英文版-谈判策略及欧美谈判风格.doc
- 文档编号:5942606
- 上传时间:2023-05-09
- 格式:DOC
- 页数:6
- 大小:51KB
英文版-谈判策略及欧美谈判风格.doc
《英文版-谈判策略及欧美谈判风格.doc》由会员分享,可在线阅读,更多相关《英文版-谈判策略及欧美谈判风格.doc(6页珍藏版)》请在冰点文库上搜索。
DesignYourNegotiationStrategiesforBusinessmenfromtheAmericasandEurope
I.:
Introduction
AccordingtoRobertMaddox,authorofSUCCESSFULNEGOTIATION,negotiationistheprocessweusetosatisfyourneedswhensomeoneelsecontrolswhatwewant,isabasichumanactivityaswellasaprocesspeopleundertakeeverydaytomanagetheirrelationship,isafactoflife.Peoplenegotiatesomethingatwork,athome,orasaconsumereverydayevenwhentheydon’tthinkofthemselvesasdoingso.Negotiationisaconflict-solvingprocess,sonegotiationstrategiesarenecessary.Indifferentsituation,needdifferentstrategies.Internationalbusinessnegotiationscovervariouslevelsofnegotiatorsfrommulti-nationsandmulti-nationalities.Duetodifferentculturalbackgroundandcustomsthereexistevidentdifferencesofvaluesandnegotiationstylesamongpeopleallovertheworld.Thereforeabusinessnegotiatorshouldhavesomebusinessconventionsofdifferentcountries.Differentculturessolveproblemsindifferentways.Youmustaskyourselfwhatyouexpectationsarewhenyouenteranegotiationsetting.Theexpectationofdifferentcultures,evenwithinanorganization,canbeverydifferent.Thoseexpectationsrelatedirectlytotheirviewofwhattheproblemisandwhatthevaluesaresurroundingtheproblemandtheoptionsforsolvingit.
Sointhispaper,focuswillbelaiduponwhatnegotiationstrategiesis,whatthemajornegotiationstylesareintheAmericasandinEurope,andwhatdifferencesarebetweenintheAmericasandinEurope.
II:
whatIhavelearnedfromthiscourse
Thisterm,wehavelearnedtheENGLISHFORINTERNATIONALBUSINESS-------NEGOTIATION&COMMUNICATION.Atfirst,Idon’tknowanythingaboutbusinessnegotiation,butnowsomethingarechangeanddifferent.WehavelearnedPart1-ABCtobusinessnegotiation&communication,Part3-Practicalbusinessnegotiation,andPart4–Interculturalbusinessnegotiation&communicationinthisterm.Throughlearning3part,Ialreadyknowthatwhatiscommunicationandnegotiation,whataretheprinciplesandstrategiesofnegotiation&communication,whatistheinterculturalbusinessnegotiationandsoon.Inclass,wealwayshaveopportunitiestopracticeournewknowledge,astome,Ithinkitisabetterwaytostudywell,whichenhanceourbusinessEnglishabilitytosomeextent,afterthat,Iknowwhatisitandhowtouseit.Inthefuturewemayuseit’stheoriesintoourdailylifetohelpandchangeus.Allinall,It’sveryusefulinEnglishmajor.
III:
Thebriefintroductiontonegotiationstrategies.
Whatisnegotiationstrategies?
Negotiationstrategiesisakindofpsychologicaljudo.Strategiesarecrucialtobusinessnegotiation.Theyareactingguidelinesandpoliciesofthewholenegotiationprocessandaresubjecttomodificationwiththeprogressthenegotiation.Sincedifferentorganizationsworkindifferentways,andeachhasacharacteristicstyleofnegotiation,negotiatorsneedtrainingandexperiencebeforetheycansuccessfullyhandlethedifferentstylesofotherparties.Nosinglestyleofnegotiation“wins”.Itisthemoreskillednegotiatorwhowillprevail.
A:
Choosingsuitablestyleandmodes.
Asstrategiesarecloselyrelatedtonegotiationstyles,eachnegotiatingteamandeachnegotiatorshouldchooseastylethatwillbestservetheirgoal.Negotiatorsandteamsmustbeflexible,abletochangestylesaseasilyastheychangelocations.
B:
Strategiesofpre-strategiesofpresentation.
Inthebiddingpresentationofthenegotiationprocess,therearethreeguidelinestothewayinwhichabidshouldbeputfirmly,clearly,seriously,andwithoutreservationorhesitations.
C:
Strategiesofresponsiveness.
Atthisstagefirstpartyshouldfullyawarethathehasputabid,andhehasaprefectrighttoknowwhattheotherpartyispreparedtoofferinreturn.It’squitenecessarytodosomeresearchworkofstudyingtheothersidebeforerespondingtothebid.Inrespondingtobidsbytheotherpartythereisaneedtodistinguishbetweenclarificationandjustification.Onthisbasis,heorshemusthaveideahowtosatisfytheotherpartyingainingtheirinterestsandatthesametimehavetofigureoutwhataretheintereststhatreallybelongstothemandwhatarethethingstheyexpecttoget.
D:
Offensiveanddefensivestrategies.
Offensivestrategiesaredesignedtotaketheinitiativewhiledefensivestrategiesarethecountertooffensiveones,andtheyarethespringboardsfromwhichacounter-offensivecanbelaunched.
E:
Strategiesofmakingconcession.
Makingconcessionsisoneofthemostpopularstrategiesusedinthebargainingprocesstokeepthenegotiationongoing.Makingconcessionshoweverhasalottodowithmanyotherfactors.Everyconcessionisverycloselyconnectedtoaparty’sowninterests.Althoughitdependsmainlyonthenegotiator’sflexibleusageofthestrategiesofmakingconcessions,italsoisconstrainedbysomebasicprincipals.
F:
Towardssettlement.
Whenthepartiesbecomeawarethatasettlementisapproaching,theyshouldmakefinaloffer.
IV:
ThemajornegotiationstyleintheAmericasandinEurope.
1:
Definitionfornegotiationstyle
ØNegotiationstyleisthedemeanorwhichactinginthenegotiationoccasionandprocess.
ØNegotiationstyleisthenegotiators’Reflectionoftheculture
ØNegotiationstylehasitself’sUniquewhichisdifferentfromthestyleofdifferentcountriesandareas.
ØNegotiationstylegoesthroughrepeatedpracticeandconclusionswhichisgenerallyacceptedbyitscountryandthebusinessmen..
2:
TheFunctionofNStyle
ØGreatharmoniousatmosphere
ØProvidebasisforNstrategies
ØImprovetheNlevel
Peoplefromdifferentcountieshavedifferentvalues,differentattitudesanddifferentexperience.Thesedifferentnationsofvalueyielddifferentunderstandingsoftheculture-negotiationlink.researchesandobservationsbymostscholarsindicatefairlyclearlythatnegotiationpracticesdifferfromculturetocultureandthatculturecaninfluence“negotiatingstyle”—thewaypersonfromdifferentculturesconductthemselvesinnegotiatingsessions.
3:
ThemajornegotiationstyleintheAmericas
3-1:
Americanstyle
3-1-1:
Establishthenegotiationrelationship
TheAmericanstyleischaracterizedfirstbypersonalitieswhichareusuallyoutgoing,andquicklyconveysincerity.Personalitiesareconfidentandpositiveandtalkative.Theyusuallyignoreestablishingpersonalrelationpriornegotiation.Intheirminds,goodbusinessrelationbringsaboutgoodpersonalrelation,notviceversa.
3-1-2:
Processofdecisions
American’sprocessofdecisionsistoptodown.Theirhighindividualismismanifestedthroughtheirdecisionmakingprocess---individualhastherighttomakedecision.Personalresponsibilityisstressed.
3-1-3:
Valueoftime
Americansareverydirect,openlydisagreeandthinkpunctualityismandatory.Theirtrytodemandthesamefromcounterparts.Theytendtomakeconcessionsthroughoutthenegotiations,settingoneissue,thenproceedingtothenext.Theyareparticularlyhighinbargainingphasesofnegotiation,makedecisionsbaseduponthebottomlineandoncold,hardfacts.Thusthefinalagreementisasequenceofseveralsmallerconcessions.
3-1-4:
Thewaysofnegotiations
TheAmericansstyleofnegotiationispossibilitythemostinfluentialintheworld.Openlydisagreeanduseaggressivepersuasivetacticssuchasthreatsandwarnings.Preferspeedynegotiationsandgetannoyedwithtoomuchsocializingorpostponement.
3-2:
Canadianstyle
3-1-1:
Establishthenegotiationrelationship
CanadaisaImmigrantcountry,hasmanyraces.Canadiansareopening,andlikingtoliveacomfortablelife,emphasizingthefree,andfocusingonprofit.
3-2-2:
Processofdecisions
Canadiansateshavetheirownsocietylives,economicalactivities,anddevelopmentonScienceandtechnology.Theirhavepowerfuldecisionright.
3-2-3:
Valueoftime
Ifyouwanttovisitthebusinessmen,youshouldasktheSecretaryforhelp,appointingadateinadvance,andmeetingthemontime.
3-2-4:
Thewaysofnegotiations
CanadianliketotaketherelativethingsaboutSkiing,skating,icesculptureandicehockey.Allactivitiesshouldnotbearrangedon13th,becausetheytaboothisday.What’smore,theylikeblue,soyoucangivethemvaluableflowersandblue-packingpresentwhenyouareinvited.Theydon’tliketobargainingontheprice,anddon’tdolessprofitsandmoresalesbusiness.
3-2-5:
Attitudetocontract
TheFrenchspeakingbusinessmenmakeasignafterthemaintermsareagreed,buttheyalwayschangethelessimportanttermsaftermakingasign.WhileEnglishspeakingbusinessmenarenot.
4:
ThemajornegotiationstyleinEurope.
4-1:
Britishstyle
4-1-1:
Establishthenegotiationrelationship.
Britishpeoplearenotusedtoshowingoffinpublicandkeepadistancewithothers.Theywillnotconfusepersonalrelation,sobusinessaffairsgofirst.Theyalsoattachgreatimportancetoprotocolandceremony,beforenegotiationexchangeorgreetingandcourtesymaysometimeslastforacoupleofhours.
4-1-2:
Processofdecisions.
British’sprocessofdecisionsistoptodown.Personalresponsibilityisstressed.Theytakemoreattentionontheircounterparts’identification,experience,andability.
4-1-3:
Valueoftime.
Britainisaanorderlysociety,punctualityismandatory.Englishmenalwaysarrangeappointmentsinadvanceandpresentanagendaasearlyintheprocessaspossible.
4-1-4:
Thewaysofnegotiations.
Britishnegotiators’styleisclam,balanced,confident,cautiousandnotflexible.Theytendtokeepsilentinthebeginninginbusinesstalks,theyarereservedratherthanexpr
- 配套讲稿:
如PPT文件的首页显示word图标,表示该PPT已包含配套word讲稿。双击word图标可打开word文档。
- 特殊限制:
部分文档作品中含有的国旗、国徽等图片,仅作为作品整体效果示例展示,禁止商用。设计者仅对作品中独创性部分享有著作权。
- 关 键 词:
- 英文 谈判 策略 欧美 风格