商务英语论文Business Negotiation

HowtomakeaSuccessfulBusinessNegotiationGroupAName:Number:AbstractBusinessnegotiations,iscoordinatingtheinterestsofrelationshipbetweenthepeopleandmeettheirownneedsandtoreachaconsensusofanactandprocesses.Therefore,itmustberationalthinking,totheinterestsofbothsidesinvolvedtocarryoutsystematicanddetailedanalysis.LanguageinbusinessnegotiationslikeBridges,occupyanimportantposition,itoftendeterminesthesuccessorfailureofthenegotiations.Inbusinessnegotiationsexceptinthelanguagemustpayattentiontothecivilizedterminology,aclear,sentenceissmoothandfluentgenerousgeneralskill.Requirementsoutside,stillshouldmastercertainlanguageexpressionofart.Languageexpressionofarthasitselegant,vividandlivelyandinfectiouswaitforacharacteristic,inbusinessnegotiationshasplayedaninimportantrole.Accordingtothislaw,rulesandmeasuresdevelopanegotiatedsolutionisabusinessnegotiationwiththescientific–side.Thismustbetakenseriouslyandtotrytoembody.Meanwhile,thebusinessnegotiationisadirectcommunicationbetweenpeopleactivitiesinsuchactivities,thenegotiatorsofthequality,ability,experience,mentalstateandsofullofchangefactorsandtheirspottoplayonthenegotiationprocessandresults,butalsohasagreatimpact.Thisallowsbusinessnegotiationshavesomeunpredictableanddifficulttograspcharacteristics.Thesameelementsofthenegotiations,thesameenvironmentandconditions,differentpeopletonegotiate,theendresultisoftendifferent.Thisfactshowsthatnegotiationshavebeentricky.“Science”willenablethenegotiatorstodocorrectly,andthe“skills”inordertoenablethenegotiatorstodothingsbetter.Thus,inanybusinessnegotiationsareinseparablefromtheuseofnegotiationskills.Itisdirectlyrelatedtotheeconomicandsocialbenefitsoftheacquisition.Keywords:Businessnegotiation;Languageart;introduction;culture1.IntroductionBriefIntroductiontoBusinessNegotiationWiththehighdevelopmentoftheeconomy,peopleinthemodernsocietymayhaveachancetogoonabusiness,sotheword“BusinessNegotiation”isnotstrangetousanymore.Butforitsrealmeaning,noteveryonehasaclearunderstanding.Inbrief,businessnegotiationisaprocessthatinordertocoordinatetherelationshipbetweenbusinessandmeettheirneeds,peopletrytofindafinalsettlementofthedisputetoreachanagreementandsignthecontractthroughtheconsultationandthedialogue.Therearethreeessentialfactorsforbusinessnegotiation:participantofnegotiation,subjectofnegotiation,environmentofnegotiation.Participantofnegotiationreferstopeopleofbothsidesinvolvedinthenegotiation.Itisusuallyanegotiatingteamoragroupinsteadofaperson.Subjectofnegotiationistheissueswhichneedtobediscussedbybothsidesonthebusinessnegotiation,namely,theproblemsthatbothsideshavethemutualinterestandseektoresolve.Environmentofnegotiationreferstotheobjectiveconditionswhicharerequiredinholdingabusinessnegotiation.Whatismore,anybusinessnegotiationincludesthreestages:thepreparatorystage,theconductingstageandthestageofsigningcontract.Havingperfectbehaviourinthreestagesandwinningthesuccessofbusinessnegotiationareofgreatsignificanceforboththeenterpriseandthenegotiators.Fortheenterprise,businessnegotiationisanimportantpartofthecompany’scorecompetence.Inthefiercemarketcompetition,thesuccessofbusinessnegotiationmaydirectlyorindirectlyaffectthesurvivaloftheenterprise.Comparedwiththeenterprise,thebusinessnegotiationhasmoreneedstothebusinessnegotiators.Duringthebusinessnegotiation,negotiatorsareusuallyonbehalfoftheenterprisetoattendthenegotiation,andtheirimagerepresentstheimageoftheenterprise.Sotheexcellentnegotiatorsnotonlycanbesuccessfulinthecompletionofthenegotiation,butalsocanwinthereputationfortheenterprise.Internationalbusinessnegotiationcanbeunderstoodasaprocessinwhichtwoormorepartiesbelongtodifferentcountriesordifferentculturescometogethertodiscusscommonandconflictingbusinessinterestbenefit.Theinternationalbusinessnegotiationismorecomplex,becauseitencompassesunconsciousforcesofdifferentculturalnormsthatmayoperatetoundermineeffectivecommunication.Thus,inaninternationalbusinessnegotiation,inadditiontothebasicnegotiationskills,itisimportanttounderstandtheculturaldifferenceandetiquette,andtomodifythenegotiationstyleaccordingly.1.2BriefIntroductionofBusinessEtiquetteTheetiquette,asonetraditionalmoralexcellence,hasthehistoricalinheritanceandtheeternalvitality.Ontheinternationalbusinessnegotiation,thereinvolvesalotofetiquette,butinfactitisthecommunicationamongthepeople,thereforeweareusedtocallthebusinessetiquetteasanartofthecommunicationamongthecommercialpersonnel.Internationalbusinessetiquetteistheartsoractivities’rulesthatmeetdifferentculturesinlongtermprocessofbusinessnegotiationorcommunication.Businessetiquettereferstothesuitableetiquettestandardusedinthebusiness.Itisaprocessthatshowingtherespectstotheoppositepartybytheconventionalprocedureandmethod.Thecoreofbusinessetiquetteisacodeofconductwhichhasacertainrestraintonourconductofthebusinessactivities.Simplyspeaking,businessetiquetteistheuniversaldemandtothebusinessmenofthepersonnelimageandprofessionalqualityinthebusiness.2.Culturalimpactsonbusinessnegotiations2.1TheDefinitionofCultureForthepurposesofthestudyofinternationalmanagement,cultureisacquiredknowledgethatpeopleusetointerpretexperienceandgeneratesocialbehavior.Cultureisthecoherent,learned,sharedviewofagroupofpeopleaboutlife’sconcernsthatrankswhatisimportant,furnishesattitudesaboutwhatthingsareappreciateanddictatesbehavior.Hofstede,ascholarinculturalobject,deanbelievesthatcultureincludesfourlevels,themostexteriorlayerofknownSymbols,suchasclothing,language,buildings,etc.,thehumaneyecaneasilysee.ThesecondlayeristheHeroes,inaculturalforce,itislargelyrepresentativeoftheherowherethecultureofthenationalcharacter.ThethirdlayerisRituals;etiquetteistotreateachcultureuniquerepresentationofmanandnature,suchastheChineseculture,themainlocationwherethemealisveryparticularaboutthearrangements.ThedeepestlayerreferstotheValues,whichisthecultureinthemostprofound,themostdifficultparttounderstand.Culturaldifferencesineveryaspectofculture,cross-culturalcommunicationisalsorequiredoneveryaspectofculture.2.2ImpactofSymbolsonbusinessnegotiations(mainlyfocusontheimpactofdifferentlanguages).Tobeginwith,theimpactofSymbolsismanifestedonthelanguagecommunicatingprocessofnegotiation.Thedifferencesareobvious,thoughthelanguagebehaviorsnegotiatorsusedareprovidedwithhigherfitness.Peopleonearthusemorethan3000languages.Becausefewofuscanbegoodcommandofmorethanonelanguage,problemsofcommunicationareboundtooccurininternationalbusinesscommunication.Onereasonforsuchdifferencesisthatlanguagesarebasedontheconcepts,experiences,andviewsandsoon.Properuseofthelanguageisasensitiveculturalissue.Americanstendtoexchangetask-relatedinformationinbusinessrelativelyfrankanddirect,withclearstatementsofneedsandpreferences.Generally,theyopenlyexpresstheirdisagreementsandresorttoaggressivepersuasivetacticssuchasthreatsandwarnings.AndtheFrenchareverballyandnon-verballyexpressive.Theylovetoargue,oftenengaginginspiriteddebateduringbusinessmeetings.Asians,ontheotherhand,tendtobefarmorereticentorimplicitandsometimesgotogreatlengthstosavefaceornottooffend.SavingfaceandachievingharmonyaremoreimportantfactorsinbusinessdealingsfortheJapanesethanachievinghighersalesandprofits.What’smore,theimpactofculturaldifferencesonnegotiationalsorepresentedonnon-verbalcommunication.Non-verbalsignalsdifferbyculture,andthedifferencescanaffectcommunication.Forexample,peoplefromAmericanswhovisitcertainAsiancountriesarelikelytoviewthefast,shortstepstakenbytheinhabitantsaspeculiarorsubservienceorweakness.Similarly,Americansseestandingupastheappropriatethingtodooncertainoccasions,whereaspeoplefromotherculturesdonot.Apartfromthat,asforourChinese,anup-and-downmovementoftheheadmeansyesandaside-to-sidemovementoftheheadmeansno.Thesemovementsmaymeannothingatallorsomethingquitedifferenttopeoplefromothercultures.Somecultures,likeourChina’s,donotliketouching,whilepeoplefromotherculturesthatliketouchingwillgiveyougreetingsrangingfromfullembracesandkissestonoserubbing.Ifyoucanunderstandothersfromdifferentculturesbasedonyourcounterpart’sstandards,youcanseizetheopportunitytoaccesstheculturalstyleofothers.2.3ImpactofHeroesonbusinessnegotiations（mainlyfocusonthenationcharacters）.HereItaketwoexamplesrespectivelyfromtheAmericansandJapanese.Americansmakedecisionsbaseduponthebottomlineandoncold,hardfacts.Theydonotplayfavorites.Economicsandperformancecount,notpeople.Businessisbusiness.Whenfacedwithacomplexnegotiationtask,Americanstendtodividethelargetaskintoaseriesofsmallertask.Issuessuchasprices,packinganddeliverymaybesettledoneatatime.Forthem,progressinthenegotiationismeasuredbyhowmanyissueshavebeensettled.WhileinJapan,decision-makingisquitedifferent.ManyJapanesecompaniesstillmakedecisionsbyconsensus.Thisisatime-consumingprocess,anotherreasontobringpatiencetothenegotiatingtable.So,quickanswerstoanyquestionorproblemarealmostimpossible.Besides,foreignbusinessmennegotiatingwithaJapanesecompanyshouldavoidshowinganykindoffavoritismtowardoneindividualordependingonasingleindividual.Thiswillalienatetheothermanagers.Fromthetwoexampleswecandrawaconclusion:overlookingculturaldifferencesmayleadtothefailureofnegotiation.2.4ImpactofValuesonbusinessnegotiationsValuesarethestandardsbywhichacultureactionsandtheirconsequences,theyaffectperceptionsandcanhaveastrongemotionalimpactuponpeople.In1992,adelegation,consistofChinesebusinessnegotiationrepresentativesandother12expertsindifferentfields,purchasedabout30millionchemicalequipmentandtechnologyfromAmerica.TheAmericanssenteveryoneinthedelegationasouvenirafterthefirstroundofnegotiation.Thesouvenirhadadelicatepackage.However,whenopeningthegifts,theywereshocked.Therewasagreengolfcapineveryone’sbox.TheoriginalmeaningoftheAmericanswastoplaygolfaftertheagreement.TheyhavenoideaofwhatagreencapmeanstoChinese.Theagreementwasnotreached,notbecauseoftheirmisbehaviorbutoftheirlackinginChineseculture.Thus,wecanseethatvaluesplayanimportantroleinbusinessnegotiations.Beforenegotiations,anegotiatorshouldstudythebasicconvictionsthatthepeoplehaveregardingwhatisrightandwrong,goodandbad,importantandunimportant.2.5ImpactofRitualsonbusinessnegotiationsReligionsvaryfromcountrytocountry,districttodistrictandfolktofolk.InacelebrationheldduringanegotiationinQatar,thesuperintendentofamultinationalcorporationbringsbrandytoshowhiswillingnessofcooperation.Asaresult,hewasdrivenoffbythecounterpart,whowasaMoslem.ItlatermadethecompanyunwelcomeinwholeQatar.Why?ThereasonisthatdrinkingliquorsisforbiddeninMuslimdoctrine.Itshouldberealizedthatnegotiatorswithdifferentculturebackgroundshavedifferentneeds,motivationandbeliefs.Itissuggestedtounderstand,accept,andrespecttheotherparty’sculture.3.AskedArtNegotiationsoftheinquiryisfiguringouteachother'strueneeds,graspeachother'spsychologicalstatus,expressyouropinionandsolveproblemsthroughnegotiationstheimportantmeans.Indailylife,askisveryartistic.Forexample,thereareaclericaskedhisfather:"Iinpraying,mayIsmoke?"Therequestwasflatlyrejected.Inanotherclergymansaid:"Iaminthesmokingcanpray?"Smokingrequestpermission.Why,inthesameconditions,anapproved,anotherrejected?Reasonisthequestionofartisticquality.Grantedthereasonis"insmokingwhenrestingstillremembertheprayer,donotforgettoworshipgod";Havenotbeengrantedthereasonis"prayheartnotsingle-minded,usingsmokingtorefreshing,forgodnotbenchiungodly".Actually,thisisthequestionofart,whichthisaspectcanask,whatcan'task,howtoask,whattimeask,thisinthenegotiationsareveryimportant.Sotoachieveeffectivetoaskquestions,beabouttomastertheartofquestioningandskill.3.1ClearthecontentofquestionsAskpeopleshouldmakeclearabovealltoaskyourselfwhatitis.Ifyouwishtoeachotherclearlyansweryourquestion,thenyoualsowillspecificclear.Questionnormallyonlyaword,therefore,musttermsaccuratelyandsuccinct,lestmakepeopleobscure,causeunnecessarymisunderstandings.Questionwordingisalsoimportantbecausequestionseasilytomakeeachotherfallenintopredicament,causeeachother'sanxietyandworry.Therefore,inthewordingonmustdiscreet,cannothavestabbedeachother,embarrassmenteachother'sperformance.Evenifyouarenegotiationsofdecision-makingcharacters,keyperson,alsodonotshowtheirspecialstatus,showaggressivemomentum,otherwise,thequestionwillhavetheoppositeeffect.3.2ModechoicequestionsChoosebriefquestioningwayisveryimportant,askdifferentperspectives,causeeachother'sreactionisdifferentalso,wastheanswerisdifferentalso.Inthenegotiationprocess,theotherpartymaybecauseofyourquestioningandfeelpressureandrestlessness.Thisismainlyduetothequestionerproblemisnotclear,orgivetheothersidewithoppressivefeeling,threatfeeling.Thisisthequestionofstrategicdoesnothavetheright.Meanwhile,inquestion,becarefulnottomingledwithavaguehint,avoidtoputforwardquestionsitselfmakeyouintoanunfavourablecondition.