How to Perform a Successful Business Negotiation商.docx
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How to Perform a Successful Business Negotiation商.docx
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HowtoPerformaSuccessfulBusinessNegotiation商
中国某某某某学校
学生毕业设计(论文)
题目:
HowtoPerformaSuccessfulBusinessNegotiation
姓名:
0000000
班级、学号:
00000000000
系(部):
经济管理系
专业:
商务英语
指导教师:
000000
开题时间:
2009-4-10
完成时间:
2009-10-28
2009年10月28日
毕业设计任务书…………………………………………………1
毕业设计成绩评定表……………………………………………2
答辩申请书……………………………………………………3-5
正文……………………………………………………………6-22
答辩委员会表决意见……………………………………………23
答辩过程记录表…………………………………………………24
课题HowtoPerformaSuccessfulBusinessNegotiation
一、课题(论文)提纲
0、引言
1、谈判的准备工作
2、谈判的基本原则、策略和技巧
2.1平等互利的原则
2.2策略
2.3技巧
3、谈判的语言
4、谈判的礼节及不同国家的人的谈判方式
4.1礼仪的基本原则
4.2不同国家的人的谈判方式
5.结论
二、内容摘要
随着我国进入WTO,国际间的商务谈判已成为中国与世界其他国家交往、沟通的最主要方式之一。
商务谈判是社会经济活动的一项重要内容,也是经济活动的起点。
商务谈判的成功在于谈判前做好充足的准备,同时拥有谈判的基本常识和经验积累,在谈判时作出妥协,达成双赢。
本文主要介绍了商务谈判的定义,谈判的准备,谈判的基本原则、策略和技巧,然后介绍了谈判中的语言的运用,最后以谈判的礼节及不同国家的谈判方式结束。
三、参考文献
[1]王刚.TheBestWayforCommunication.[M]九州出版社.2003.
[2]周俊全.周富浩.商务谈判三十六计.[M]广西人民出版社.1995
[3]肖卫.成功谈判.[M]内蒙古文化出版社.2001
[4]段树庭.谈判和社交技巧----弦外之音与明智的应答.[M]湖南出版社.1992
[5]盛大生.如何实现成功谈判.[M]北京大学出版社.2004
HowtoPerformaSuccessfulBusinessNegotiation
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Abstract:
WithChinaenteringWTO,theinternationalbusinessnegotiationhasbecomeoneofChina’smostimportantwaystocommunicatewithalloftheworld.Businessnegotiationisnotonlyanimportantcomponentofsocialandeconomicactivities,butalsoastartingpointineconomicactivity.Businessnegotiation’ssuccesswasrestwithmakeadequatepreparationsforpre-negotiation,atthesametime,havinganegotiation’sbasicofcommonsenseandexperience,andtocompromisinginnegotiationtoreachperfect.Thispaperdescribesthedefinition,preparationofthenegotiation,thebasicprinciples,strategiesandskills,theuseoflanguageinnegotiation.Italsoanalysizestheetiquetteofnegotiation,andthepeople’sdifferentmannersofnegotiatingindifferentcountries.
Keywords:
businessnegotiation;preparation;principles;strategy;skills;etiquette
0.Introduction
Theso-callednegotiationistheexchangeofinformationandbargainsofthepartiesinvolved,itaimedatharmonizingtherelationshipbetweenthem,gainingormaintainingthemselvesinterests’process.Inthisprocess,bothsidesarenegotiatingtheissuesoncommonconcernorinterest,coordinatingoftheireconomic,politicalorotherintereststoseekacompromise.Sothatthebothsidesfeelthattheyreachtheagreementinafavorablecondition,andbecomebalanced.Thepurposeofthenegotiationistocoordinateconflictsofinterest,tocometurethecommoninterests.
1.Preparationsfornegotiation
Makingafullypreparationisverynecessaryinthepre-negotiation,especiallythementalpreparation.
Asanegotiator,ifyouwanttopersuadetheothersideinanegotiation,youmustwinhisspiritatthebeginning,actually,youdon’tneedsoundloadedoverhim,butnotallowingtheothersidetodothatalso.Beforethenegotiation,thenegotiator,especiallythemainnegotiator,shouldmakeaenoughpreparationforthelongtime.Thisrequiresthenegotiatormakeapreciseandfullyplaninthepre-negotiationwhenthecomplexityofthenegotiationprocess,andforthetimeofthenegotiationpossiblecoststomakeafullestimate,andthusyouwillhaveaadequatepsychologicalpreparationforthedifficultyofthenegotiations.Also,everytimebeforethestartofthenegotiations,certainlybothsideshopetheycanbesuccessfulinthisnegotiationandreachtheirgoals,butusuallythingsarenotashoped,infactnegotiations,theywerenotalwaysbeingsucceed.Becauseofthedifferentinterestsofbothsidesinnegotiation,andotherunpredictablefactorsexist,soitmaybemakethenegotiationbrokendowneventually,butifitisbeyondthecontrolofyourownability,youcannotbedejectedsomuch.
Ofcourse,makingansuccessfulpreparationforthenegotiation,onlymeansyouhavealreadydoagoodjobsothatyouarenotpanicwhenyoumeetanunexpectedsituation,butisnotholdingabreakdownpsychologytonegotiate.Whenyougotonegotiateafteryouhavedoneenoughpsychologypreparations,youmighthandlethethingswell.
2.Thebasicprinciples,strategiesandskillsinnegotiation
2.1Theequalityandmutualbenefitprinciples
Theprinciplesofequalityandmutualbenefitmeansthatthenegotiatingpartiesmustbeequalityandmutualbenefitandtheyareseekingaconsistency,thatitisnotcompeledbysomeone,alsotheywouldnotacceptunreasonableofabouttheotherside.
TheequalityandmutualbenefitasabasicprincipleofChina'sdiplomacy,andhasawiderangeofapplicationsinthenegotiation,asoneofapreconditionfornegotiation,itrequiriespeopletoabidebytheunswerving.
Youshouldguaranteequalityinnegotiation.Theequalitymeansthatthetwosidesareequal.Becausethenegotiationisthatpeopleinordertomeettheirownneedssotheysittogethertonegotiateandconsult,whichaimedatanagreementandresolvetheirrequirments.Supposethenegotiationisn’tequal,thenitisnotthetruesenseofthenegotiation,andevencannotbecalledtonegotiation,butratherisapartysatisfytotheotherparty’sinterest.Persuitingthemutualbenefitisalsoveryimportant.Negotiationispeopleinordertosolvetheirownneeds.Ifonepartyofthemonlycareabouttheirownneeds,notconsideringtheneedsoftheotherpartyandblindlytoputforwardthetermsofone'sownbenefitratherthanmakeconcessionstootherside,sothatco-operationwillinevitablyleadtorupture.However,ifyouareblindlytomakeconcessionstotheotherside,youwillloseyourowninterests,orevenno-profitable,andthiswillviolatestheoriginalintentionofthenegotiations.Intermsofequalityandmutualbenefitisonlyrelativebutnotsaythattheinterestsofthenegotiationmustbesharedequally.Becausethestrengthofthenegotiatingpartiesandnegotiatingskillswerevaryconsiderably,soitwillleadtoaoutcomeofthenegotiationthatonepartymaybegetmorefavorcircumstances.Suchthebenefitdonotkeepbalancedisverynormal.Onthecontrary,itisnotnormalifthere’sabalanceofinterestsinthenegotiations.
2.2Strategy
Theothersidesometimeslookslikemenacing,theyoffendonotgiveupiftheydon’tattaintheirpurpose.Ifyouarenotcoolenough,itprobablysufferyourself.Thatbeingthecase,whydon’tyouusetheinactiontopressaction?
2.2.1Self-confidence
Inanegotiation,iftheotherpartyhasadvancedanunexpectedquestion.Firstwemustconsidertheissuecalmlyandthenreplytotheotherparty,weshouldavoidthehastydecisions.
2.2.2Combinetheobservationandreflectiontogathertheinformation
Thepolicyofinactiontopressaction’sexecuterequiresnegotiatorcollectalotofinformation,andanalyze,synthesize,maketherightjudgmentsonthenegotiationopponent’sbehaviorandpsychology.Inthisway,afterthe"inaction"youcanbea"action"properly,andthenyoucanbeabletocounter-attacksucceeded.Itrequires:
trainningthekeeninsightandtakingtheinitiativeadequatelytoconsidertheissues.
2.2.3Tofindtheoffenseopportunityinthedefense
Whentheothersidemenacingandisinanattempttomakeoursideinapassivepositionfromtheoutset.Thistimeyoushouldkeepquietandwaitthechanges,letconsumetheenergyandphysicalforceslowly,youcanwaituntilwhentheirmomentumhadgone,"badandexhaustion,"acounter-attactyoucan.
Momentumforquiteofcompetitorisnotalwaysterrible,aslongasyougraspthestrategyofinaction,andlookingfortheflawsandcounterattackopportunitiesinthedefense,soitmeansthatyouwillsucceed.
2.3Skills
2.3.1Defense
Thenegotiationiscombinedwiththepreventandguard.Clevernegotiatorsareknowthattheymustbenotonlytocontrolthesituationbutalsotoholdtheirpositions,topreventthelossofvestedinterests.
2.3.1.1Insistyourselfposition
Whateveryou'reatdominantpositionordisadvantagedpositioninthenegotiation,youshouldtrytocontrolthesituation,atthesametimepayattentiontodon’texposeyourflaws,letopponentshaven’topportunitytoattack.
Especiallywhenyougoallouttodoingsomething,becausetheheartarefullofexpectationsforsuccess,itiseasytorushandtoaccommodatetheotherside.Hereby,youmustinsistyourownmindsinthenegotiation,don’tonaccountoftheothersidehaveagreedsoyoureadilyagreethatyoushouldrefusedtheproposal.
2.3.1.2Deletingunrelateditemsinnegotiation
First,youshouldbepreparewhenyoumakeaplan,negotiatewithyourbossandgoodpartnerstodiscusswhatitemsarenotpreparedtogettothenegotiatingtabletotalkabout,soyoucanavoidbeinglosttheshouldnotloseinterestinthenegotiation.Second,youshouldbeclearthatlimitedauthorizationhavemanybenefits.Ifthenegotiatorsaresubjecttothepotence,itwouldmakehispositionmorefirmly.
2.3.1.3Handlingtheinterestsproblemindefense
Intalkingabouttheirowninterests,negotiatorscanusehard-lineattitude.Inexplainingyourposition,thenegotiatorscanalsousehard-lineattitude.Whilestubbornlysticktotheirstancewouldbeunwise,butkeeptheinterestswasverywise.
Iftheopponentinthenegotiationonlyfocusontheir'sowninterests,thenyoushouldtrytoobtainyourownbestinterestsundermakingtheopponentminimizethelossrestrictedcircumstances.Thetwosidesshouldexpresstheirowninterestsclearly,oremphasizeontheirideas,socanstimulatethenewideasoften,thus,itwillproducethebenefitsofawin-winsolutionabouttheinterestsforeachother.
2.3.1.4Preparingforanalternativeplan
Onlygrasptheprinciplesofobjectivecriteria,fac
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