涉外商务谈判成功的因素

Inｔeｒｎａｔional Businｅss Nｅgｏtiation：

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 wiｔｈmore frequent interａｃtivｅeｃｏｎomic activitieｓbｅtweｅn differｅnt countｒｉeｓ，ｉnternaｔionａｌｂusｉｎe ｓs pｌays a more anｄｍｏrｅｉmpoｒtaｎt role．Intｅrnａtioｎaｌbusiｎe ｓs nｅgotiａtiｏｎｃｒiticaｌｌy influenｃes the sｕｃceｓs of ｉnterｎaｔionaｌｂusiness, so buｓinesｓnegoｔiatoｒs aｒｅsuｐpｏsed to have ｅxperｔise ｉｎcｅrtain knoｗledgｅ, techｎｉquｅｓａnd strａｔegies．This ｐaper looks inｔo the diffｅｒent sｔagｅs anｄsteps in iｎter ｎａｔioｎal busｉnessｎeｇotiatｉｏn, dｉsｃusses soｍe ｉmｐortaｎt proｂｌｅms in deｔail anｄcomes out witｈsuｇｇesｔｉve solutioｎs, ａnd points ｏut the cｌｏｓe relationｓhip bｅtｗeen ｂｕsｉneｓｓnegotiａｔion aｎd long-terｍcooperaｔｉon.It is hoped that ｔhis pａpｅr woulｄbe helｐｆuｌｔo ｔhe ｉnteｒnaｔional busineｓs negotiators as welｌa ｓsomｅｐeople who ａｒe iｎteｒｅｓｔeｄｉn internａtionａl bｕsiness.

Kｅyｗords: ｉｎｔernational ｂｕsiｎess nｅgｏtｉatioｎ, long-ｔerｍcoopｅｒaｔｉｏn, preparatioｎ, sｔraｔegieｓ

1.Inｔroｄuｃtｉon

Negｏtｉatｉｏn reｆｅrs to a dｉscuｓsioｎaiｍed ａｔｒeachｉng an ａｇrｅｅｍeｎt and the proceｓs ｏf nｅgotｉatiｎg.Ｉntｅrnatｉonal bｕｓiness ｍeansｔhe commerｃial, industriａl, or professionaｌdｅａlings wｈiｃh rｅlates to or involves twｏor ｍoreｎatｉons. In ｔhis waｙ，internaｔi ｏnal busiｎｅsｓｎeｇotiａtioｎrefers to tｈe discｕssiｏnｃａｒried oｕｔby two or more paｒties ｆrｏm ｄｉffeｒｅnt countries to reach ａn ag ｒeemeｎt on busｉｎess ａfｆａirs.

Ｆirst, tｈe ｍain part oｆan iｎterｎａtionａｌbuｓｉnessｎegotｉａtiｏn is ｔo sｅｔa cｏrrect gｏal, iｎcｌｕdiｎg thｅgoalｓof twｏｐarｔ

ieｓｏr ｍore parties in the negoｔｉation. Second, an iｎteｒnatiｏｎａl ｂusiness negoｔｉａtiｏnｓhould be cｏｎｄucted ｏn theｐrecｏnditiｏn of thｅgeneraｌinteresｔａnd ｔhe chｉef objectｉｖe of a companｙ, iｎstead of bｅing bａsed on peｒsonaｌｂenefiｔs. Therefore, a generａl goal has to ｂe set ｂefore ｎeｇoｔiａtion, and it wｉll ｂe ｆolloｗeｄby thｅcorresｐonding neｇｏtiａtｉｎｇsｔrａｔeｇｉｅs.Thiｒd，ａｎinternaｔional ｂusiness negｏtiaｔioｎｉs ｄifferｅnｔfrom a domestic busineｓs ｎegoｔｉａtｉｏｎ. Some peoｐｌeｓａy that intｅrnａｔionａｌbusiness negotiａｔｉoｎshould beｃａlleｄｃross-cultｕral buｓiness negotiａtion, for ｉｔｉｓｃｌosely associateｄwｉth varieｄstyｌｅs ｏf cｕlｔureｓof dｉfferenｔｃountrｉes．As a ｒesult，the culturａl elements s ｈｏuld bｅpaｉd great aｔｔentｉoｎｔo iｎinterｎａtｉｏnａl business ｎegotiation.

A successful interｎationａl bｕsinｅss nｅgotiation does ｎotｏnlｙｍeａn to acｈieve ａdeal onｃe, buｔto establisｈ a lonｇ－term cooperativeｒelatioｎshｉｐｗiｔh ｔhe ｏtｈｅr ｐａrｔy or partｉes ｉｎbｕｓinesｓ．Especｉａlly in inｔeｒnatｉonal businesses, ｗｉth the i ｎcｒeａｓinglｙfiｅrce competition amｏｎｇriｖals from diｆfereｎt co ｕｎｔｒieｓ, a long-term ｃooｐeratiｏn means moｒe to a coｍpanｙｗｈich iｓｄoinｇbuｓinｅss with othｅr foreign ｐａｒties. Hｏw tｏcarry o ｕt a negoｔiatiｏｎso that ｉt will lｅａd to mｏｒe busｉnesseｓｗith foreiｇn custｏmerｓｉｎthe ｆuturｅｉs thｅkey pｏiｎt oｆa sucｃｅssf ｕｌinteｒnationａｌbuｓineｓｓnｅgotiation.

This papｅr trieｓto finｄｔhe wayｓoｆconducｔｉng a successｆul internatiｏnal ｂｕsinｅss neｇotｉatｉon，inｃludinｇtｈe effective ｐlanｎi ｎｇand prepaｒaｔｉon ｂefoｒｅｎegｏtiａtioｎ，thｅｔecｈniquｅs and stratｅgies inｎegotiatｉon, ａsｗeｌl as the affairs aftｅrｎeｇotiatioｎto pave the waｙfｏｒａｌonｇ－term coopeｒａtion.

2.Ｒｅviｅw of litｅraturｅ

Ｔｈeｒe are mａnｙbooks andａrtｉｃｌｅs on ｉnterｎａｔional ｂusinesｓnegotｉation, anｄpｌentｙｏｆnegotiating skillｓａnd sｔratｅｇieｓare gｉｖen.

Take somｅbooks ｆoｒｅxamplｅ.Breakthｒoｕgh Businｅss Ｎｅgｏtiatｉoｎ: ＡTｏolbox for Ｍanａgers,writｔen by Miｃｈael Wａtkinｓ(2００2), a lｅading exｐert in nｅgotiatioｎat HaｒvarｄＢuｓｉnｅｓs Scｈool, servｅs ａs a ｇuide to negotiating in ｓｏmｅbusｉneｓs sｉtuaｔiｏｎs．Tｈis bｏok presｅnｔs prinｃiples tｈat aｐplｙto negｏtiａtｉon sｉtｕatｉons and toolｓｔｏachieve expecｔｅd results. It deｍoｎｓｔｒates hoｗto unｄeｒｓｔand a sｉtuａtｉｏn, bｕｉldｃｏｎnection，manage intｅrnal ｄecisiｏｎmakｉng,ｐeｒsuａde othｅrｓ，organiｚe a ｄeａl cｙcle,and creａtｅstrａtｅｇiｃaｌｌiａnces.