Preparation for International Business Negotiation
国际商务谈判 Chapter 2
Chapter 2
Preparation for Negotiation
Lubrication
Preparation Every negotiation requires preparation. The preparation work functions, in a sense, as lubrication on either regular or an ad hoc basis.
1. The desirable target
is what negotiators wish to attain but in reality rarely reach. It serves two purposes in negotiations: A. setting a potential goal for negotiators to strive for; B. leaving room for bargaining in negotiations.
1. lack of sensitivity to differences in culture, consumer tastes, and market demands. 2. limited appreciation for the different environment abroad. Due to pressure to satisfy short-term financial goal, they are unwilling to spend money to find out about the differences.
3. The bottom target
国际贸易实务英文版第二版周瑞琪1Gerneralint
1.4.1 The preparation of a transaction
Finding the potential partner
Sources of information
Reference provided by the foreign partners The nearest consulate office International or local chamber of commerce Consulting firms Foreign exchange banks Trade directories and publications
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1.4.1 The preparation of a transaction
Studying creditability of the partner
Credit reference from
the local bank or correspondent bank
business range and annual sales volume sales literature and pricelists major customers business culture
international rules foreign currencies higher risks: Political risks, Commercial risks,
Financial risks, and Transportation risks more complex business procedures broader range of management skills
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1.3 Classification of international trade
涉外商务谈判成功的因素
涉外商务谈判成功的因素 Prepared on 22 November 2020I n t e r n a t i o n a l B u s i n e s s N e g o t i a t i o n:Paving the Way for a Successful Long-term Cooperation摘要：随着各国之间经济交往的日趋频繁，国际商务成为当今世界经济中越来越重要的活动，国际商务谈判是其中至关重要的一个环节。
国际商务的特殊性对其谈判人员在知识、谈判技巧和策略等方面提出了更高的要求。
本文主要仔细分析了国际商务谈判中的各个阶段和步骤，指出当中一些值得注意的问题并给予一些建议性的解决办法，同时也说明了国际商务谈判与良好的长期商业合作之间的关系。
希望此文对一些国际商务谈判人员及对国际商务感兴趣者能起到一定意义上的启发作用。
关键词：国际商务谈判；长期合作；准备工作；策略Abstract: Nowadays with more frequent interactive economic activities between different countries, international business plays a more and more important role. International business negotiation critically influences the success of international business, so business negotiators are supposed to have expertise in certain knowledge, techniques and strategies.This paper looks into the different stages and steps in international business negotiation, discusses some important problems in detail and comes out with suggestive solutions, and points out the close relationship between business negotiation and long-term cooperation. It is hoped that this paper would be helpful to the international business negotiators as well as some people who are interested in international business.Key words: international business negotiation, long-term cooperation, preparation, strategies 1.IntroductionNegotiation refers to a discussion aimed at reaching an agreement and the process of negotiating. International business means the commercial, industrial, or professional dealings which relates to or involves two or more nations. In this way, international business negotiation refers to the discussion carried out by two or more parties from different countries to reach an agreement on business affairs.First, the main part of an international business negotiation is to set a correct goal, including the goals of two parties or more parties in the negotiation. Second, an international business negotiation should be conducted on the precondition of the general interest and the chief objective of a company, instead of being based on personal benefits. Therefore, a general goal has to be set before negotiation, and it will be followed by the corresponding negotiating strategies. Third, an international business negotiation is different from a domestic business negotiation. Some people say that international business negotiation should be called cross-cultural business negotiation, for it is closely associated with varied styles of cultures of different countries. As a result, the cultural elements should be paid great attention to in international business negotiation.A successful international business negotiation does not only mean to achieve a deal once, but to establish a long-term cooperative relationship with the other party or parties in business. Especially in international businesses, with the increasingly fierce competition among rivals from different countries, a long-term cooperation means more to a company which is doing business with other foreign parties. How to carry out a negotiation so that it will lead to more businesses with foreign customers in the future is the key point of a successful international business negotiation.This paper tries to find the ways of conducting a successful international business negotiation, including the effective planning and preparation before negotiation, the techniques and strategies in negotiation, as well as the affairs after negotiation to pave the way for a long-term cooperation.2.Review of literatureThere are many books and articles on international business negotiation, and plenty of negotiating skills and strategies are given.Take some books for example. Breakthrough Business Negotiation: A Toolbox for Managers, written by Michael Watkins(2002), a leading expert in negotiation at Harvard Business School, serves as a guide to negotiating in some business situations. This book presents principles that apply to negotiation situations and tools to achieve expected results. It demonstrates how to understand a situation, build connection, manage internal decision making, persuade others, organize a deal cycle, and create strategic alliances.Another popular book Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William Ury and Bruce Patton(1991) is considered as a universal guide to the art of negotiating personal and professional disputes. It offers a concise strategy for coming to mutually acceptable agreements in every sort of conflict.In China, many authors also write on this subject. For instance, Xie Jinsha(1999) talked about the skills for international business negotiating. Chen Xirong(2001) carried out an analysis on the pragmatic strategies which are employed in international business negotiation. Three aspects of the positive pragmatic negotiating strategies were discussed, including politeness and appropriateness, tact and humor, and implicit and vague expressions. Wu Xiaochuang(2003) pointed out the importance and variability of “time” in the process of international business negotiation and suggested the negotiators should pay attention to the close relationship between “time” and negotiation. Not a few papers were written about the cultural factors or cultural differences. Zhou Juanmei(2003) analyzed in detail the different cultural factors which had a great influence on international business negotiation. It was pointed out that culture played an important role in influencing people’s negotiating methods, thinking, decision making and language usages in negotiation. It also put forward the suggestions on how to strengthen the consciousness of negotiation across cultures and perform well in international business negotiation.3.Features of international business negotiationIn order to clearly state different steps in a successful international business negotiation in this paper, some distinctive features of international business negotiation have to be pointed out first, which will help us better understand the following parts. These six features are commonto all international business negotiations and distinguish international business negotiations from domestic negotiations.The first feature is that in international negotiations the parties must deals with the laws, policies and political authorities of more than one nation. The second one is the presence of different currencies. The actual value of the prices or payments set by contract may vary due to the fluctuation of the relative value of different currencies, and may result in unexpected losses or gains. The third feature common to international business negotiations is the participation of governmental authorities. Governments often play a large role in foreign business. While private firms are usually concerned with profits, governments may be more concerned about social or political objectives. The fourth one is that the international businesses are much vulnerable to sudden changes in circumstances such as war, revolution, changes in government and currency devaluation. The fifth feature unique to international business negotiation is that the parties of international business negotiations usually hold very different ideologies about investment, profit and individual rights. This will also pose a challenge to the negotiators. Finally, cultural differences are an important factor in international negotiations. In addition to language differences, different cultures have differing values, perceptions and philosophies, so certain ideas may have very different meanings in different cultures.Due to the above six distinctive features of international business negotiation, negotiators on such occasions are required to have enough knowledge and social insight that would be necessary in negotiating. They have to be capable of analyzing unexpected events or risks in negotiation and be aware of ideological and cultural differences. They are to present their proposals or ideas in ways that are acceptable to the other party, or at least neutral to both parties ideologically and culturally. These requirements are closely connected with the process of a successful international business negotiation, which is to set up a long-term cooperation.4. Negotiation MethodologyThere are three different steps in international business negotiation - the pre-negotiation stage, negotiation itself, and the post-negotiation stage. All the matters referred below provide an overview of the different stages of international business negotiation as well as the matters that are worth noticing in order to realize the objective of negotiation.Pre-negotiation:Structuring a successful negotiation with action plans and effective preparationAn international business negotiation usually consists of the following steps: first, set the subject for negotiating, in other words, the goals. Second, list the points and facts for negotiating. Third, fix the way, the time, the participants and the place of the negotiation. Fourth, set down and apply some negotiation techniques and strategies. Finally, get to the end of the negotiation. The first three steps are all included in the preparation stage, that is, to make action plans and effective preparation for a successful international business negotiation. In the following part, we will talk about some problems in this stage.Setting the goals for negotiation is the first step for every business negotiation, and it is one of the most important jobs in preparation. To set the goals for negotiation means to set an expected value and a certain expected level for what is going to be negotiated. As a general principle, every negotiation ought to be oriented by the realization of its goals, which lies finally in signing the contract by two parties. The goals of negotiation are often classified into three categories. That is, the goal that has to be realized, the goal that one hopes to achieve, and the goal that one is willing to reach. We can also put it in this way, the goals of negotiation are elastic, and are made capable of adapting to any changes in negotiation. Otherwise, therewould be no space left for turnabouts in negotiation, and it would be likely to fail when it came to certain divergence of two parties.The goals of an international business negotiation should be based on the conditions of the company’s production, capital, technology and equipment at present, as well as the state policies that are related to the business or the negotiation. For example, the assessment standard, the delivery date, prices and other requirements should be planned before negotiation. Only in this way can an international business negotiation be carried out with clear goals. Only with clear and concrete goals can it draw the exertions of the participants together to work to a successful end. Therefore, the goals show the direction of the negotiation, serving as its starting point and, at the same time, its end. It is indispensable to a successful international business negotiation.It is also necessary for negotiators to getting to know the situations of the other party in the coming negotiation. In the preparation stage, the negotiators not only need to make an analysis of its own conditions, but also have to get a comprehensive understanding of the other party, including its strength and weakness, the policies and regulations in its country, business customs and cultural backgrounds, as well as the situations of its negotiators, etc. We should pay attention to the fact that some failures of the bilateral business cooperations or investments result from the lack of knowledge of the other party in negotiation.Business survey and data collection are very important ways of getting to know what is needed. In order to develop their business worldwide, many multi-national corporations establish large information institutions around the world, and send information every day back to the headquarters for policy and decision making.The quality of negotiators and the distribution of work are important factors in preparation as well. Some people say that international business negotiation is in fact a competition of strength between two parties in a certain sense. The result of a negotiation depends a great deal on the quality of the negotiators in their knowledge and psychology. Because international business negotiation involves many elements and is very complicated, the negotiators are supposed to have a good mastery of the professional knowledge, such as international trade, international finance, international marketing and international commercial law, and some knowledge in other fields, like management, economics, finance, psychology and foreign languages. Their keen insight and quick wit will help the negotiators a lot when negotiating, and make them confident in success.Besides, the international business negotiators have to be determined, adventurous and self-confident. There are many unexpected problems occurring in business negotiations, and most of the time, the negotiators will be challenged and frustrated by the counterparts from the other party while negotiating. Therefore, only the knowledgeable people who are responsible and ready to take all kinds of risks are qualified for good negotiators.The work should be distributed in a reasonable way among the negotiators, so as to achieve the best results. Sometimes some international business negotiations involve large amounts of capital or asset, or they take quite a long time, or they have extensive influence over many others. As a result, someone has to be elected as the chief negotiator, and some negotiation parties have to be composed by specialized teams which will perform different functions while negotiating. These specialized teams are made up by various professionals who are experts and are very familiar with their businesses. They work together and complement each other’s functions, thus easily resolving many different kinds of problems. The pressure ofthe chief negotiator will be relieved in this way, and the efficiency of business negotiations will also be improved.4.2In negotiation:techniques and strategies to achieve a successful business negotiationAfter preparation, it is time to set down and apply some techniques and strategies for negotiation. International business negotiation is special in that the two parties from different countries will have to take the international economic laws and their differing economic systems, social and cultural backgrounds and many other factors into consideration when they are negotiating. Besides, the international transfer of asset is closely connected with such problems as international trade, international finance, international insurance and international transportation. Therefore, in order to achieve a successful international business negotiation, the negotiators have to learn and apply some techniques and strategies.First, attentive listening and observing is very important in negotiation. Many inexperienced negotiators think their task is to talk about themselves and contradict the other party when negotiating, and do not listen to the other party patiently while someone is speaking. Some of them do not pay any attention to what the other party talks about, and as a result, they miss much useful information. They hold mistakenly the view that the best negotiators always win the initiative of negotiation by talking much. 1In fact, the successful negotiators usually spend over 50% of their time in listening, according to a survey.The chief task for a negotiator is to collect necessary information in negotiation. He or she has to listen carefully to what their counterparts from the other party say, and frequently ask them questions to make sure he or she understands what they say. By listening, the negotiators get to know the real demand of the other party, and while listening, they are on the way to find solutions to problems. Some people point out that in international business negotiation, talking is a task, while listening is an ability. Whether a negotiator is good at listening or not will have a great effect on his or her success or failure.Observing is as important as listening in international business negotiation. The negotiators are supposed to observe carefully at the manners and attitudes of their counterparts. Sometimes they have to change some of their previous plans or decisions when they find that there are some alteration in the expressions or manners of the other party, so as to lead the negotiation to continue and come to an expected end. Many small incidents may happen in negotiation, and close observation can help avoid the adverse effects of these incidents. It is also an important ability for the negotiators to observe in international business negotiation.Second, effective use of verbal and non-verbal language is a useful tool for negotiating. To establish a friendly relationship with the other party is one of the most important steps of negotiation, which will create a favorable atmosphere for the whole discussion. The negotiation may begin with some topics that both parties are interested in, for instance, the clubs they join and the exercises they do. This gives a good beginning for the negotiation and leads it to go on in an easy and polite atmosphere, and furthermore, to build up trust and confidence in each other.It is helpful to use verbal language in a correct way in international business negotiation. From the answers of the other party, we can also gain important information for business. The negotiators may use some words or phrases with neutral meanings, for example, “oh”, “ah”, “yes” and “I see”, to show that they are interested in what their counterparts are talking about 1邹建华. 国际商务谈判业务与技巧. 广州：中山大学出版社, 1990.and that they want them to continue. Reiteration can also be used in international business negotiation to gain more information or show interest in a certain topic. For instance, if someone from the other party says, “This time we need a significant increase in discount.” A negotiator may repeat the words “a significant increase”, and see what will happen next. Most of the time, the other p arty will go on to explain what “a significant increase” is, and he or she can further understand the intention of the other party in this negotiation and what they think is the most important.Meanwhile, the negotiators should try to use few words or sentences that will arouse the dislike of the other party. They, especially those negotiators whose mother tongue is not English, have to avoid using words and phrased like “To tell you the truth” or “I will be honest with you…”. Because these will cause a se nse of distrust and nonconfidence, which contributes to the negative influence of their cooperation in negotiation.Proper questioning is very useful in negotiation as well. By questioning, the negotiators will get some information that cannot be gained anywhere except in negotiation; and they may also make sure of their judgments via questions. The negotiators as exporters should try to ask open-ended questions instead of questions which will be responded by only “yes” or “no”. The open-ended questions usually require detailed explanations from the other party. Because these explanations always enable the importers to talk about their demand at liberty, this will provide an opportunity for the exporters to find out what they really need. Take for example that the exporters may ask the importers the following questions, “Could you tell me more about your company” “How do you like our products” And the exporting negotiators have to take down the key and important things for future use.The conditional questions, each of which is composed of a conditional adverbial clause and an interrogative clause, are often employed in international business negotiation, too. Among them, the typical sentence structures are “What…if…” and “If…then…”. For instance, “What would you do if we guarantee weekly shipping” and “If we agree to cut the price by 2%, then would you place a larger order than you had planned to” Proper concession would open a door for the success of international business negotiation. However, any concession in business is based on equality and mutual benefit of both parties. The concession in the form of conditional questions leads the two parties in negotiation to this end. This is because the conditional adverbial clauses offer an opportunity for the party, who makes the concession, to propose the corresponding demand from the other party. As a result, both parties would gain their equal interests and benefits through concession.Besides verbal language, non-verbal language also plays an important role in international business negotiation. Non-verbal language includes facial expressions, gesture, posture, space and distance, appearance, timing and so on. It cannot be separated from the process of discussion in negotiation; however, many negotiators neglect this, which causes different degrees of difficulty for the business negotiation.The negotiators should also pay attention to the fact that people from different countries have different non-verbal languages. Take for example that the Japanese negotiators use less eye contact and wear less facial expressions than the American negotiators when they are in international business negotiation. They keep silent much more often when negotiating than the Chinese negotiators, who tend to keep silent only when they want to show their disagreement on certain matters. Any negotiators have to make clear these differences to avoid any unnecessary confusion or misunderstanding.Third, the negotiators should pay attention to the cultural difference in international business negotiation. Different cultural backgrounds will pose certain degrees of difficulties for negotiation, and sometimes they will lead to some misunderstanding between two parties. Therefore, the negotiators have to be aware of the cultural differences and pay enough attention to the situations or any unexpected incidents caused by them. Negotiators from different countries may have different ways of thinking, and this will have a great influence on their decision making. When facing a complex negotiation task, the negotiators from the western countries prefer to divide their major task into small parts and solve problems step by step while negotiating. For example, when they are negotiating with the other party about prices, delivery, insurance, services and other problems, they tend to make concession and come to agreement in each of these different subjects, and eventually combine these small agreements into the final agreement. This is quite different from that of the oriental negotiators. Those from oriental countries will not make concession and promises in all the problems until the end of negotiation, when they come to their final agreement with the other party.Fourth, there are some other problems that are worth noticing in international business negotiation. ‘The negotiators have to be confident in themselves and the outcome of the negotiation. The international business negotiation is based on mutual benefit, so both parties are in an equal position. One party in negotiation cannot get to a desirable result without the other party. The negotiators should be clear of this and act confidently while negotiating.A few negotiators often use some words with certain meaning of threatening when they come to some concrete problems in international business negotiation. They threaten to abandon the negotiation if one or some problems cannot be resolved in the way they are pleased with. This kind of threatening sometimes brings a good ending, but it cannot be used too often, because this will arouse disgust in the other party, and is not favorable to a long-time cooperative relationship between two parties. Problems cannot be solved by force on these occasions. Any party is supposed to be concerned with the interests of the other party, not just their own.The international business negotiators should be clear that business is not cheating, so they have to try to use trick means as few as possible. Cheating is an unwise measure for a short term. In the long run, a nice cooperation must be built up on the basis of honesty and faithfulness. If the negotiators are not good at cheating, they had better not use tricks at all. Otherwise, once their tricks are discovered, their credit in business will be adversely affected. If the negotiators of one party find that their counterparts are using tricks, they have to remind them to go in the right way by indicating.In international business negotiation, the negotiators are not supposed to make promises easily or in a hurry. They should hold good control of the sequence and speed of negotiation, and do remember to leave some space for turnabouts while negotiating as mentioned above. If the expected goal is reached, they have to make prompt decisions and put their agreements into contracts. Because sometimes one of the two parties would cancel their agreements the next day, or even in several minutes after coming to agreements, which are caused by many reasons. Therefore, the international business negotiators have to be decided at crucial moments and catch the chance to sign contracts with their counterparts without any hesitation in the right time.4.3Post-negotiation: paving the way for a successful long-term cooperationThe completion of a negotiation and the signing of a contract do not mean the end to the international business. The companies have to keep further contact with customers by e-mails or visits, and maintain a good relationship with them. International businesses are not short-term work. The longer both parties cooperate with each other, the more benefits they will get. A successful business relationship is one which will last, not just occurs once. The exporting companies are supposed to get to know the demand of their customers as well as to send information about their new products or services in time to the customers. The best ways are sending e-mail, paying visits and informing by phone.Summarizing and accumulating the experience in negotiating are also one of the important jobs after international business negotiation. Every negotiation is a process of studying, which provides experienced negotiators to apply their knowledge and techniques, and new negotiators to learn how to cope with problems on such occasions. A company makes progress because it is always studying and accumulating, so does a business negotiator. After an international business negotiation, the negotiators have to look back and think about what has happened in it. For example, what the two parties are differing from each other fundamentally and what could be done to bridge the gap. This review will help a lot in the next negotiation.International businesses are all about preparation and opportunities, and opportunities are always for those companies that get well prepared. It is, again, time to do a good preparation for the next successful negotiation. One company may be handling different things at one time, negotiating with or contacting several parties, as well as preparing for some others at the same time. No matter which party they are cooperating with, they have to get well prepared, becausea good preparation means a favorable beginning of an international business negotiation.5. Conclusion.Because of the rapid economic globalization, international businesses are becoming more and more important. The international business negotiation is indispensable in every successful business. The negotiators need to master various negotiating skills, techniques and strategies, and do some efficient work to pave the way for a successful long-term cooperation with other parties.Bibliography:[1] Curry, Negotiating. Shanghai: Shanghai Foreign Language Education Press, 2000.[2] 陈丽清. 国际商务谈判策略.《对外经贸实务》, 2002(10).[3] 关晓光.姚辉. 国际商务合作. 沈阳：辽宁教育出版社, 2001.[4] 洪银兴. 国际商务导论. 北京：中国青年出版社, 1996.[5] 吕才红.傅洁. 国际商务谈判英语. 成都：四川大学出版社, 1994.[6] 生华.徐景升. 国际商务谈判的技巧. 《北方经贸》, 1999(6).[7] 解金沙. 条件问句在国际商务谈判中的作用.《安徽大学学报（哲学社会科学版）》, 1999(2).。
跨境业务工作计划范文英文
跨境业务工作计划范文英文IntroductionIn the modern globalized business environment, cross-border business has become an essential part of many companies' operations. It offers opportunities to enter new markets, tap into new customer bases, and access new resources. However, successful cross-border business requires careful planning, thorough research, and an understanding of the unique challenges and opportunities presented by different markets. This work plan aims to outline a comprehensive strategy for conducting cross-border business, covering areas such as market research, legal and regulatory compliance, logistics and supply chain management, and marketing and sales strategies.Market ResearchBefore venturing into a new market, it is essential to conduct thorough market research to understand the demand for your products or services, the competitive landscape, and the regulatory environment. This includes identifying potential customers, understanding their needs and preferences, and evaluating the strengths and weaknesses of existing competitors in the market. To gather this information, we will utilize a combination of primary and secondary research methods, including surveys, interviews, and analysis of industry reports and market data. The research will also include an assessment of potential risks and challenges related to the target market, such as political instability, currency fluctuations, or cultural differences.Legal and Regulatory ComplianceCross-border business involves navigating a complex web of laws and regulations, which can vary significantly from one market to another. It is crucial to ensure compliance with all relevant laws and regulations, including those related to import/export, customs, taxation, and product safety standards. This may require obtaining the necessary permits and licenses, setting up legal entities in the target market, and hiring local legal counsel to provide guidance on compliance issues. Additionally, it is important to consider any trade agreements or treaties that may affect our operations in the target market, as well as any international standards or certifications that may be required.Logistics and Supply Chain ManagementEfficient logistics and supply chain management are critical to the success of cross-border business. This includes managing the transportation and storage of goods, coordinating with suppliers and distributors, and optimizing inventory levels to meet demand in the target market. We will work to establish partnerships with reliable logistics providers and develop a robust supply chain network that can support our operations in the target market. This may involve setting up distribution centers, negotiating favorable shipping terms, and implementing inventory management systems to ensure timely delivery of products to customers.Marketing and Sales StrategiesEffective marketing and sales strategies are essential to successfully entering and establishing a presence in a new market. This involves developing a deep understanding of the target market's demographics, preferences, and purchasing behavior, and tailoring our marketing messages and sales approach accordingly. Our marketing efforts will utilize a mix of online and offline channels, such as social media, search engine marketing, content marketing, and local advertising. We will also focus on building relationships with local partners, distributors, and influencers in the target market to help promote our products and expand our reach.Risk ManagementEntering new markets comes with inherent risks, such as currency fluctuations, political instability, and potential legal and regulatory challenges. It is critical to identify and assess these risks and develop mitigation strategies to minimize their impact on our operations. This may involve diversifying our supplier base, hedging against currency risk, and implementing robust contingency plans to address potential disruptions in the supply chain. Additionally, we will closely monitor market trends and changes in the regulatory environment to identify and address any emerging risks that may affect our business.Implementation PlanThe successful implementation of the cross-border business strategy will require coordination across multiple departments and functions within the organization. We will establish a dedicated cross-border business team to oversee the execution of the strategy, with clear roles and responsibilities assigned to each team member. This will include regular communication and collaboration with key stakeholders, such as sales, marketing, legal, finance, and operations, to ensure alignment and coordination across all aspects of the business plan. We will also establish key performance indicators and metrics to measure the success of our cross-border business operations and make adjustments as needed. ConclusionCross-border business presents significant opportunities for growth and expansion, but it also comes with its own set of challenges and complexities. This work plan outlines a comprehensive strategy for conducting cross-border business, covering critical areas such as market research, legal and regulatory compliance, logistics and supply chain management, and marketing and sales strategies. By carefully planning and executing this strategy, we can position ourselves for success in new markets and achieve our growth objectives.。
商务谈判的步骤英文流程
商务谈判的步骤英文流程Business Negotiation Steps and ProcessWhen it comes to business negotiations, it is essential to have a clear understanding of the steps and process involved in order to achieve successful outcomes. Negotiating in the business world requires a strategic approach, effective communication, and the ability to reach mutually beneficial agreements. In this document, I will outline the steps and process of business negotiation in detail.Step 1: PreparationThe first step in any successful business negotiationis thorough preparation. This includes researching the other party, understanding their needs and priorities, and identifying your own goals and objectives. It is important to gather all relevant information, such as market trends,industry standards, and potential alternatives. By being well-prepared, you can enter the negotiation with confidence and a clear strategy.Step 2: OpeningOnce you have completed your preparation, the next step is to open the negotiation. This involves setting apositive tone, establishing rapport with the other party, and outlining the agenda for the discussion. It is important to be clear and concise in your communication, and to listen actively to the other party's perspective. By establishing a collaborative and respectful atmosphere from the beginning, you can lay the foundation for a productive negotiation process.Step 3: BargainingThe bargaining phase of the negotiation is where both parties present their positions, make concessions, and seek to find common ground. This is often the most challengingpart of the negotiation process, as it requires flexibility, creativity, and effective communication. It is important to focus on interests rather than positions, and to explore potential trade-offs that can benefit both parties. Bybeing open to compromise and seeking win-win solutions, you can increase the likelihood of reaching a mutuallybeneficial agreement.Step 4: ClosingThe closing phase of the negotiation involvesfinalizing the agreement, clarifying any remaining details, and ensuring that both parties are satisfied with the outcome. It is important to document the terms of the agreement in writing, and to address any potential issuesor concerns before finalizing the deal. By being thorough and clear in your communication, you can avoid misunderstandings and build trust with the other party. Closing the negotiation effectively is crucial for maintaining a positive relationship and setting the stagefor future collaboration.Step 5: Follow-upAfter the negotiation is complete, it is important to follow up with the other party to ensure that the agreement is implemented as planned. This may involve monitoring progress, addressing any issues that arise, and maintaining open communication. By demonstrating your commitment to the agreement and fulfilling your obligations, you can strengthen the relationship with the other party and pave the way for future partnerships.In conclusion, business negotiation is a complex process that requires careful planning, effective communication, and a strategic approach. By following these steps and process, you can increase your chances of achieving successful outcomes and building strong relationships with your business partners. Remember to stay flexible, open-minded, and focused on creating value for both parties. With practice and experience, you can becomea skilled negotiator and achieve your business objectives with confidence and professionalism.。
journal of international business studies经验
journal of international business studies经验"Journal of International Business Studies" (《国际商务研究》杂志) 是国际上最重要的商务研究期刊之一，专注于研究全球化和跨国公司管理的前沿话题。
在该杂志发表文章，对于研究者来说，是一项非常重要的学术成就。
以下是发表文章的一些经验：1. 选择合适的主题：确保你的研究主题与《国际商务研究》的宗旨和范围相符合。
该杂志主要关注国际商务、跨国公司管理和全球化等领域的最新研究成果。
2. 进行高质量的研究：高质量的研究是发表文章的关键。
这包括确保研究问题和方法的新颖性、研究的深度和广度，以及结果的可靠性和实用性。
3. 确保文章结构清晰：结构清晰、逻辑严谨的文章更容易被期刊接受。
包括引言、文献回顾、研究方法、结果和结论等部分。
4. 仔细审阅和编辑：仔细检查你的文章是否有任何语法、拼写或格式错误。
此外，确保你的文章遵循《国际商务研究》的投稿指南。
5. 寻求同行评审：同行评审是提高文章质量和确保内容准确性的重要步骤。
寻找具有相似研究方向的同行对你的文章进行评审，他们的反馈和建议将对你的文章有很大帮助。
6. 耐心和毅力：发表文章需要时间和努力。
不要因为一次被拒绝就放弃，持续改进你的研究和写作技巧，并不断尝试向其他期刊投稿。
7. 建立学术网络：与期刊的编辑和审稿人建立联系，了解期刊的要求和期望，这有助于你更好地准备和提交你的文章。
8. 持续学习和更新：商务研究是一个快速发展的领域，要保持对最新研究动态的了解，以使你的文章具有创新性和相关性。
9. 保持原创性：原创性的研究和理论贡献是期刊最看重的方面之一。
确保你的研究问题和方法是新颖的，并尝试从不同的角度或理论框架来探讨问题。
10. 注重研究的实用性和政策相关性：除了理论贡献外，你的研究还应该对实践或政策有所启示。
考虑你的研究结果如何在实际业务或政策制定中得到应用或借鉴。
国际商务函电吴雯版翻译
1.现借此机会向贵公司介绍，我们是外资企业,专门经营工艺品。
We avail ourselves of this opportunity to introduce to you as a foreign-invested corporation specializing in arts and crafts.2.我们想熟悉一下刚才的供应情况。
We want to acquaint ourselves with the supply position of steel products.3.我们随函附上一份价目表。
We are enclosing a copy of price list.4.我们公司在全球有28个分销商。
We have 28 distributors across the world.5.我们是中国轻工产品的主要出口商之一，愿与你公司建立业务关系。
We are one of the leading exporters of Chinese light industrial products and are desirous of entering into business relations with you.6.我们从企业同业名录得知你方公司名称和地址。
We obtain your company name and address from list of corporate peers.7.我有两年以上跟单和船务经验。
I have 2 years of order follow-up and shipping experience.8.我们有在英国热销的运动鞋款式的图片。
We have picture collections of sports shoes that are hot selling in UK.9.已另邮一些样品盒小册子供你方参考。
We are sending some samples and brochures under separate cover for your reference.10.我们对你方目录里的电器用品感兴趣，请寄报价表来。
international-business-negotiation资料讲解
3.Quotation and negotiation:At this stage, the two sides
will talk about product, service, acceptable rules and standards, transaction price, delivery time, financial planning and payment terms, breach of contract, etc.. These are the core of the whole negotiation. Only at this stage, the two sides began to revise their negotiating goals and adjust the negotiation strategy based on their expectations, so that the expectations of both parties are gradually consistent, in order to eventually reach a deal.
international-businessnegotiation
DEFINITION
business negotiation
Business negotiation is a process in which the participants of business activities communicate, discuss and adjust their views, settle differences and finally reach a mutually acceptable agreement in order to close a deal or achieve a proposed financial goal.
如何为商务会议做准备英语作文
如何为商务会议做准备英语作文A well run meeting can be used to effectively train employees, close an important sale, set business goals and keep major projects on the right track. A successful meeting starts well before everyone is gathered in a conference room. The person running the meeting needs to make arrangements, gather materials, send out invitations and coordinate the activities. Participants need to be prepared to handle any required tasks, provide feedback, make presentations or brainstorm ideas. Doing the groundwork ahead of time will keep the meeting running smoothly and help you meet your goals.People may wonder how to prepare for a business meeting? Firstly, you must determine if you are running the meeting or expected to participate in any fashion. If you are in charge of arrangements, be ready to coordinate scheduling, materials and the pacing of the meeting.Secondly, you have to set a goal for the meeting. Decide if you are trying to make a sale, bring an investor on board, train employees about company policies or brainstorm new product ideas. In addition, you also have to set an agenda for the meeting. Giveparticipants a heads up if the meeting is expected to be particularly long. Allow time for bathroom or refreshment breaks. Prepare a schedule if there will be multiple speakers or presenters.Thirdly, you should remember to send out time and location details to all participants. If you are dealing with employees, let them know if attendance is mandatory or optional. Email conference call-in numbers and codes if you are arranging a phone meeting.Furthermore, you also have to remember to prepare for any needed equipment. For example, if you are going to have a computer presentation, be sure that the conference room has a screen and projector. Know how to hook your laptop up to the projector so that you don't have to waste valuable meeting time dealing with technical details. Take your presentation for a test drive before you do it in front of clients. Make sure your sales or investment pitch is professional, concise and interesting. Endless charts projected on a screen don't make for compelling meetings.During the presentation, you must understand your audience, how you can meet their needs and what goals you want to reach.You also have to gather materials, print off handouts and make sure there are enough chairs for everyone. Prepare refreshments or make catering arrangements if necessary.。
英语论文-International Business Negotiation Strategies and Skills
International Business Negotiation Strategies and Skills1. Introduction (2)2. Literature review (3)2.1 The definition of international commercial negotiation. (3)2.2 The basic principles of business negotiation strategies and skills. (4)2.3 Studies on business negotiation strategies and skills (6)3. Negotiation strategy (7)3.1 Make good preparation for the negotiation (7)3.2 Do Research (9)3.3 Offensive-start strategy (10)3.4 Create “win-win” results (11)4.Negotiation skills (13)4.1 Asking skill (13)4.2 Respect the cultural differences (15)4.3 Language skills (16)4.3.1 Implication and euphemism (16)4.3.2 Humor Skill (17)4.4 Imply the limited time (18)5. Conclusion (20)References (21)1. IntroductionInternational business negotiation strategies and skills are important to the development of countries and enterprises. Some articles have concluded negotiation strategies and skills even through linguistics and strategic. Therefore, nowadays it will require people to have a deep understanding of business negotiations and do research on it. Naturally, the strategies and skills have become major issues in the study of business negotiations. The study showed that negotiation strategies and skills play an irreplaceable part in negotiations.In this paper, the strategies are about the targets and especially the methods to deal with the main and key problems that may come out in the whole negotiating process. For example, making preparation and doing research beforehand. However, the skills focus on solving some troubles or detailed matters that should be careful when discussing. For example, asking skill and the language skills. Facts have shown that the research on negotiation strategies and skills will help to make fewer mistakes in the international business negotiations, and it is a powerful weapon helping to win the negotiations.In the 2nd part of this article, I talk about the definition of business negotiation, the basic principles of business negotiation strategies and skills and the studies on business negotiation strategies and skills. The 3rd part and the 4th part are the main chapters, through some negotiation cases and the detailed analysis, several negotiationstrategies have been shown in the 3rd part while some important negotiation skills could be found in the 4th part. The last part is the conclusion.2. Literature review2.1 The definition of international commercial negotiation.Today, commercial negotiations have become common activities in the business world with the development of the economy and the globalization. The development of international trade and the exploitation of the global investment will bring the diversification of the international business cooperation in which commercial negotiation plays an important role.Business negotiation is not only a science but an art, and it could be found everywhere in our economic life. As a pivotal part in the international trade, to some sense, commercial negotiation is concerned with the development of the companies. Negotiation is the process of two individuals or groups reaching joint agreement about differing needs or ideas(邹建华，2000).Business negotiation is a process in which two or more participants attempt to reach a joint decision on business of common concern in situations where they are in actual or potential disagreement or conflict. (邹建华，2000) Commercial negotiation is a social phenomenon and a special embodiment of human relations. It is a processof information exchange between two sides. They are counterparts of matched qualification and rather independent in material force, personality and social status, etc. Due to mutual contact, conflict and differences in viewpoints, needs, basic interests and action mode, both parties try to persuade the other party to understand or accept their viewpoints and to satisfy their own needs.Negotiation in business is a critical aspect to getting more accomplished and generating more valuable sales. Negotiation is founded upon principles but it could be argued that it is more art than science. The best negotiators are often brilliant strategists and gifted technicians but their perhaps most unsung trait is the mastery of the true art of negotiation.2.2 The basic principles of business negotiation strategies and skills.1. Keep it flexible and fluid.It needs some flexibility to keep it fluid in the process of negotiation as to how to seek the consistency of both parties to achieve the holistic objectives as long as we do not give up some important principles. Especially you have to use different kinds of negotiation strategies and tactics to deal with different negotiation opponents in different negotiating atmosphere and under different conditions. (刘园，2004) Any negotiation is a process of constant thinking, exchanging of information and continuous concession of both parties. Apart from sticking to principles you should also master in a flexible way various negotiation techniques, assess what is in theother party’s mind, what their needs are and what their tactics will be. By doing this, one side will get in an active and favorable position in the process of negotiation. When assessing others’needs, try to be realistic. The negotiators can never force theirs own standard onto others to avoid the negative effects.To complete the negotiation, both parties can carry out their negotiation strategy and skills. The process of the negotiation is full of considering, thinking, and skills. In order to achieve its goal, both parties could use the flexible and mobile methods in the negotiation which means the strategy and the skills.2.Sincere cooperationNegotiation is to negotiate with the other party in order to solve problems. Negotiation in itself is a kind of cooperation. Through negotiation, both parties are seeking an alternative arrangement of a business situation so that at the end of the negotiation they feel this result is much better than that when they first started. As a matter of fact, both parties are making concessions(刘园，2004). When making concessions both sides should always keep in mind that the concessions one party gets from the other party should be more valuable than the ones he makes for the other party. The purpose of this is to seek a win-win situation instead of “one win but one lose”. That is to say both parties are winners. It is through sincere cooperation that this win-win result can be made.The negotiators need to release all the intentions and goals. There is however no need to tell lies. Sincerity is very important for a negotiator’s style. Keep the words to obtain the opposers’ trust. Treating others as one side want to be treated can promotethe negotiation and get successful results. A negotiator needs to be canny and even difficult to deal with. But at the same time the negotiator should be one who keeps negotiator’s words and trustworthy. Then both parties can enjoy sincere cooperation. To be sincere not only at the time around negotiation table but also later on to strictly stick to the performance of the contract.2.3 Studies on business negotiation strategies and skillsWith the changes of time and the idea on negotiations, the strategy has changed significantly(钟钢,2003). In the past the aim in negotiations is just to get victory after the negotiations, and it means that one side is upholding the position of its own side. At the beginning of the 20th century after the 1980s, people paid more and more attention to "win-win" concept of negotiations. To pursue "win-win" result in the negotiations, both sides should make efforts to solve the problems. "Win-win" is to get high efficiency and to pursuit low cost basing on long-term interest.Most of the negotiation literature focuses on two strategies, although they call them by different names. One strategy is interest-based (or integrative, or cooperative) bargaining, while the other is positional (or distributive or competitive) bargaining. In their best-selling book on negotiation, Getting to Yes, Roger Fisher and William Ury argue that there are three approaches: hard, soft, and what they call "principled negotiation." Hard is essentially extremely competitive bargaining, soft extremely integrative bargaining (so integrative that one gives up one's own interests in thehopes of meeting the other person's interests) and principled negotiation is supposed to be somewhere in between, but closer to soft, certainly, than hard. All of these topics are discussed in this section.Today, there are increasing numbers of people who have a basic understanding on business negotiation strategy and skills. Some strategies researches have been done according to different national and regional cultural differences. 陆丽娟, in her article, " The Comparison between East and West Negotiation Skills "(2005), explains that international business negotiation skills are very important from the viewpoint of cultural differences. 肖剑, in his "The Art of War and Business Negotiation Strategy and Skills"(2000) , formed his negotiation strategies through linguistics and strategic.3. Negotiation strategy3.1 Make good preparation for the negotiationNegotiations plan should include goal setting, and the contingency measures. Setting the goal is not to make the immobile target, but there should be a certain level of the target. At the same time, negotiators should plan for the main problems, rather than an unchangeable plan. Drawing out the goal of the negotiations, and making clear the purpose in the preparatory stage are important parts which you should set the concession limits (Jeffrey, 2000: 60). What is frequently encountered in business negotiations is the issue of price, and in fact it is conflict of interest issue. In thenegotiations, both sides should set a bottom line beyond which all the negotiators could accept.Good preparation should be made before the negotiations, and it will often bring unexpected results. Before the negotiations, it is better to make a full investigation about the situation of the other side, such as analyzing the advantages of other party, considering which problem can be discussed, thinking of what is not negotiable. At the same time, an analysis of the advantages and disadvantages should be considered. Supposing that we would discuss with a purchasing manager from a large company, and first of all we should ask ourselves the following questions:—What are the main issues to talk about?—What are the sensitive issues that are not to be touched?—What should be talked about first?—What information have we got about the other side at present?—Since the last trade, what changes have been taken place in the other side?—What are the predominance of the other enterprises competing with us?—Can we improve our relations?—What will the other side oppose? Which area should we make concessions?—what work does we hope other side to do?—What are the needs of the other side ?—what are the negotiation goals and negotiating strategy?To answer these questions, the negotiators can set out a questionnaire, and the questions must be discussed beforehand. Otherwise, the negotiations would end witha worse effect.3.2 Do ResearchPreparation involves information gathering - knowing the state of the market, being aware of the supply and demand status, being aware of any current or imminent discounts and special offers (Net.1). People often make assumptions about value which are based on little more than anecdotal evidence about the state of the market. Conversely you may have developed a significant market intelligence and then fail to capitalize on this hard won information - by assuming that the other side has the same knowledge, when this may not be the case. As with so many areas in modern business life, information is the key to success. Therefore, one side should ensure that the information is at least as good, if not better than the other sides.For example, in June 1987, in Los Angeles the director of the First Machine Tool Plant of Jinan City carried out negotiations with the Kalman Company of United States to sell the machine. The two sides were on the status of the stalemate for the price. This was our side’s research: Kalman Company had signed contract with Taiwan businessmen, but it could not be achieved. Because the United States had raised the tariff policy to Japan, Korea, Taiwan, it made Taiwan businessmen refuse to shipping. Kalman Company had signed a supply contract with its customer who was very urgent shipment to the other side, and Kalman Company fell into a passive position. According to this information, we in the next negotiations gave the calm response, then the Kalman Company had to sign contract with purchasing 150 China Machine Tools.In the negotiations, one side must not only focus on their strategies, but alsoattach importance to the information about opponents. It is better for the negotiators to analyze both side’s advantages and disadvantages before discussing.3.3 Offensive-start strategyOffensive-start strategy is to express the negotiators' own aim and preponderance through language or behavior to gain the necessary respect from other side and to create psychological advantage with making negotiations go smoothly in the next stage(邹建伟,2006). Taking offensive-start strategy must be careful, because showing preponderance and target in the beginning stage of negotiations may cause that the negotiations would start in a tense statement, and then it is not good for the further development of the negotiations. Offensive-start strategy is usually used only in such circumstances: that negotiations opponent deliberately creates a bad atmosphere at the very beginning, which is very unfavorable to negotiators' bargaining. If the negotiators could not control this circumstance, it may damage one party's interests immediately.Japan has a well-known automobile company in the United States. When it fist entered into the market in US, they needed to find an American agent to sell their products in order to make up imperfections that they do not understand the US market. Before a Japanese company with an American company went for negotiations, the Japanese negotiators arrived late because of traffic jam. The United States negotiator seize this matter closely link, as a means to obtain more preferential conditions. The representative of Japan found that they were driven from pillar to post, then he stood up and said: "We are very sorry that we have wasted your time, but it is definitelynot our intention, we have lack of understanding of the traffic situation in the United States so that it has been the unhappy outcome. But I hope that we will not delay precious time because of this, and if this matter make we doubt the sincerity of cooperation, then we have to conclude the negotiations. But I believe that we could not find partners who will get favorable conditions in the United States ". Given by the representative of Japan, the representative of the United States turned silent, and the Americans also did not want to lose an opportunity to make big money, so the negotiations went smoothly.In this case, the Japanese negotiators took the offensive-start strategy seeking to stop the Americans attempt to create a bad atmosphere at the beginning of the negotiations. Offensive-start strategy can start to change the atmosphere which is not conducive to one side, and can make the negotiation atmosphere become natural. However, the offensive-start strategy may also bring a deadlock at the beginning of the negotiations when it is not taken discreetly (王时成,2004).3.4 Create “win-win” resultsThe purpose of the negotiations is not to get the result of “I win and you lose”(杜国荣,2006), but it is better for the two sides begin to negotiate with the aim to establish “win-win” relations. A negotiation should be ended with the result that both of parties have won, and it is the very effect that both sides pursuits in the business negotiation. It is better for both sides to take measures bringing the result which is beneficial to both sides. Therefore, on this basis, both sides should recognize some ways to achieve the best interests. Both parties should realize their common interests,which means business cooperation opportunity. Stressing the mutual interests can make the negotiation go more smoothly.For example, in January, 1993, management and labour of Bayou Steel in Laplace, Louisiana, sat down to negotiate a new contract. Neither side dreamed that these talks would lead to a strike (Net.2). Each side believed that they had built a solid relationship. Management went into the negotiations thinking and believing that if they used a win-win negotiation concept, they would increase and enhance the relationship between the shop floor and management. Even Ron Farraro, president of United Steel Workers of America did not conceive of the possibility that talks would collapse into a strike, and that a negotiated contract would be reached with little or no difficulty.Management of Bayou Steel enlisted the help of two facilitators from the FMCS (Federal Mediation and Conciliation Services) to guide management through a win-win style negotiation with its workers. The president of Bayou said that the facilitators helped them identify each side’s objectives and concerns, and led him to believe that they had in effect, resolved 90% of the contract issues.The facilitators set up an issue by issue agenda. They left the economic issues such as incentives, base pay, overtime, and vacation time as the final issues to be discussed. Management believed that they had correctly addressed the employees’ concer ns about these pay issues.However, union members became suspicious about management’s good intentions to take a win-win approach. They began to believe collectively that this negotiation approach by management was a disguised ploy meant to undermine their position, especially on the economic issues.At first, negotiations went relatively well and as predicted. Yet, as the economic issues wereplaced on the table for discussion, the situation quickly turned upside down into a hard nosed bargaining negotiation. Management attempted to stay the course with a win-win approach, but this no longer washed with the union. Can you guess what happened? That’s right –union members walked and went out on strike.In trying to create win-win negotiation agreements, one of the biggest mistakes made by the negotiators is to deal with the issues on an issue by issue basis. This often results in a breakdown in negotiations because invariably, conflicting monetary issues arise that result in a showdown between the two parties. Negotiating on an issue by issue agenda does not present the opportunity to make concessionary trade-offs between the different issues.4.Negotiation skills4.1 Asking skillAsking skill is very important. Because through the questions, the negotiators usually can not only get access to the information, but also confirm the previous aim(庄奎太,1996). Negotiators should use opening asking skill, which is not the answer “yes” or “no”, but need the negotiators to explain in order to understand the needs of the importers. Because such problems can lead importers to freely voice their needs. For example, “Can you tell me more about your company?” “What do you think of our proposal?” To these answers given by the foreigners, the negotiatorsshould note them for later use.Questions may raise anxiety in the minds of those who must answer them. The other side will immediately think, “What are they trying to find out?” or, “How can I avoid giving away information they shouldn’t know about?” It is an established f act that answers to direct questions are unreliable because people do not generally give truthful responses and do not always have the ability to give correct information, even when the negotiators think they do.After making a price, the other side may often ask: “Can’t you do better than that?” To this question, the negotiators should not make concessions, but ask: “What is meant by better?” or “Better than what?” These problems can explain what they are not satisfied with. For example, importers will say,” Your competitor is offering better terms.” At this time,the negotiators can continue to ask questions until the competitors are fully aware, and then the negotiators can explain to the other side that we are in fact better than our competitors. If the other side give the request a vague answer, such as “: No problem”, the negotiators should not accept it, but ask they for a specific answer. In addition, before asking questions, especially in the early stage of the negotiations, the negotiators should seek the consent of the other party, for this has two advantages: if the other side agrees to our questions, there will be more cooperation. If the answer of the other side is “yes”, this positive response will create a positive atmosphere and bring a good start to the negotiations.4.2 Respect the cultural differencesThe customs followed by the other side must be aware, and this also must be prepared before the negotiations(胡庚申,2002). Sometimes the details decide success or failure. Otherwise it might cause unnecessary misunderstanding and lead to the failure. Since the existence of cultural differences, each country has different rituals, and in order to win the goodwill of the other party, the opponents’ habits and etiquette must be learned. It is also the necessary preparatory work before negotiations and can not be ignored especially the dress etiquette, meeting etiquette, protocol negotiations, and gifts courtesy(庄奎太,1996).For instance, the United States is China's biggest trading partner, and the Americans are also Chinese opponents in business negotiations. A growing number of U.S. multinational companies have stationed in China, and it is frequent to set up business relations with Americans. They believe in individualism, advocate free, have open character, self-confidence and determination. They work neatly, pay attention to reality and re-utilitarian. Therefore, in the negotiations, they simply act being straightforward and efficient to pursuit the interest. Americans are accustomed to discuss in accordance with the terms of the contract, making solution one by one in possible the shortest time for negotiations. They are very good at bargaining, and inclined to win through wisdom and strategy. They will put evidence, from the domestic market to international market trends and even end-users, such as various aspects of the mentality to persuade the other side to receive its price demands. Therefore when negotiating with the Americans, one side should avoid indirect means of expression, not to engage in diversionary tactics. It is necessary to asked bluntly to know clearly, otherwise easily it would lead the conflict on the interest, even make it into thenegotiations deadlock.Moreover, Japan is also Chinese major trading partner, and they are deeply impacted by traditional Chinese culture. The influence of Confucian thought has a profound moral sense of precipitation in the depths of the Japanese mind, and in the way of all reflected. Japanese have strong enterprise, work conscientiously, and always consider the long-term. They are cautious, courteous, patient, and self-confident. They also emphasize courtesy and bargain with courtesy, pay attention to the establishment of harmonious interpersonal relationships, attach importance to product quality. Therefore, when dealing with the Japanese, it is essential to show respect to them. After the talks, a dinner with them and making friends with them are very necessary.4.3 Language skills4.3.1 Implication and euphemismThough some words on business negotiations is correct, but it may be so difficult to be accepted by each other, and the words can not bring good results. Euphemistic language stress that words are expressed to be understood the meaning behind words(杜国荣,2006). For example, “I agree with most of what you said.” The implication is that there is something in what you said that I can not agree with. This is a euphemism negative strategy. Furthermore, “you should have put forward this move much earlier.”Negotiations are almost always conducted on three basic levels of communication: the subconscious level, the emotional level and the level of reason and logic. Consistently high achievement in negotiation can be obtained by masteringall three levels of negotiation so that the negotiator′s position can be communicated in a manner that is simple, attractive, suggestive, enthusiastic, truthful, fair, logic and personal.Euphemism is the substitution of an agreeable or less offensive expression in place of one that may offend or suggest something unpleasant to the listener;[1] or in the case of doublespeak, to make it less troublesome for the speaker. The implication is a criticism: the other side should not change the program so late. If facing with the hidden secrets or something or encountering some ulterior motives or unfriendly actions, the negotiators should not say it out, instead one side can use the strategy of indirect implicit euphemism to express, for it can keep avoiding conflicts and creatinga friendly atmosphere.4.3.2 Humor SkillIn the use of language, the witty humor language can easily make the serious stage in the negotiation become acceptable and even comfortable（James,1998）. The negotiations immediately will become active again by the help of humor language. Even in the debate or fierce discussion on the bargain, the humorous words can be very useful to refute fallacies, to confirm confidence and to convince the advantages. humor can help to get what the negotiators want by breaking up the tension. It makes people feel more comfortable. And it shows that the negotiators don't take themselves too seriously.To make an agreement with the other party, the negotiators must master certainlanguage skill. In fact, in each negotiation, negotiators’ language ability plays an important part. Covert messages contained in jokes may emerge into the open as an inadvertent consequence of failure to have a gesture accepted as a joke or as the result of negotiations to transpose the topic from a humorous to a serious framework. These negotiations are covert and tricky. The humor skills can help to create a comfortable atmosphere when both sides feel tenseIt may be said that the humor function is to create a good atmosphere of negotiations and to transmit feelings so that it will be delectable and improve the efficiency of the negotiations. It will make the complicated negotiations activities be carried out smoothly in the pleasant atmosphere. For example, “I'm of the opinion that our meeting is fruitful. But there is only one point that I feel disappointed (pause). What I feel disappointed is that there is no single issue at all that needs debating between us”. In fact, in business negotiations, the humorous language skill shows the courtesy and good ability to master language4.4 Imply the limited timeFixing the limited time of the negotiation is very necessary, for it will drive away the slow-moving, create a tense atmosphere, and lead the two sides to focus on the issue. On the basis of negotiation principles, both parts will make some concessions so that the negotiations proceed smoothly, and come to a successful conclusion (刘园,2001). Presenting the deadline with courtesy could bring harmonious atmosphere in the negotiations for the other side may be moved by your sincerity, while。
International-business-negotiation备课讲稿
I n t e r n a t i o n a l-b u s i n e s s-n e g o t i a t i o nInternational business negotiationFollowing key pionts typed by mr.yang are the summary of possible answer to the examination.Chapter1:negotiation motives and key terminologyNegotiation:a negotiation is a process of communcication between partie to manage conflicts in order for them to come to argreement ,solve a problem or make arrangements .negotiation is a basic means of getting what you want from problems .three main conditions: a result of mutual giving and taking ,due to the exitstence of conficts,equal righr of the negotiator .Conflicts :a conflict is a dispute ,disagreement,or argument between two or more interdependent parties who have different and common interests .a conflict can block each other’s abilities to satisfy their interestsStakes: stakes are the value of benefits that may be gained or lost ,and costs that may be incurred or avoided.Chapter 2 :negotiation procedure and structureMain steps:introduction of team members ,negotiation agenda and its arrangements ,formal negotiation ,and ,wrapping up.General structure of negotiation :determine interests and issues ,design and offer options,introduce criteria to evaluate options ,estimate reservation points ,explore alterneratives to agreement,reach an agreementChapter 3 negotiation lubricationNegotiation preparation :objectives and targets ,to be acheived; macro and mirco information to be researched ; negotiation team members to be involved ; locations where negotiations to be conducted ;Where to collect information :service organization ,directories and newsletters(通讯社），on-line service ,Two value applications : problems solving and strategic planning. The more we know about a situation ,the more certain we are about possible problems . Such as local laws and regulations ,information on financial cerdit ,market servey.Staffing negotiationTeam leaders ,professionals,interpreters,notekeeper,other suggestions for team members.Choice of venues :host value and its advantage: familiar place ,control the logiistics （后勤安排），do not suffer from jet leg and other discomforts .show the company facilities .Win-win model : determine each party’s interests and needs , find out the other party’s interest s and demamds. Offer constructive options and solutions ,announce success of negotiations ,declare failure of negotiations or negotiations in impasses.Differences:between double win and win-lose is thar both parties will not only seek means to fulfill their own interests but also hope the interests of the other party may be realized more or less .How can both sides win ?Description:The most important issues have been placed at the top and the remaining issues are then ranked in descending order to the least important at the bottom .the same issues appear in each list indiciates thar both parties negotiating to the same overrall agenda ,it is only the realtive importance of each that differ.Examples:It can be immediately seen that while this issue is of paramount importance to the buyer ,it ranks only third importance in terms of the seller’s perspective.so the seller is able to concede the subsidy ,but make it conditional on payment terms . Summary:each gives something of less impotance for somehing of greater importance ,the bagining process becomes possible and both sides can win .Four basic components:people :separate the people from the problems ,interests :focus on interests but not positions gainning:invent options for mutual gain criteria : introduce objective criteria .Perception ,emotion and communciation.Perception: put yourself in their shoes ,do not blame them for your problem ,give the other side a stake in the outcome by making sure they particapate in the process.Emotions :allow the other side to ler off steam ,do not react to emotional ourbrusts Commuciation:listen actively and acknowledge what is being siad ,speak about yourself not about them , avoid trying to score points and debating them as opponents Focus on interests but no positionsExplore their interests which stood in our way,examine the different interests of different people on their side ,look at their human needs underlying their positions . Invent options for mutual gainSeperate inventing options from evaluating them ,develop several options before a solutions ,indentify shared interests,look for options that would make the decision easier for them..Introduce obijective criteriaLook for fair standards ,look for fair procedures(legitgimate ,highly efficient ,not hurt the realtionship of the parties .Chapter 6Needs theoryPhysilogical needs ,safety and security needs ,love and belonging needs ,esteems needs ,needs for self-actualization ,needs to know and understand ,aesthetic needs Interests of individual negotiator vs interests of organziationsGeneally,realization of organzitational interests means fulfillment of personal interests and vice versa.Howerver ,personal interests are not always in convergence with that of organziations particularly when individuals place their own interests before their that of the organzitions or when their own interests are conflict with that of theorganzitions ,which are often of monetary nature.Add:+interests of state .Generally,interests of organziation and the state should be in convergence and well coordinated since steate interests represrent that of organziations inall.however ,betray country........Law of two-level gameVariables: domestic and international interestsRelations : the larger the divergence of interests among all parties involved ,the harder all parties reach a consensus at domestic level ,a result weakening their bargaining power and reducing possible gain of interests at negotiation table .in interestional negotiation ,one’s party’s interests overlap that of the other party .the chance of success will increse when overlapping parts are large or cause to make larger.if there is no common ground at all ,negotiation will be impossible .Chapter 7 negotiating power and related factors1.power:Power is a social phenomenon endowing people with control over other people ,events ,activties power require a realtionship and interation.2.sources of power: the state of the market ,market3.factors causing the changes of negotiating power :(1.motivation=offer inducents ,demonstrating attractivenness , getting external third part’s backing ,placing a time limit.)(2,dependece=reducing,delay or withholding services or resources,blocking the other party’s ability to work on thier own),3,(substitutes)4.Application of power tactics :time pressure , appering film,ridiculing other’s position,building prominence (不尊敬）of your offer，threatening the relationship.5.Estimating negotiating power :By comparing your scores with those of other party,you can gain a better understanding of what power you have and where you need to improve.if your overall score is less than that of the other party,look for those individual types of power where you have a lower score and find out how you can improve .Chapter 8 law of trust1.Trust and its interpretation :t rust means increasing your vulnerability to another person whose behavior is not under your control in a situation . If the other person abuse or fails to protect your vulnerbility you would suffer thepenalty ,loss or deprivation,if the other person fulfill or protec your vulnerbility,you wil gain the benefit ,reward or satisfaction.2.How to dicide a person trusts or is trusted ?Three fundamental elements :information ,influence and control .Show trust when he reveals informatiion he need not disclose.so,he allow others to influence his decisions ,he delegates(委托) others to act on their own on his behalf .1.Determinants affecting a person’s trustful or mistrustful behaviorUnchangeable elements :childhood eduction,professional or special training Changeable record :post credit record ,competence of others to perform atask .intentions of others ,reward systems.2.Effects of trust trust is a decisive element in people’s relationship ,trust encourage cooperation and mutual understanding ,and it is fundamental for establishing sound relationship among negotiating team members as well as between negotiating parties .3.Piture explainations: people working in a team with high level of trust send signal of trust to each other and recive trust from each other .wchin increase level of trust among the members .conversely,mistrust provokes rejection anddefensiveness ,damages collaboration and relationship of team members and negotiating parties ......devastating results.4.Suggestions of enhancing mutual trust1,encourage mutual trust by establishing trust-rewarded system in childhood education,.....2,build up people’s confidence in trust bid by bid through giving information ,influence ,self-control and concessions3.discuss frankly with the other party what is generating mistrust in negotiation. Two more years have passed by us so quickly , we became graduations.yeh ,we all need a wonderful future ,so on the road to future ,we need courage,edurance and hardwork,but of course,please do not forget your kommilitones and those days.make a long story short.Beliving all students of our class have a better result whatever in examination or in future .-Mr yang .。
商务英语课题指南
商务英语课题指南English: When preparing a syllabus for a Business English course, it is important to consider the specific needs and goals of the students. Start by identifying the target audience, such as professionals looking to improve their communication skills or students preparing for a career in business. Next, outline the objectives of the course, which could include improving language proficiency, building vocabulary related to business topics, and enhancing skills such as writing emails and giving presentations. It is also essential to include a variety of learning activities to cater to different learning styles, such as role-plays, case studies, and group projects. Additionally, consider incorporating real-life business scenarios and current events to make the content relevant and engaging. Finally, assessment methods should be clearly outlined, including quizzes, presentations, and written assignments, to measure student progress and achievement throughout the course.中文翻译: 在为商务英语课程编写课程大纲时，重要的是要考虑到学生的具体需求和目标。
如何为国际商务旅行做准备英语作文
如何为国际商务旅行做准备英语作文Preparing for an International Business TripIn today's globalized economy, international business travel has become an integral part of many professionals' lives. It not only offers opportunities for expanding business horizons but also presents unique challenges. Thorough preparation is key to ensuring a successful and stress-free trip. Here are some essential steps to take when preparing for an international business journey.1. Research Your DestinationStart by thoroughly researching the country you will be visiting. Familiarize yourself with its cultural norms, business etiquette, and any potential cultural sensitivities. Understanding local customs can help you avoid misunderstandings and show respect to your hosts. Additionally, check for any travel advisories or safety concerns issued by your government.2. Visa and Travel DocumentationEnsure that your passport is valid for at least six months beyond your return date and obtain any necessary visas well in advance. Some countries require proof of vaccination or a visa application process that could take weeks. Keep digital andphysical copies of all your important documents, including your passport, visa, insurance, and itinerary.3. Business AppointmentsConfirm all your business appointments and meetings in advance, respecting the local working hours and any holiday schedules. Clarify the dress code and agenda for each meeting to ensure you are well-prepared and dressed appropriately. Consider time zone differences when scheduling calls or virtual meetings to minimize disruptions.4. Accommodation and TransportationBook your accommodation in a safe and convenient location, preferably close to your business venues. Research transportation options from the airport to your hotel and between meeting locations. Knowing how to navigate public transport or arranging a reliable taxi service beforehand can save time and reduce stress.5. Health and SafetyVisit your doctor or a travel clinic to discuss any necessary vaccinations and obtain medications for common travel ailments. Pack a basic first-aid kit and ensure you have sufficient supplies of any prescription medications. Familiarize yourself with emergency numbers and the location of thenearest hospital or clinic at your destination.6. Technology and ConnectivityCheck if your phone will work abroad and consider purchasing an international SIM card or activating an international plan to avoid high roaming charges. Carry appropriate adapters for charging your devices and consider packing a portable power bank. Familiarize yourself with any internet restrictions or privacy laws that may affect your use of technology.7. Language PreparationWhile English is widely spoken in business circles, learning a few basic phrases in the local language can go a long way in building rapport. Consider downloading language translation apps or carrying a phrasebook.8. Cultural AwarenessUnderstand the nuances of local business practices, such as gift-giving etiquette, dining customs, and forms of address. Showing respect for local culture can greatly enhance your professional relationships.9. Packing WiselyPack according to the weather forecast and the nature of your business activities. Include both formal business attireand comfortable clothing for downtime. Don't forget essential items like chargers, adaptors, and any specialized equipment you might need for presentations.10. Financial PlanningInform your bank about your travel plans to avoid any issues with international transactions. Carry a mix of cash, credit cards, and perhaps local currency for smaller expenses. Understand the exchange rates and fees associated with using your cards abroad.By meticulously planning each aspect of your trip, you can focus on the core purpose of your journey: building relationships, exploring new markets, and advancing your business goals. International business travel, though challenging, can be a rewarding and enriching experience when approached with the right preparation.。
Personal Review of International Business
Personal Review of the International Business Since China entered into the WTO, the Chinese enterprises have been pushed to the fast changing international market. International business negotiation is a very common and important part in international business.A good negotiator will never ignore any preparation work which looks tiny but vital. To be fully prepared before a negotiation, negotiators should pay attention to whom you are going to meet, what is to be discussed. Gathering information is the first step. The more information you get, the chance of success is greater. The second step is draft the general plan. Only when you have the target, you can have power to negotiation. Last but not the least, choosing negotiators with a combination of technical knowledge and specified personal characteristics is a key step to a successful negotiation.During the process of negotiation, establishing a friendly atmosphere is vital. Holding the initiative chance is important, but to be a good listener is more important. To listen shows respect and good intentions, and will make the speaker feel valued. At the closing stage of negotiation, negotiators should make prompt decision. Don’t show your face contorted with anger when you are at failure and don’t show your face lit up with pleasure when you are at success.Different countries have different cultures. In order to ensure the negotiations can be expected to achieve and avoid the misunderstanding and conflict that causes in the commercial activity negotiators should learn some international business manners and cultures in depth.First of all is about privacy, time, food and dress. For example, visits to Africa or Latin American require special attention to the style and quality of both men’s and women’s apparel and accessories. Americans pay special attention to the condition of one’s teeth. Germans feel more comfortable doing business with men whose shoes are brightly polished.Besides, attention should be paid on the different values of different countries, because it may lead to misunderstanding. For example, in the USA, the ritualsinvolved in exchanging business cards are observed as closely as in other countries. Sometimes they may write their names and numbers in a piece of paper. But in China, cards are usually printed in format. If a Chinese does not understand the value of Americans, he may think a paper is a disdain for him.In such an era of economic globalization, perceptions and differences in value, in particular, the other countries’ culture in international business affect the outcomes of negotiations and the success of negotiators. If you want to play a more effective role in international business negotiations, you must put forth more effort to improve cross-culture understanding.。
外贸工作计划范文英语
外贸工作计划范文英語IntroductionInternational trade is an essential aspect of the global economy. It involves the exchange of goods and services between countries, and it plays a crucial role in fostering economic growth and development. As a professional in the field of international trade, it is important to have a clear and comprehensive work plan to guide your activities and ensure success in this competitive arena.This work plan outlines the key activities and goals that I intend to achieve in the next year in my role as an international trade professional. It covers various aspects of international trade, including market research, business development, relationship management, and regulatory compliance. By following this plan, I aim to enhance my expertise in international trade, expand my professional network, and contribute to the success of my organization in the global market.Goals and ObjectivesThe primary goal of this work plan is to enhance my skills and knowledge in international trade, and to contribute to the success of my organization in the global market. This will be achieved through the following specific objectives:1. Expand my knowledge of international markets and trade regulations.2. Develop new business opportunities for my organization in international markets.3. Strengthen relationships with existing international partners and clients.4. Ensure regulatory compliance in all international business activities.Market ResearchOne of the key components of successful international trade is a deep understanding of international markets and their specific requirements. In the next year, I aim to expand my knowledge of international markets by conducting in-depth market research. This will involve:1. Analyzing market trends and opportunities in key international markets.2. Identifying potential partners, customers, and distributors in target markets.3. Understanding the regulatory and cultural differences in various international markets.4. Gathering information on competitive products and pricing in international markets. Business DevelopmentBased on the insights gained from market research, I will focus on developing new business opportunities for my organization in international markets. This will involve:1. Identifying and nurturing potential leads in target international markets.2. Developing marketing strategies and promotional activities tailored to specific international markets.3. Negotiating and finalizing new business deals and partnerships in international markets.4. Collaborating with the sales and marketing teams to implement international business development strategies.Relationship ManagementMaintaining strong relationships with existing international partners and clients is essential for the success of international trade activities. In the next year, I will focus on strengthening these relationships by:1. Conducting regular communication and engagement with international partners and clients.2. Identifying and addressing any issues or concerns raised by international partners and clients.3. Visiting key international partners and clients to deepen relationships and understand their needs.4. Collaborating with the customer support team to ensure a high level of customer satisfaction in international markets.Regulatory ComplianceInternational trade is subject to various regulations and compliance requirements, which vary from country to country. In the next year, I will ensure regulatory compliance in all international trade activities by:1. Staying updated on changes in international trade regulations and compliance requirements.2. Working closely with the legal and compliance teams to ensure that all international trade activities comply with relevant laws and regulations.3. Conducting regular audits of international trade activities to identify and address any compliance issues.4. Providing training and support to colleagues involved in international trade to ensure compliance with regulations.ConclusionThe success of international trade activities requires careful planning, thorough research, and strategic implementation. This work plan outlines the key activities and objectives that I will focus on in the next year to enhance my expertise in international trade and contribute to the success of my organization in the global market. By following this plan, I am confident that I will be able to achieve my goals and make a meaningful contribution to the international trade activities of my organization.。
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News papers, magazines, books and pictures, etc. Radio and television From some organizations and agencies From informed staffs Attending meetings Data from public organizations
2.3.1 Basic requirements for developing a negotiation plan 2.3.2 Targets of a negotiation plan
2.3.3 Negotiation strategies
2.3.4 Negotiation agenda
2.3.1 Basic requirements for developing a negotiation plan (1) Brief and to the point; (2) Thoughtful and flexible; (3) Predictable ; (4) Time lasted; (5) Negotiation atmosphere.
Methods of collecting information:
(1)
(2)
(3) (4) (5) (6)
Observation Inquiry Questionnaire Retrieval Induction Internet
Channels of collecting information:
(2) Capacity -- capacity of the business to pay -- capacity of the business in getting paid -- capacity of the business to receive/absorb (3) Capital (financial resources)
(4) Legal situation -- the extent to which the business laws and regulations implemented -- the period for case trial -- the qualifications and capabilities of the local lawyers
Principle: win-win principle
Three categories:
(1)The highest target (maximum expectation)-----Ideal target (2)Acceptable target (expected target)------Realistic target (3)The lowest target (limited/basic/must-be-realized target) (be strictly kept confidential)-------Minimum target/bottom target
(5) Cultural situation -- language -- stereotypes -- prejudices -- discrimination -- ethnocentrism -- culture shock -- taboo topics
Microenvironment information:
(1)
Principles for team building
small & efficient
-- Complementary knowledge -- Complementary character -- Clear-defined roles
(2) Organizational structure of the team --Leading personnel --Business/ Commercial personnel --Professional and technical personnel --Financial personnel --Legal personnel --Interpreters --Secretaries
BATNA (Best Alternative to a Negotiated Agreement) ZOPA (Zone of Possible Agreement)
1. 2. 3. 4. 5. 6.
How to decide what strategies to be applied? Negotiation place; Advantages of each party; Influence of the negotiation outcome to each party; Strength of the counterpart team and character of the chief negotiator; Period of time acceptable to each party; Possibility and neccesity to build up long-term cooperative relationship.
Negotiation agenda --It is usually prepared by the home party or discussed by both parties in advance.
Forms of negotiation strategies (1) Thorough ntailed ones, suit for negotiation of medium-and large-sized projects) (2) Sketchy negotiation strategy (suit for usual business negotiations) (3) Tacit-agreement negotiation stragety (suit for routine business negotiation with regular clients, oral agreement on negotiation targets)
Macroenvironment information:
(1) Political situation -- the stability of authorities -- the bilateral diplomatic
(2) Economic situation -- the economic system -- the economic growth rate -- the regulations on foreign exchange -- market condition
(1) Character -- qualification and credit status (i.e., the history and status, economic and political power, corporate reputation, capital quantity, operating capability, bank credit, etc.) -- the location of the company -- any labor disputes of issues? -- the market share for this business
(3) Social situation -- the proper addressing and the decent dressing -- restrictions of local customs -- the points to be looked after when giving gifts -- the women’s accessibility -- the overriding religious belief -- the business style
Chracter traits for Chief Negotiator
(1) Shrewdness (2) Patience (3) Adaptablitiy (4) Endurance (5)Gregariousness (6) Concentration (7) The Ability to Articulate (8) Sense of Humor (9) Good Organizational Qualities
2.1.1 The Significance of Information Collection
2.1.2 what to collect 2.1.3 how to collect
2.1.1 The Significance of Information Collection
First, information serves as the basis on which negotiation strategies are formulated. Second, information is an effective means to monitor the negotiation process. Third, information acts as a medium for communication.
(4) Conditions (external conditions)
(5) Negotiation representatives -- strategies (i.e., targets, trust, etc.) -- deadline of the negotiation -- permissions of the negotiation representatives -- personal condition (i.e., background, interrelationship, characteristic, psychological types, personal style, hobbies and taboo, etc.)