundquotation.(6)showavisualillustrationofyourmainpoints,whichcanbeeitherachart,pictureoritemrelatedtoyourtalk.(7)openwithasimpleexplanationofhowyourtopicaffectsthecommoninterestsofthelisteners(8)startoffwithashockingstatement.(9)casuallycommentonsomethingthathasjusthappenedorbeensaidatthemeetingifittiesintoyourpresentation.47
8.2.2Howtoopenandclose(5
8.2.2HowtoopenandcloseYourclosingstatementcanbethesameasonewithwhichyouwouldendamemorandum,summarizingandbrieflyoutliningthemainpointsyoucover.48
8.2.2Howtoopenandclose
8.2.3Practicaltipsformakingstatements(5)Trytobeobjectiveandgenuine.(6)Haveasenseofproprietyinspeechoraction.(7)Trytobeself-oriented.(8)Correctmistakesquicklyandrepeatyourwordsifnecessary.
49
8.2.3Practicaltipsformakin
Listenersunconsciouslyjudgeyoubyhowyoutalk.Yourspeakingvoiceisoneofthefirstimpressionspeoplehaveofyou,andthatimpressionisoftendominatedbyyourvoicequality.
8.2.4Severalaspectstobewareof50
Listenersunconsciou
8.2.4SeveralaspectstobewareofApersonmaybecharacterizedasfriendlyifhisorhervoicesoundswarmandwellmodulated.Whenyouspeak,yourwordsconveyyourthoughts,andthetoneconveysyourmood.Yourtalkingrhythm—thatis,yourspeechspeedandpauses—willdependonhowcomplicatedyourmessageisandhowclearlyyouarticulateyourwords.51
8.2.4Severalaspectstobe
8.3SkillsofaskingquestionsIninternationalbusinessnegotiations,oneofthemostimportantskillsistheabilitytoaskgoodquestions.Byaskingrelevantquestions,negotiatorscanobtainvaluableinformationfromtheothersideaswellastestvariousassumptionsmadewhenpreparingforthediscussions.Duringthepreparatoryphase,negotiatorscollectinformation,butnotalldataandfactsmaybeavailable;thisneedstobesupplementedduringthetalks.52
8.3Skillsofaskingquesti
8.3.1BasicFunctionsofQuestionsQuestionsappeartobeabletobedividedintofivebasicfunctions:(1)Causeattention.Providepreparatoryconditionsfortheoperationoftheother’sthinking.Example：“Howareyou?”(2)Getinformation．Providequestionerwithinformation．“Howmuchisit?”
53
8.3.1BasicFunctionsofQu
8.3.1BasicFunctionsofQuestions(3)Giveinformation．"Providetheotherwithinformation．“Didyouknowyoucouldhandlethis?”(4)Startthinking.Causetheother’sthinkingtooperate．“Whatwouldyoursuggestionbeonthis?”(5)Bringtoconclusion.Bringtheother’sthinkingtoaconclusion．“Isn'tittimetoact?”
54
8.3.1BasicFunctionsofQu
8.3.2Whentoask
(1)
Itispremisetolistenattentivelytotheotherparty.(2)
Don’taskcasually,andwatchchance.(3)
Don’teagertoraisequestionsbeforetheotherpartyfinishinghisreply.(4)
Preparefortheimportantquestionsforward,andimaginesomeanswers,thencountertheseanswerstomakesomemethodsbeforeraisequestions.
55
8.3.2Whentoask(1)
It
8.3.3HowtodeliverquestionsTherearetwowaystoassureahighdegreeofreliabilityforanswerstoyourquestions.Onewayistolaythefoundationforaskingthem.Thesecondmethodofassuringthereliabilityofanswerstoyourquestionsisthroughtheuseofthetacticcalled“bipolarquestioning.”56
8.3.3Howtodeliverquestio
8.3.4Categariesofquestions(1)Closedquestions
①Selectivequestions②Suggestivequestions
③Clarifyingquestions
④Referencequestions
57
8.3.4Categariesofquestio
8.3.4Categariesofquestions(2)Open-endedquestions
①
Probingquestions②Conferringquestions
③Proof—seekingquestions
④Heuristicquestions⑤Leadingquestions
⑥Conditionalquestions58
8.3.4Categariesofquestio
8.3.5Techniquesforaskingquestions
(1)Preparethequestionsaheadoftime.（2）Askquestionssincerely．（3）Askquestionsinsimpleandshortsentencepatterns，orthecounterpartwillgetimpatientorfeelfooled．（4）Avoidraisingdoubts．
（5）Askdifferentquestionsaccordingtotheage，position，personality，educationlevel，andnegotiationexperienceofthecounterpart．59
8.3.5Techniquesforasking
8.3.5Techniquesforaskingquestions
（6）Askquestionsatarightmoment；askingaquestiontooearlywillrevealtheintentionofthequestionerandaskingyourquestiontoolatewillhinderthenegotiationprocess．（7）Donotinterruptthetopicofyourcounterpartatwill，andavoidbringingupanewtopicbeforeyourcounterparthasdiscussedtheoldtopiccompletely．（8）Donotdeliberatelyaskquestionstheotherpartyhasmadepainstakingeffortstoavoidanswering．60
8.3.5Techniquesforasking
8.3.5Techniquesforaskingquestions
（6）Askquestionsatarightmoment；askingaquestiontooearlywillrevealtheintentionofthequestionerandaskingyourquestiontoolatewillhinderthenegotiationprocess．（7）Donotinterruptthetopicofyourcounterpartatwill，andavoidbringingupanewtopicbeforeyourcounterparthasdiscussedtheoldtopiccompletely．（8）Donotdeliberatelyaskquestionstheotherpartyhasmadepainstakingeffortstoavoidanswering．61
8.3.5Techniquesforasking
8.3.5Techniquesforaskingquestions（9）Avoidaskingquestionsthatmayhindertheotherpartyfrommakingaconcession．（10）Testthehonestyofyourcounterpartwithaquestiontowhichyoualreadyknowtheanswer．（11）Keepsilentafteraskingaquestiontowaitpatientlyforthecounterpartytoanswerit，anddonotgiveadditionalremarksoverandoveragain，whichwillmakeitimpossiblefortheotherpartytoanswerthequestion．62
8.3.5Techniquesforasking
8.3.6Questionsthatshouldnotbeasked(1)Questionsaboutprivatelife．job，income．familystatus，woman’sage，religionandpartybeliefs．(2)Hostilequestions．(3)Questionsthatindicatesuspicionsofthequalityoftheotherparty．
(4)Excessivequestionsirrelevantwiththenegotiationcontents．63
8.3.6Questionsthatshould
8.4SkillsofAnswering8.4.1Sixprinciplesforansweringquestions
（1）Inordertoavoidthepossibilityofbeingtrappedorrevealinginformationthatone’spartydoesnotwanttodisclose，donotansweraquestionrashly．（2）Answerthequestionthatisasked，andavoidambiguity．（3）Beforeansweringaquestion．trytofindsometimetothinkaboutthequestion．
64
8.4SkillsofAnswering8
8.4SkillsofAnswering
（4）Donotrevealtoomuchinformation，leavingyourpartywithnoalternatives（5）Don‘tallowyourcounterparttoposeincessantquestions．（6）Askprobingquestionsaboutsomelimitingconditionssuchasorderingquantity，co-operationtimeandthelike．
65
8.4SkillsofAnswering（
8.4SkillsofAnswering8.4.1Sixprinciplesforansweringquestions
（1）Inordertoavoidthepossibilityofbeingtrappedorrevealinginformationthatone’spar
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