谈判策略及欧美谈判风格

国际商务英语谈判

专业英语

班级2008级（1）班学号0805010121

姓名鲍清晨

Design Your Negotiation Strategies for Businessmen from the

Americas and Europe

I.：Introduction

According to Robert Maddox, author of SUCCESSFUL NEGOTIATION, negotiation is the process we use to satisfy our needs when someone else controls what we want, is a basic human activity as well as a process people undertake every day to manage their relationship, is a fact of life. People negotiate something at work, at ho me, or as a consumer everyday even when they don’t think of themselves as doing so. Negotiation is a conflict-solving process, so negotiation strategies are necessary. In different situation , need different strategies. International business negotiations cover various levels of negotiators from multi-nations and

multi-nationalities. Due to different cultural background and customs there exist evident differences of values and negotiation styles among people all over the world. Therefore a business negotiator should have some business conventions of different countries. Different cultures solve problems in different ways. You must ask yourself what you expectations are when you enter a negotiation setting. The expectation of different cultures, even within an organization, can be very different. Those expectations relate directly to their view of what the problem is and what the values are surrounding the problem and the options for solving it.

So in this paper, focus will be laid upon what negotiation strategies is, what the major negotiation styles are in the Americas and in Europe, and what differences are between in the Americas and in Europe.

II：what I have learned from this course

This term, we have learned the ENGLISH FOR INTERNATIONAL BUSINESS-------NEGOTIATION & COMMUNICATION. At first, I don’t know anything about business negotiation, but now something are change and different. We have learned Part1 - ABC to business negotiation & communication, Part3-Practical business negotiation, and Part 4 – Intercultural business negotiation & communication in this term. Through learning 3 part, I already know that what is communication and negotiation, what are the principles and strategies of negotiation & communication, what is the intercultural business negotiation and so on. In class, we always have opportunities to practice our new knowledge ,as to me ,I think it is a better way to study well, which enhance our business English ability to some extent, after that ,I know what is it and how to use it. In the future we may use it’s theories into our daily life to help and change us. All in all, It’s very useful in English major.

III：The brief introduction to negotiation strategies.

What is negotiation strategies?

Negotiation strategies is a kind of psychological judo. Strategies are crucial to