International-business-negotiation国际商务沟通

International business negotiation——To be a qualifiednegotiator姓名：学号：专业班级：To be a qualified negotiatorToday’s globalization requires professionals to deal with their counterparts in countries with different economic, cultural, legal, and political environments. You may need to resolve a dispute with a supplier, finalize a counter proposal for a state-owned enterprise, or lead a multicultural team. Thus in a globalized market, few subjects are as critical as negotiating across cultural boundaries. When negotiators are from diverse culturally sensitive negotiating skills are necessary for managing in an international setting. So, it needs we deal with carefully and keenly.As we know, if you want to be a good international negotiator you should prepare well before start the negotiation.The most important thing is to collect information. Such as: the background, corporate culture and management method of the target co. you will negotiate with. Because all these aspects will be closely related to their offer, their way of doing business, even the strategy they will adapt in a negotiation. In addition, know the people well who will attend in the negotiation by all possible means. Pay more attention to their negotiation style: task-oriented or people-oriented? Their ways of handling things, directly or indirectly? High-context or low-context? The philosophy they stickto, win-win one or the win –loss one? And if possible, know about their personalities which may affect the going of the deal to a certain extent.Apart from that, you should spare some efforts on your own part, this may include: set up your objectives clearly. Always keep what you want to achieve in mind, work out a strategy (according to their possible tactics), distribute the roles appropriately, when doing this; you should be clear about different people’s characteristics. Last one; be ready to cooperate with other members in a team. Different people may have different perspectives and views to different things and in a negotiation they play different roles and have certain emphasis. So be cooperative is rather critical for a successful negotiator.1. Target decisionPerhaps the most important part of pre-negotiation planning is determining, with some precision, the negotiation objective that need to be achieved. A buyer cannot go into a negotiation with vague objectives such as ‘to get the price down or “to do the best I can”. A buyer must go further than this and establish a negotiation objective for each agenda item that he intends to raise.2. Collecting informationThe first step you should do is that you must make sure which kind of information you need.Then, we can use the following way get some important information.(1)international organizations;(2)governments;(3)service organizations;(4)directories and newsletters;(5)on-line service;(6)local laws and regulations;(7)information on financial credit;(8)market survey.3. Staffing negotiation teamsGenerally speaking, a negotiation team consist of a team leader or chief negotiator, and an interpreter if it is a bilateral negotiation, and a note keeper. Other key members of the team include professionals and experts representing their special fields, such as production, sales promotion, technology, financial accounting, engineering, law and other areas concerned with a specific negotiation, counting, engineering, law and other areas concerned with a specific negotiation.4. Choice of negotiation venuesGenerally speaking, negotiation sites can be divided into three categories host venue, guest venue and third party’s venue. You can according the situation and then choose right place. A careful consideration and arrangement for the preparatory work cansave a lot of time and resources for negotiators.5. Communicate in negotiationMuch of what people communicate to one another is transmitted with nonverbal communication. Examples include facial expressions, body language, head movements, and tone of voice, to name just a few. Some nonverbal acts, called attending behaviors, are particularly important in connecting with another person during a coordinated interaction like negotiation; they let the other know that you are listening and prepare the other party to receive your message. We discuss three important attending behaviors: eye contact, body position, and encouraging.6.The Case study of Cultural Difference Of Nonverbal CommunicationAnother most important factor which affects the success of business negotiation is cross-cultural communication.The study of cross-cultural communication includes language communica tion and non-verbal communication.People usually pay attention to verbal communication in general during communication.They believe that language is the only way to transmit and compre hend information,while ignoring the importance of non-verbal communication.This paper attempts to introduce the basic ideas of non-verbal communication and apply relevant principles to account for some cross-culture business negotiation skills through case studies.This paper aims to make people understand the importance of non-verbal communication and the non-verbal language difference which is influenced by different social ba ckgrounds so as to avoid business negotiations failure.Then i want to share with you some case about culture different: Case1:The Culture Difference of Body LanguageAt an international airport in an Arab country,a Chinese engineer wanted to express his appreciation attitude while che cking the luggage.As he knew no Arabic,the only way for him was to shake hands with the officer.Both of the engineer’s hands were full—his left hand was holding a small traveler’s bag and his right hand a pi ece of luggage.For the sake of convenience,the engineer quic kly put the bag into his right hand and extended his left oneto the officerhe was expecting a hand shake with the officer.Something happened unexpectedly.The officer’s smiling face turned pale and the smile disappeared at once. Instead of a courteous handshake,he slapped that engineer’s extended hand and walked away.Analysis:Personal body movements and facial expressions c an convey information which sometimes can cooperate with the l anguage,and sometimes even can replace the language to conveyinformation.What is wrong with the Chinese engineer in the c ase above?The point is that:he extends his left hand the Ara b officer for a handshake.What that engineer do not know is t hat,in Arab culture,left hand is dirty,and it is regarded a s an insult if someone uses it for a handshake.It is true that a business person could not have a complet e knowledge of all other culture and customs.However,as a bu siness person,he should learn as much as possible.Actually, more and more Western business magazines and journals have bec ome more and more interested in study on cultural differences and teaching their business people how to behave accordingly i n another culture.People of different cultures will have different understan ding about body language.Business Communication is not only t he exchanges and cooperation in the economic field,but also t he exchange and communication between cultures,and cultural f actors always play a crucial role.The same movements or expre ssions in different cultures may stand for different meaning. For example,Americans use thumb and index finger to make a ci rcle instead"OK"as a symbolic gesture.But,in Japan,it is s tand for"coin",the shape of"money".So in Japan the gesture means the money.In France,in most cases,the gesture means"zero"or"no value".Use the same gesture on the same occasi on can means different kinds of meaning in different culture and cause different kinds of responses.The same gesture,the Americans means"OK";the Japanese means"money",they want to know something about the price;French means"no value".In a word,in the process of business communication businessmen sh ould know some cultural habits to avoid unnecessary misunderst anding.Case2:The Cultural Difference of ParalanguageSome Japanese businessmen went to the United States for a large trade negotiation.At the beginning of the negotiations, U.S.representatives spoke a lot.They want to reach an agree ment quickly.However,the Japanese representatives kept silent.When the U.S.representatives try to talk with the Japanes e,these American managers confused and felt frustrated.Becau se the American managers sometimes just got a"Hay"or a nod a s the answer,even sometimes they got nothing but the silence. Finally,the U.S.manager concluded:"The Japanese do not wan t to do business with us.They are so rude,they even do not ha ve a willing to talk with us!"This trade negotiation ended w ith failure.Analysis:More often the American-Japanese business communication runs into a loop:the more the American talks,the-mor e silent the Japanese will be-they need time to digest what th e American has just said;and the more silence the Japanese re spond with,the more the American will talk.For those America n managers,perhaps the saying“enough is enough”is the be st expression to describe their irritated feeling or frustrati on.This helps to explain why the American manager in the case above finally said:"The Japanese do not want to do business with us.They are so rude,they even do not have a willing to talk with us!"What makes the American-Japanese business communication r uns into such a loop is the cultural difference of the two cou ntries.They have different understanding of silence.American s believe an eloquent speaker is regarded as a good communicat or.For that reason,many Americans assume that one should be eloquent,and this should be the standard applicable everywher e in the world.However,what they do not know is that such a standard does not fit into the Japanese context.The Japanese culture,on the contrary,takes silence as an earnest way to t hink about what others have said(or are saying).Moreover,Ja panese distrust“speakers”.As the proverbhe who knows does not speak,and he who speaks does not know.That’s the reason why many Japanese often remain silent or pause for a long time before they say anything.As far as silence i s concerned,Japanese have all kinds of silence,each of which carries different meanings.And this is something many Americ an managers have little knowledge about.In a word,we must pay attention to the turn-taking skills during business conversation.In English-speaking countries, silence is the worst response during the communication.Becaus e they believe response is a expression of respect and attenti on.We must use non-verbal signals from time to time to mainta in a context with others during business communication.7. The necessary qualities a negotiator should have，such as:(1).Patience.(2).Self-control ability.(3).Listen carefully.Finally, we need to do a lot more to make us a successful negotiator, the above words are far less enough. But they can be seen as a guide and the direction for us. “Where there is a will, there is a way.” If only we set up our mind and spare no effects, nothing is impossible in the world, so does “be a successful negotiator come on!”【Reference】[1]Roy J. Lewicki & Bruce Barry & David M. Saunders. international business negotiation[2]Claude Cellich & Subhash C. Jain. Practical solutions to global business negotiations[3]白远.国际商务谈判欢迎您的下载，资料仅供参考！致力为企业和个人提供合同协议，策划案计划书，学习资料等等打造全网一站式需求。