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International

BusinessNegotiation1

InternationalBusinessNegoti

Chapter8CommunicationSkillsinInternationalBusinessNegotiation2Chapter8CommunicationSkilTeachingObjectivesAfterstudyingthismodule,youshouldbeabletoknow:

Inthischapteryouwilllearn1．Howdifferentcultureaffectscommunicationininternationalbusinessnegotiation2．Skillsoftalking3．Skillsofaskingandansweringquestions4．Tipsforgoodlistening3TeachingObjectivesAfterstu

Closingthedeal

SummaryofthenegotiationTipsoncontractsigning

4123Contents

bargainingtactics

4ClosingthedealSum8.1Summary：CommunicatingacrossculturesInternationalbusinessnegotiationshaveoftenfailedasaresultofpoorcommunications.Exportersneedtocommunicateclearlywithimportersiftheyaretosucceedintheinternationalmarketplace.Bybuildinglisteningskills,knowinghowtophrasequestions,andusingotherspecificcommunicationstechniques,negotiatorsshouldbeinapositiontoconducttheirinternationalbusinessdiscussionsmoresuccessfully.

58.1Summary：Communicatingacro國際商務(wù)談判(英文)chapter8-Communication-Skills-in-International-Business-Negotiation[精]課件國際商務(wù)談判(英文)chapter8-Communication-Skills-in-International-Business-Negotiation[精]課件

8.2Skillsoftalking8.2.1Negotiationlanguage

Yourpresentationshouldbeexecutedinallattractivemannerthatispleasing，notoffensive．Itshouldbefairandconsidertheprosandcons，notsuspicious．Itshouldbecooperativeandfriendly，notargumentativeorhostile．Itshouldemphasizethepositive，notthenegative,stressthefamiliar，nottheunknown，andbedemocratic，notdictatorial．Yourpresentationshouldbeunderstated，notexaggerated．8

8.2Skillsoftalking8.2.1N

8.2.2HowtoopenandcloseThereareanumberofapproachesyoucanusetoattractimmediateattention.(1)arousecuriositybyaskingaquestionrelatedtoyourtalk.(2)saysomethinghumorous.(3)startoffwithaninterestingnewsitem.(4)beginwithaspecificillustrationorcase,whichtendstolendanairofseriousnessandrealitytoyourtalk.9

8.2.2Howtoopenandclose

8.2.2Howtoopenandclose(5)openwiththeimpactofaprofoundquotation.(6)showavisualillustrationofyourmainpoints,whichcanbeeitherachart,pictureoritemrelatedtoyourtalk.(7)openwithasimpleexplanationofhowyourtopicaffectsthecommoninterestsofthelisteners(8)startoffwithashockingstatement.(9)casuallycommentonsomethingthathasjusthappenedorbeensaidatthemeetingifittiesintoyourpresentation.10

8.2.2Howtoopenandclose(5

8.2.2HowtoopenandcloseYourclosingstatementcanbethesameasonewithwhichyouwouldendamemorandum,summarizingandbrieflyoutliningthemainpointsyoucover.11

8.2.2Howtoopenandclose

8.2.3Practicaltipsformakingstatements(5)Trytobeobjectiveandgenuine.(6)Haveasenseofproprietyinspeechoraction.(7)Trytobeself-oriented.(8)Correctmistakesquicklyandrepeatyourwordsifnecessary.

12

8.2.3Practicaltipsformakin

Listenersunconsciouslyjudgeyoubyhowyoutalk.Yourspeakingvoiceisoneofthefirstimpressionspeoplehaveofyou,andthatimpressionisoftendominatedbyyourvoicequality.

8.2.4Severalaspectstobewareof13

Listenersunconsciou

8.2.4SeveralaspectstobewareofApersonmaybecharacterizedasfriendlyifhisorhervoicesoundswarmandwellmodulated.Whenyouspeak,yourwordsconveyyourthoughts,andthetoneconveysyourmood.Yourtalkingrhythm—thatis,yourspeechspeedandpauses—willdependonhowcomplicatedyourmessageisandhowclearlyyouarticulateyourwords.14

8.2.4Severalaspectstobe

8.3SkillsofaskingquestionsIninternationalbusinessnegotiations,oneofthemostimportantskillsistheabilitytoaskgoodquestions.Byaskingrelevantquestions,negotiatorscanobtainvaluableinformationfromtheothersideaswellastestvariousassumptionsmadewhenpreparingforthediscussions.Duringthepreparatoryphase,negotiatorscollectinformation,butnotalldataandfactsmaybeavailable;thisneedstobesupplementedduringthetalks.15

8.3Skillsofaskingquesti

8.3.1BasicFunctionsofQuestionsQuestionsappeartobeabletobedividedintofivebasicfunctions:(1)Causeattention.Providepreparatoryconditionsfortheoperationoftheother’sthinking.Example：“Howareyou?”(2)Getinformation．Providequestionerwithinformation．“Howmuchisit?”

16

8.3.1BasicFunctionsofQu

8.3.1BasicFunctionsofQuestions(3)Giveinformation．"Providetheotherwithinformation．“Didyouknowyoucouldhandlethis?”(4)Startthinking.Causetheother’sthinkingtooperate．“Whatwouldyoursuggestionbeonthis?”(5)Bringtoconclusion.Bringtheother’sthinkingtoaconclusion．“Isn'tittimetoact?”

17

8.3.1BasicFunctionsofQu

8.3.2Whentoask

(1)

Itispremisetolistenattentivelytotheotherparty.(2)

Don’taskcasually,andwatchchance.(3)

Don’teagertoraisequestionsbeforetheotherpartyfinishinghisreply.(4)

Preparefortheimportantquestionsforward,andimaginesomeanswers,thencountertheseanswerstomakesomemethodsbeforeraisequestions.

18

8.3.2Whentoask(1)

It

8.3.3HowtodeliverquestionsTherearetwowaystoassureahighdegreeofreliabilityforanswerstoyourquestions.Onewayistolaythefoundationforaskingthem.Thesecondmethodofassuringthereliabilityofanswerstoyourquestionsisthroughtheuseofthetacticcalled“bipolarquestioning.”19

8.3.3Howtodeliverquestio

8.3.4Categariesofquestions(1)Closedquestions

①Selectivequestions②Suggestivequestions

③Clarifyingquestions

④Referencequestions

20

8.3.4Categariesofquestio

8.3.4Categariesofquestions(2)Open-endedquestions

①

Probingquestions②Conferringquestions

③Proof—seekingquestions

④Heuristicquestions⑤Leadingquestions

⑥Conditionalquestions21

8.3.4Categariesofquestio

8.3.5Techniquesforaskingquestions

(1)Preparethequestionsaheadoftime.（2）Askquestionssincerely．（3）Askquestionsinsimpleandshortsentencepatterns，orthecounterpartwillgetimpatientorfeelfooled．（4）Avoidraisingdoubts．

（5）Askdifferentquestionsaccordingtotheage，position，personality，educationlevel，andnegotiationexperienceofthecounterpart．22

8.3.5Techniquesforasking

8.3.5Techniquesforaskingquestions

（6）Askquestionsatarightmoment；askingaquestiontooearlywillrevealtheintentionofthequestionerandaskingyourquestiontoolatewillhinderthenegotiationprocess．（7）Donotinterruptthetopicofyourcounterpartatwill，andavoidbringingupanewtopicbeforeyourcounterparthasdiscussedtheoldtopiccompletely．（8）Donotdeliberatelyaskquestionstheotherpartyhasmadepainstakingeffortstoavoidanswering．23

8.3.5Techniquesforasking

8.3.5Techniquesforaskingquestions

（6）Askquestionsatarightmoment；askingaquestiontooearlywillrevealtheintentionofthequestionerandaskingyourquestiontoolatewillhinderthenegotiationprocess．（7）Donotinterruptthetopicofyourcounterpartatwill，andavoidbringingupanewtopicbeforeyourcounterparthasdiscussedtheoldtopiccompletely．（8）Donotdeliberatelyaskquestionstheotherpartyhasmadepainstakingeffortstoavoidanswering．24

8.3.5Techniquesforasking

8.3.5Techniquesforaskingquestions（9）Avoidaskingquestionsthatmayhindertheotherpartyfrommakingaconcession．（10）Testthehonestyofyourcounterpartwithaquestiontowhichyoualreadyknowtheanswer．（11）Keepsilentafteraskingaquestiontowaitpatientlyforthecounterpartytoanswerit，anddonotgiveadditionalremarksoverandoveragain，whichwillmakeitimpossiblefortheotherpartytoanswerthequestion．25

8.3.5Techniquesforasking

8.3.6Questionsthatshouldnotbeasked(1)Questionsaboutprivatelife．job，income．familystatus，woman’sage，religionandpartybeliefs．(2)Hostilequestions．(3)Questionsthatindicatesuspicionsofthequalityoftheotherparty．

(4)Excessivequestionsirrelevantwiththenegotiationcontents．26

8.3.6Questionsthatshould

8.4SkillsofAnswering8.4.1Sixprinciplesforansweringquestions

（1）Inordertoavoidthepossibilityofbeingtrappedorrevealinginformationthatone’spartydoesnotwanttodisclose，donotansweraquestionrashly．（2）Answerthequestionthatisasked，andavoidambiguity．（3）Beforeansweringaquestion．trytofindsometimetothinkaboutthequestion．

27

8.4SkillsofAnswering8

8.4SkillsofAnswering

（4）Donotrevealtoomuchinformation，leavingyourpartywithnoalternatives（5）Don‘tallowyourcounterparttoposeincessantquestions．（6）Askprobingquestionsaboutsomelimitingconditionssuchasorderingquantity，co-operationtimeandthelike．

28

8.4SkillsofAnswering（

8.4SkillsofAnswering8.4.1Sixprinciplesforansweringquestions

（1）Inordertoavoidthepossibilityofbeingtrappedorrevealinginformationthatone’spartydoesnotwanttodisclose，donotansweraquestionrashly．（2）Answerthequestionthatisasked，andavoidambiguity．（3）Beforeansweringaquestion．trytofindsometimetothinkaboutthequestion．

29

8.4SkillsofAnswering8

8.4.2Techniquesforansweringquestions(1)Leavingtheotherpersonwiththeassumptionsthathehasbeenanswered.(2)Answeringincompletely.(3)Answeringinaccurately.(4)Leavingtheotherpersonwithoutthedesiretopersuethequestioningprocessfurther.(5)Statemanyanswerswithoutcommittingyourselftoanyone.30

8.4.2Techniquesforanswer

8.4.2Techniquesforansweringquestions(6)Statethattheanswertothequestionisthatthequestioncannotbeanswered.(7)Givea“nothing”answer.(8)Usehumorinansweringquestions.(9)Counterattackonapointquiteirrelevanttothepointatissue.31

8.4.2Techniquesforanswer

8.4.2Techniquesforansweringquestions(6)Statethattheanswertothequestionisthatthequestioncannotbeanswered.(7)Givea“nothing”answer.(8)Usehumorinansweringquestions.(9)Counterattackonapointquiteirrelevanttothepointatissue.32

8.4.2Techniquesforanswer

8.4.2Techniquesforansweringquestions(10)Usedisarmingpraise.(11)Ifthequestioncannotberefutedlogically,usearemarkdesignedtostigmatizetheopposer’spointofview.(12)Don’tanswer.33

8.4.2Techniquesforanswer

8.5Skillsoflistening8.5.1ThebarrieroflisteningStudiesshowthattheaveragepersonremembersonlyabouthalfofwhatheorshehearsimmediatelyafterthespeakerstopstalking，nomatterhowcarefullythelistenerhaspaidattention．34

8.5Skillsoflistening8.

8.5Skillsoflistening8.5.2Tipsforgoodlistening(1)Listenattentivelyandpatiently.(2)Listenactively.(3)Overcomepreconceptions.(4)Don’tcutinorrefuteinhaste．(5)Don’tbeabsent—minded．(6)Keepproperrecords．(7)Donotletyourcounterpartleadyoubythenose．35

8.5Skillsoflistening8.5.

8.5Skillsoflistening8.5.1ThebarrieroflisteningStudiesshowthattheaveragepersonremembersonlyabouthalfofwhatheorshehearsimmediatelyafterthespeakerstopstalking，nomatterhowcarefullythelistenerhaspaidattention．36

8.5Skillsoflistening8.Thanks!37Thanks!37

International

BusinessNegotiation38

InternationalBusinessNegoti

Chapter8CommunicationSkillsinInternationalBusinessNegotiation39Chapter8CommunicationSkilTeachingObjectivesAfterstudyingthismodule,youshouldbeabletoknow:

Inthischapteryouwilllearn1．Howdifferentcultureaffectscommunicationininternationalbusinessnegotiation2．Skillsoftalking3．Skillsofaskingandansweringquestions4．Tipsforgoodlistening40TeachingObjectivesAfterstu

Closingthedeal

SummaryofthenegotiationTipsoncontractsigning

4123Contents

bargainingtactics

41ClosingthedealSum8.1Summary：CommunicatingacrossculturesInternationalbusinessnegotiationshaveoftenfailedasaresultofpoorcommunications.Exportersneedtocommunicateclearlywithimportersiftheyaretosucceedintheinternationalmarketplace.Bybuildinglisteningskills,knowinghowtophrasequestions,andusingotherspecificcommunicationstechniques,negotiatorsshouldbeinapositiontoconducttheirinternationalbusinessdiscussionsmoresuccessfully.

428.1Summary：Communicatingacro國際商務(wù)談判(英文)chapter8-Communication-Skills-in-International-Business-Negotiation[精]課件國際商務(wù)談判(英文)chapter8-Communication-Skills-in-International-Business-Negotiation[精]課件

8.2Skillsoftalking8.2.1Negotiationlanguage

Yourpresentationshouldbeexecutedinallattractivemannerthatispleasing，notoffensive．Itshouldbefairandconsidertheprosandcons，notsuspicious．Itshouldbecooperativeandfriendly，notargumentativeorhostile．Itshouldemphasizethepositive，notthenegative,stressthefamiliar，nottheunknown，andbedemocratic，notdictatorial．Yourpresentationshouldbeunderstated，notexaggerated．45

8.2Skillsoftalking8.2.1N

8.2.2HowtoopenandcloseThereareanumberofapproachesyoucanusetoattractimmediateattention.(1)arousecuriositybyaskingaquestionrelatedtoyourtalk.(2)saysomethinghumorous.(3)startoffwithaninterestingnewsitem.(4)beginwithaspecificillustrationorcase,whichtendstolendanairofseriousnessandrealitytoyourtalk.46

8.2.2Howtoopenandclose

8.2.2Howtoopenandclose(5)openwiththeimpactofaprofoundquotation.(6)showavisualillustrationofyourmainpoints,whichcanbeeitherachart,pictureoritemrelatedtoyourtalk.(7)openwithasimpleexplanationofhowyourtopicaffectsthecommoninterestsofthelisteners(8)startoffwithashockingstatement.(9)casuallycommentonsomethingthathasjusthappenedorbeensaidatthemeetingifittiesintoyourpresentation.47

8.2.2Howtoopenandclose(5

8.2.2HowtoopenandcloseYourclosingstatementcanbethesameasonewithwhichyouwouldendamemorandum,summarizingandbrieflyoutliningthemainpointsyoucover.48

8.2.2Howtoopenandclose

8.2.3Practicaltipsformakingstatements(5)Trytobeobjectiveandgenuine.(6)Haveasenseofproprietyinspeechoraction.(7)Trytobeself-oriented.(8)Correctmistakesquicklyandrepeatyourwordsifnecessary.

49

8.2.3Practicaltipsformakin

Listenersunconsciouslyjudgeyoubyhowyoutalk.Yourspeakingvoiceisoneofthefirstimpressionspeoplehaveofyou,andthatimpressionisoftendominatedbyyourvoicequality.

8.2.4Severalaspectstobewareof50

Listenersunconsciou

8.2.4SeveralaspectstobewareofApersonmaybecharacterizedasfriendlyifhisorhervoicesoundswarmandwellmodulated.Whenyouspeak,yourwordsconveyyourthoughts,andthetoneconveysyourmood.Yourtalkingrhythm—thatis,yourspeechspeedandpauses—willdependonhowcomplicatedyourmessageisandhowclearlyyouarticulateyourwords.51

8.2.4Severalaspectstobe

8.3SkillsofaskingquestionsIninternationalbusinessnegotiations,oneofthemostimportantskillsistheabilitytoaskgoodquestions.Byaskingrelevantquestions,negotiatorscanobtainvaluableinformationfromtheothersideaswellastestvariousassumptionsmadewhenpreparingforthediscussions.Duringthepreparatoryphase,negotiatorscollectinformation,butnotalldataandfactsmaybeavailable;thisneedstobesupplementedduringthetalks.52

8.3Skillsofaskingquesti

8.3.1BasicFunctionsofQuestionsQuestionsappeartobeabletobedividedintofivebasicfunctions:(1)Causeattention.Providepreparatoryconditionsfortheoperationoftheother’sthinking.Example：“Howareyou?”(2)Getinformation．Providequestionerwithinformation．“Howmuchisit?”

53

8.3.1BasicFunctionsofQu

8.3.1BasicFunctionsofQuestions(3)Giveinformation．"Providetheotherwithinformation．“Didyouknowyoucouldhandlethis?”(4)Startthinking.Causetheother’sthinkingtooperate．“Whatwouldyoursuggestionbeonthis?”(5)Bringtoconclusion.Bringtheother’sthinkingtoaconclusion．“Isn'tittimetoact?”

54

8.3.1BasicFunctionsofQu

8.3.2Whentoask

(1)

Itispremisetolistenattentivelytotheotherparty.(2)

Don’taskcasually,andwatchchance.(3)

Don’teagertoraisequestionsbeforetheotherpartyfinishinghisreply.(4)

Preparefortheimportantquestionsforward,andimaginesomeanswers,thencountertheseanswerstomakesomemethodsbeforeraisequestions.

55

8.3.2Whentoask(1)

It

8.3.3HowtodeliverquestionsTherearetwowaystoassureahighdegreeofreliabilityforanswerstoyourquestions.Onewayistolaythefoundationforaskingthem.Thesecondmethodofassuringthereliabilityofanswerstoyourquestionsisthroughtheuseofthetacticcalled“bipolarquestioning.”56

8.3.3Howtodeliverquestio

8.3.4Categariesofquestions(1)Closedquestions

①Selectivequestions②Suggestivequestions

③Clarifyingquestions

④Referencequestions

57

8.3.4Categariesofquestio

8.3.4Categariesofquestions(2)Open-endedquestions

①

Probingquestions②Conferringquestions

③Proof—seekingquestions

④Heuristicquestions⑤Leadingquestions

⑥Conditionalquestions58

8.3.4Categariesofquestio

8.3.5Techniquesforaskingquestions

(1)Preparethequestionsaheadoftime.（2）Askquestionssincerely．（3）Askquestionsinsimpleandshortsentencepatterns，orthecounterpartwillgetimpatientorfeelfooled．（4）Avoidraisingdoubts．

（5）Askdifferentquestionsaccordingtotheage，position，personality，educationlevel，andnegotiationexperienceofthecounterpart．59

8.3.5Techniquesforasking

8.3.5Techniquesforaskingquestions

（6）Askquestionsatarightmoment；askingaquestiontooearlywillrevealtheintentionofthequestionerandaskingyourquestiontoolatewillhinderthenegotiationprocess．（7）Donotinterruptthetopicofyourcounterpartatwill，andavoidbringingupanewtopicbeforeyourcounterparthasdiscussedtheoldtopiccompletely．（8）Donotdeliberatelyaskquestionstheotherpartyhasmadepainstakingeffortstoavoidanswering．60

8.3.5Techniquesforasking

8.3.5Techniquesforaskingquestions

（6）Askquestionsatarightmoment；askingaquestiontooearlywillrevealtheintentionofthequestionerandaskingyourquestiontoolatewillhinderthenegotiationprocess．（7）Donotinterruptthetopicofyourcounterpartatwill，andavoidbringingupanewtopicbeforeyourcounterparthasdiscussedtheoldtopiccompletely．（8）Donotdeliberatelyaskquestionstheotherpartyhasmadepainstakingeffortstoavoidanswering．61

8.3.5Techniquesforasking

8.3.5Techniquesforaskingquestions（9）Avoidaskingquestionsthatmayhindertheotherpartyfrommakingaconcession．（10）Testthehonestyofyourcounterpartwithaquestiontowhichyoualreadyknowtheanswer．（11）Keepsilentafteraskingaquestiontowaitpatientlyforthecounterpartytoanswerit，anddonotgiveadditionalremarksoverandoveragain，whichwillmakeitimpossiblefortheotherpartytoanswerthequestion．62

8.3.5Techniquesforasking

8.3.6Questionsthatshouldnotbeasked(1)Questionsaboutprivatelife．job，income．familystatus，woman’sage，religionandpartybeliefs．(2)Hostilequestions．(3)Questionsthatindicatesuspicionsofthequalityoftheotherparty．

(4)Excessivequestionsirrelevantwiththenegotiationcontents．63

8.3.6Questionsthatshould

8.4SkillsofAnswering8.4.1Sixprinciplesforansweringquestions

（1）Inordertoavoidthepossibilityofbeingtrappedorrevealinginformationthatone’spartydoesnotwanttodisclose，donotansweraquestionrashly．（2）Answerthequestionthatisasked，andavoidambiguity．（3）Beforeansweringaquestion．trytofindsometimetothinkaboutthequestion．

64

8.4SkillsofAnswering8

8.4SkillsofAnswering

（4）Donotrevealtoomuchinformation，leavingyourpartywithnoalternatives（5）Don‘tallowyourcounterparttoposeincessantquestions．（6）Askprobingquestionsaboutsomelimitingconditionssuchasorderingquantity，co-operationtimeandthelike．

65

8.4SkillsofAnswering（

8.4SkillsofAnswering8.4.1Sixprinciplesforansweringquestions

（1）Inordertoavoidthepossibilityofbeingtrappedorrevealinginformationthatone’spar

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