International-business-negotiation国际商务沟通

1Internationalbusinessnegotiation——Tobeaqualifiednegotiator姓名：学号：专业班级：2TobeaqualifiednegotiatorToday’sglobalizationrequiresprofessionalstodealwiththeircounterpartsincountrieswithdifferenteconomic,cultural,legal,andpoliticalenvironments.Youmayneedtoresolveadisputewithasupplier,finalizeacounterproposalforastate-ownedenterprise,orleadamulticulturalteam.Thusinaglobalizedmarket,fewsubjectsareascriticalasnegotiatingacrossculturalboundaries.Whennegotiatorsarefromdiverseculturallysensitivenegotiatingskillsarenecessaryformanaginginaninternationalsetting.So,itneedswedealwithcarefullyandkeenly.Asweknow,ifyouwanttobeagoodinternationalnegotiatoryoushouldpreparewellbeforestartthenegotiation.Themostimportantthingistocollectinformation.Suchas:thebackground,corporatecultureandmanagementmethodofthetargetco.youwillnegotiatewith.Becausealltheseaspectswillbecloselyrelatedtotheiroffer,theirwayofdoingbusiness,eventhestrategytheywilladaptinanegotiation.Inaddition,knowthepeoplewellwhowillattendinthenegotiationbyallpossiblemeans.Paymoreattentiontotheirnegotiationstyle:task-orientedorpeople-oriented?Theirwaysofhandlingthings,directlyorindirectly?High-contextorlow-context?Thephilosophytheystickto,win-winoneorthewin3–lossone?Andifpossible,knowabouttheirpersonalitieswhichmayaffectthegoingofthedealtoacertainextent.Apartfromthat,youshouldsparesomeeffortsonyourownpart,thismayinclude:setupyourobjectivesclearly.Alwayskeepwhatyouwanttoachieveinmind,workoutastrategy(accordingtotheirpossibletactics),distributetherolesappropriately,whendoingthis;youshouldbeclearaboutdifferentpeople’scharacteristics.Lastone;bereadytocooperatewithothermembersinateam.Differentpeoplemayhavedifferentperspectivesandviewstodifferentthingsandinanegotiationtheyplaydifferentrolesandhavecertainemphasis.Sobecooperativeisrathercriticalforasuccessfulnegotiator.1.TargetdecisionPerhapsthemostimportantpartofpre-negotiationplanningisdetermining,withsomeprecision,thenegotiationobjectivethatneedtobeachieved.Abuyercannotgointoanegotiationwithvagueobjectivessuchas‘togetthepricedownor“todothebestIcan”.Abuyermustgofurtherthanthisandestablishanegotiationobjectiveforeachagendaitemthatheintendstoraise.2.CollectinginformationThefirststepyoushoulddoisthatyoumustmakesurewhich4kindofinformationyouneed.Then,wecanusethefollowingwaygetsomeimportantinformation.(1)internationalorganizations;(2)governments;(3)serviceorganizations;(4)directoriesandnewsletters;(5)on-lineservice;(6)locallawsandregulations;(7)informationonfinancialcredit;(8)marketsurvey.3.StaffingnegotiationteamsGenerallyspeaking,anegotiationteamconsistofateamleaderorchiefnegotiator,andaninterpreterifitisabilateralnegotiation,andanotekeeper.Otherkeymembersoftheteamincludeprofessionalsandexpertsrepresentingtheirspecialfields,suchasproduction,salespromotion,technology,financialaccounting,engineering,lawandotherareasconcernedwithaspecificnegotiation,counting,engineering,lawandotherareasconcernedwithaspecificnegotiation.4.ChoiceofnegotiationvenuesGenerallyspeaking,negotiationsitescanbedividedintothreecategorieshostvenue,guestvenueandthirdparty’svenue.Youcanaccordingthesituationandthenchooserightplace.Acarefulconsiderationandarrangementforthepreparatoryworkcansavealotoftimeandresourcesfornegotiators.55.CommunicateinnegotiationMuchofwhatpeoplecommunicatetooneanotheristransmittedwithnonverbalcommunication.Examplesincludefacialexpressions,bodylanguage,headmovements,andtoneofvoice,tonamejustafew.Somenonverbalacts,calledattendingbehaviors,areparticularlyimportantinconnectingwithanotherpersonduringacoordinatedinteractionlikenegotiation;theylettheotherknowthatyouarelisteningandpreparetheotherpartytoreceiveyourmessage.Wediscussthreeimportantattendingbehaviors:eyecontact,bodyposition,andencouraging.6.TheCasestudyofCulturalDifferenceOfNonverbalCommunicationAnothermostimportantfactorwhichaffectsthesuccessofbusinessnegotiationiscross-culturalcommunication.Thestudyofcross-culturalcommunicationincludeslanguagecommunicationandnon-verbalcommunication.Peopleusuallypayattentiontoverbalcommunicationingeneralduringcommunication.Theybelievethatlanguageistheonlywaytotransmitandcomprehendinformation,whileignoringtheimportanceofnon-verbalcommunication.Thispaperattemptstointroducethebasicideasofnon-verbalcommunicationandapplyrelevantprinciplestoaccountforsomecross-culturebusinessnegotiationskillsthroughcasestudies.Thispaperaimstomakepe6opleunderstandtheimportanceofnon-verbalcommunicationandthenon-verballanguagedifferencewhichisinfluencedbydifferentsocialbackgroundssoastoavoidbusinessnegotiationsfailure.Theniwanttosharewithyousomecaseaboutculturedifferent:Case1:TheCultureDifferenceofBodyLanguageAtaninternationalairportinanArabcountry,aChineseengineerwantedtoexpresshisappreciationattitudewhilecheckingtheluggage.AsheknewnoArabic,theonlywayforhimwastoshakehandswiththeofficer.Bothoftheengineer’shandswerefull—hislefthandwasholdingasmalltraveler’sbagandhisrighthandapieceofluggage.Forthesakeofconvenience,theengineerquicklyputthebagintohisrighthandandextendedhisleftonetothe