《英语商务通论》On the Skill of International Business Negotiation

《英语商务通论》OntheSkillofInternationalBusinessNegotiation小论文写作（请从论文选题范围内，任选一个题目，以英文完成写作，具体要求如下。总分100分）一、论文题目1、TheImpactofCulturalDifferencesuponChineseandWesternBusinessActivities.(文化差异对中西商务活动的影响)2、Undertheglobalization,thenewdevelopmenttrendsoftheinternationaltrade.(全球化潮流下国际贸易发展趋势)3、OntheSkillofInternationalBusinessNegotiation.(浅谈国际商务谈判中的技巧)4、TheDifferencesbetweenChineseandWesternBusinessEtiquette.(浅谈中西方商务礼仪差异)5、AstudyonEnglishbusinessnegotiationsfromthepolitenessprinciple.(礼貌原则视角下的商务英语谈判)OntheSkillofInternationalBusinessNegotiation浅谈国际商务谈判中的技巧Abstract:withthecontinuousdevelopmentofmarketeconomyandthefurtherexpansionofopeningtotheoutsideworld,moreandmoreenterpriseshaveparticipatedininternationalcompetition,andinternationalbusinessnegotiationhasbecomeanindispensableandimportantactivityintheinternationalcompetitionofenterprises.Whetherthenegotiationissuccessfulornotisdirectlyrelatedtowhethertheenterprisecangainadvantagesanddeveloprapidlyinthecompetition.Therefore,ininternationalbusinessnegotiations,weshouldpayattentiontotheartofnegotiation,suchasbuildinganexcellentteam,understandingculturaldifferences,payingattentiontotheartoflanguageandtheartofsigningcontracts,andsoon.keywords:internationalbusinessnegotiations;culturaldifferences;languageandtechnologyWiththecontinuousdevelopmentanddeepeningofeconomicglobalizationandintegration,theworldtradeisincreasinglyfrequent,socialproductivityhasbeenunprecedenteddevelopment,economicrelationsbetweenpeoplearemoreandmoreinseparable,economicexchangesareinfullswing.Economicinterestsarebecomingmoreandmorecomplex,businesscontactsandtoseekcooperationandsupport,cannotdowithoutbusinessnegotiations,businessnegotiationshavebeenpaidmoreandmoreattention.Ininternationalbusinessactivities,manycooperationisbasedonnumerousbusinessnegotiations.Forcollegestudentswhowanttoengageinbusiness,theyneedtopracticeintheoryandpractice,learnbusinessetiquette,negotiationskills,etc.Enhancebusinessnegotiationabilityandachievecooperation.Letmesummarizethetechniquesofbusinessnegotiationnow.1.setupahigh-qualitynegotiatingteamEconomicnegotiationisaplanned,targeted,organizedeconomicactivity.Ingeneral,itisdifficulttocompletealone,especiallyininternationalbusinessnegotiations,itneedssomeorganizationalassurance.1.1OrganizationalcompositionGenerallyspeaking,thenegotiatingteamiscomposedofthepersoninchargeofthenegotiation,themaintalkerandtheescort.Differentnegotiatorshavedifferentresponsibilities.Thepersoninchargeismainlyresponsiblefortheformationoftheteam,theformulationofthenegotiationplan,thedeterminationandimplementationoftheplan,theanalysisofthenegotiationprocess,andthecoordinationofinternalandexternalproblemsandrelationsinthewholenegotiationprocess.Givefullplaytotheinitiative,enthusiasmandcreativityofthenegotiators.Therefore,thepersoninchargeshouldhavestrongorganizationalandcoordinatingabilities.Themainnegotiator(chiefnegotiator)isthemainspeaker,responsiblefornegotiatingwiththenegotiatorsaccordingtotheestablishedprinciplesandstrategies.Thepersoninchargeandthenegotiatormaybethesame.Individuals,whenthetwoarenotthesameperson,thetwoshouldcooperateandsupporteachother.Chaperonesaremainlyresponsibleforcollectingandprovidingnegotiationinformation,negotiatingprofessionalcontent,andprovidingvaluableadvice.Intheprocessofformingtheteam,thebusinesscompositionoftheteammembersshouldbeconsideredaccordingtothecontentofnegotiation,whichshouldincludeexpertsinbusinessadministration,engineeringtechnology,law,financeandsoon.Ininternationalbusinessnegotiations,legalexpertsshouldnotonlybeproficientineachother'snationallawsandregulations,butalsoinallkindsofeconomiclegislationandinternationalcommerciallaw,andshouldhaveadeepunderstandingofinternationalpractice.Proficientinforeignlanguage,andfamiliarwithnegotiationrelatedtechnology,managementknowledgetoaccuratelyexpresstheoriginalintention.1.2IndividualqualitiesofnegotiatorsThenegotiatingteamismadeupofdifferentindividuals,soitisnecessarytohavehigh-qualitynegotiatingindividualstoformanexcellentnegotiatingteam.Foreachnegotiator,hemusthavehighqualityinknowledge,businesspsychology,etiquetteandphysicalaspects.Broadknowledgeincludesnotonlyeconomy,management,market,finance,financeandlaw.Knowledgeofhistory,geographyandpolitics,aswellasthepolicies,policies,marketandbusinessconditionsoftheothercountryandthecultureoftheothercountry;businesscapabilitiesincludeoperationalresearchcapabilities,analyticalandjudgmentalcapabilities,resilience,expressivecapabilitiesandpublicrelationscapabilities,whicharedirectlyrelatedtotheabilityoftheothercountry.Gainadominantpositioninthenegotiations.Anexcellentnegotiatorshouldhavestrongwillpower,self-controlability,coordinationabilityandresponsibility.Inaddition,negotiatorsshouldhavebetterself-cultivation.Ininternationalnegotiations,theyshouldrespectthecultureoftheothercountry,begenerous,behaveproperly,anddressneatlyandmodestly.Evenifcooperationcannotsucceed,theyshouldshowduedemeanorandself-cultivation.2.UnderstandingandrespectingtheculturaldifferencesofdifferentcountriesTheinternationalbusinessnegotiationmustfacethenegotiationobjectfromdifferentcountriesorregions.Fordifferentopponents,theuseofdifferentwaysofnegotiation.ForWesternbusinessmen,thenegotiationstyleisdifferentduetothedifferencesbetweenChineseandwesternlanguagesandcultures.Forexample,Americanbusinessmenarecheerful,confidentanddecisive,andinnegotiationstheyarestraightforward,efficient,andpragmatic.Americanbusinessmenareusedtodiscussingoneitem,pushingforwardoneitem,andshorteningthenegotiationtimeaccordingtothetermsofthecontract.Theyareverygoodatbargainingandwinwithwisdomandstrategy.TonegotiatewithAmericans,avoidobfuscation,rightandwrongmustbeclear.Ifthereisanydoubt,askitbluntly,otherwiseitwilleasilyleadtoconflictofinterestbetweenthetwosidesandevenleadtoadeadlockinthenegotiations.ForAsianmerchants,AsianmerchantsareinfluencedbyChineseculture,whichisdifferentfromwesternones.Forexample,Japanesemerchants.TheJapanesearedeeplyinfluencedbythetraditionalChineseculture,andtheConfucianideologyandmoralconsciousnesshavebeendeeplyimprintedintheirheartsandreflectedeverywhereintheirbehavior.Japanesepeopleworkhard,payattentiontoetiquette,bargainpolitely,payattentiontoestablishingharmoniousinterpersonalrelations,andattachimportancetothequalityofgoods.Therefore,weshouldnotonlyunderstandthedifferencesinnegotiationstylesamongbusinessmenfromdifferentcountriesandregions,butalsoadapttotheactualbusinessnegotiationsaccordingtothetemporarysituation.Adjustyournegotiatingstyleproperlytoachievethedesiredgoalofsuccessfulbusinessnegotiation.3.thelanguageartofnegotiationThenegotiatoristhesubjectofnegotiation,andlanguageisthemaintoolofnegotiation.ThefamousAmericanmanagementscientistHarry?Simononcesaid,"successfulpeopleareexcellentlanguagecommunicators,"andsuccessfulnegotiationsaretheresultoftheexcellentuseoflanguageartbybothparties.3.1createagoodopeningatmosphereDifferentcountriesandnationalitieshavedifferentlanguages,customsandsocialsystems,sotheydiffergreatlyintermsofaddressandname.Iftheaddressiswrongandthenameiswrong,itwillnotonlymaketheotherpartyunhappy,butwillcauseresentmentandevenmakejokes.Therewasamisunderstanding.Ininternationalbusinessnegotiations,itisalsonecessarytochoosetheappropriateandappropriatenamecarefully,whichisalsoakindofrespectforothers,canbecalled"Mr.andsoorMs.",sothattheotherpartyfeelrespected,conducivetothefurtherdevelopmentofthenegotiations.3.2skillsinnegotiationsInnegotiations,presentations,questions,answers,andpersuasionarealsokeytothesuccessofthenegotiations.Honestyandcredibilityareimportantfoundationsfornegotiation,sostatementscannotbefraudulent.Thelanguageofthestatementisgenerallyconcise,coherent,accurate,andflexibleinordertoleaveroomforoneselfinthenegotiation.Also,payattentiontothetone,speed,pauseandrepetitionofstatements,minimizeconflictsanddeadlocks,andinanycase,donoteasilygivepositiveornegativeresponses.Howtochoosethewaytoaskquestions,whetheritisclosedquestionsoropenquestionsAskquestionsthatareconducivetoachievingyourgoals,andtrynottolettheothersideseewhatyourgoalsare.Whenaskingquestions,grasptheopportunitytoaskquestions,payattentiontothereactionoftheotherside.Don'treplyimmediatelyaftertheotherpersonasksaquestion,thinkcarefully,judgeaccuratelybeforeanswering,andcanusevaguelanguageorsidetoanswerthequestion,asktheotherpartytoexplainagaintothequestionthatdonotunderstand,inordertoprolongthethinkingtime.Whentheothersideisnotsatisfiedwiththeirownanswer,topersuade.Convincetheothersidenottobetough,tohaveenoughevidencetosupporttheirpointofview,thisneedstobewellpreparedbeforethenegotiations.IntheprocessofpersuasionEmphasizetheinterestsoftheotherside,dilutethedifferencesbetweenthetwosides,thelanguageshouldbesimple,friendly,inspiring,donotspeaktoomuchtruth,inordertoavoidarousingtheotherside'sdisgust.3.3skillsattheendofnegotiationsBeforeconcludingthetransaction,thewholenegotiationprocessshouldbereviewedandsummarized,soastomakecleartheresultsofallissues,arrangetherecordofthenegotiation,publishittobothparties,andobtaintheapprovalofbothparties,soastolaythefoundationforthesigningofthecontract.4.ConclusionsWiththeadvancementofourmarketeconomyandthefurtherexpansionoftheopeningtotheoutsideworld,internationalbusinessnegotiations,asthepreludeofthecommercialwar,haveappearedmoreandmorefrequentlyintheeconomicfield.Inte