涉外商务谈判成功的因素

InternationalBusinessNegotiation:PavingtheWayforaSuccessfulLong-termCooperation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:Nowadayswithmorefrequentinteractiveeconomicactivitiesbetweendifferentcountries,internationalbusinessplaysamoreandmoreimportantrole.Internationalbusinessnegotiationcriticallyinfluencesthesuccessofinternationalbusiness,sobusinessnegotiatorsaresupposedtohaveexpertiseincertainknowledge,techniquesandstrategies.Thispaperlooksintothedifferentstagesandstepsininternationalbusinessnegotiation,discussessomeimportantproblemsindetailandcomesoutwithsuggestivesolutions,andpointsoutthecloserelationshipbetweenbusinessnegotiationandlong-termcooperation.Itishopedthatthispaperwouldbehelpfultotheinternationalbusinessnegotiatorsaswellassomepeoplewhoareinterestedininternationalbusiness.Keywords:internationalbusinessnegotiation,long-termcooperation,preparation,strategies1.IntroductionNegotiationreferstoadiscussionaimedatreachinganagreementandtheprocessofnegotiating.Internationalbusinessmeansthecommercial,industrial,orprofessionaldealingswhichrelatestoorinvolvestwoormorenations.Inthisway,internationalbusinessnegotiationreferstothediscussioncarriedoutbytwoormorepartiesfromdifferentcountriestoreachanagreementonbusinessaffairs.First,themainpartofaninternationalbusinessnegotiationistosetacorrectgoal,includingthegoalsoftwopartiesormorepartiesinthenegotiation.Second,aninternationalbusinessnegotiationshouldbeconductedonthepreconditionofthegeneralinterestandthechiefobjectiveofacompany,insteadofbeingbasedonpersonalbenefits.Therefore,ageneralgoalhastobesetbeforenegotiation,anditwillbefollowedbythecorrespondingnegotiatingstrategies.Third,aninternationalbusinessnegotiationisdifferentfromadomesticbusinessnegotiation.Somepeoplesaythatinternationalbusinessnegotiationshouldbecalledcross-culturalbusiness2negotiation,foritiscloselyassociatedwithvariedstylesofculturesofdifferentcountries.Asaresult,theculturalelementsshouldbepaidgreatattentiontoininternationalbusinessnegotiation.Asuccessfulinternationalbusinessnegotiationdoesnotonlymeantoachieveadealonce,buttoestablishalong-termcooperativerelationshipwiththeotherpartyorpartiesinbusiness.Especiallyininternationalbusinesses,withtheincreasinglyfiercecompetitionamongrivalsfromdifferentcountries,along-termcooperationmeansmoretoacompanywhichisdoingbusinesswithotherforeignparties.Howtocarryoutanegotiationsothatitwillleadtomorebusinesseswithforeigncustomersinthefutureisthekeypointofasuccessfulinternationalbusinessnegotiation.Thispapertriestofindthewaysofconductingasuccessfulinternationalbusinessnegotiation,includingtheeffectiveplanningandpreparationbeforenegotiation,thetechniquesandstrategiesinnegotiation,aswellastheaffairsafternegotiationtopavethewayforalong-termcooperation.2.ReviewofliteratureTherearemanybooksandarticlesoninternationalbusinessnegotiation,andplentyofnegotiatingskillsandstrategiesaregiven.Takesomebooksforexample.BreakthroughBusinessNegotiation:AToolboxforManagers,writtenbyMichaelWatkins(2002),aleadingexpertinnegotiationatHarvardBusinessSchool,servesasaguidetonegotiatinginsomebusinesssituations.Thisbookpresentsprinciplesthatapplytonegotiationsituationsandtoolstoachieveexpectedresults.Itdemonstrateshowtounderstandasituation,buildconnection,manageinternaldecisionmaking,persuadeothers,organizeadealcycle,andcreatestrategicalliances.AnotherpopularbookGettingtoYes:NegotiatingAgreementWithoutGivingInbyRogerFisher,WilliamUryandBrucePatton(1991)isconsideredasauniversalguidetotheartofnegotiatingpersonalandprofessionaldisputes.Itoffersaconcisestrategyforcomingtomutuallyacceptableagreementsineverysortofconflict.InChina,manyauthorsalsowriteonthissubject.Forinstance,XieJinsha(1999)talkedabouttheskillsforinternationalbusinessnegotiating.ChenXirong(2001)carriedoutananalysisonthepragmaticstrategieswhichareemployedininternationalbusinessnegotiation.Threeaspectsofthepositivepragmaticnegotiatingstrategieswerediscussed,includingpolitenessandappropriateness,tactandhumor,andimplicitandvagueexpressions.WuXiaochuang(2003)pointedouttheimportanceandvariabilityof“time”intheprocessofinternationalbusinessnegotiationandsuggestedthenegotiatorsshouldpayattentiontothecloserelationshipbetween“time”andnegotiation.Notafewpaperswerewrittenabouttheculturalfactorsorculturaldifferences.ZhouJuanmei(2003)analyzedindetailthedifferentculturalfactorswhichhadagreatinfluenceoninternationalbusinessnegotiation.Itwaspointedoutthatcultureplayedanimportantroleininfluencingpeople’snegotiatingmethods,thinking,decisionmakingandlanguageusagesin3negotiation.Italsoputforwardthesuggestionsonhowtostrengthentheconsciousnessofnegotiationacrossculturesandperformwellininternationalbusinessnegotiation.3.FeaturesofinternationalbusinessnegotiationInordertoclearlystatedifferentstepsinasuccessfulinternationalbusinessnegotiationinthispaper,so