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本文格式為Word版,下載可任意編輯——Internationalbusinessnegotiation國(guó)際商務(wù)溝通
Internationalbusinessnegotiation——Tobeaqualifiednegotiator
姓名:學(xué)號(hào):專業(yè)班級(jí):
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Tobeaqualifiednegotiator
Today’sglobalizationrequiresprofessionalstodealwiththeircounterpartsincountrieswithdifferenteconomic,cultural,legal,andpoliticalenvironments.Youmayneedtoresolveadisputewithasupplier,finalizeacounterproposalforastate-ownedenterprise,orleadamulticulturalteam.Thusinaglobalizedmarket,fewsubjectsareascriticalasnegotiatingacrossculturalboundaries.Whennegotiatorsarefromdiverseculturallysensitivenegotiatingskillsarenecessaryformanaginginaninternationalsetting.So,itneedswedealwithcarefullyandkeenly.
Asweknow,ifyouwanttobeagoodinternationalnegotiatoryoushouldpreparewellbeforestartthenegotiation.Themostimportantthingistocollectinformation.Suchas:thebackground,corporatecultureandmanagementmethodofthetargetco.youwillnegotiatewith.Becausealltheseaspectswillbecloselyrelatedtotheiroffer,theirwayofdoingbusiness,eventhestrategytheywilladaptinanegotiation.Inaddition,knowthepeoplewellwhowillattendinthenegotiationbyallpossiblemeans.Paymoreattentiontotheirnegotiationstyle:task-orientedorpeople-oriented?Theirwaysofhandlingthings,directlyorindirectly?High-contextorlow-context?Thephilosophytheystickto,win-winoneorthewin
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–lossone?Andifpossible,knowabouttheirpersonalitieswhichmayaffectthegoingofthedealtoacertainextent.
Apartfromthat,youshouldsparesomeeffortsonyourownpart,thismayinclude:setupyourobjectivesclearly.Alwayskeepwhatyouwanttoachieveinmind,workoutastrategy(accordingtotheirpossibletactics),distributetherolesappropriately,whendoingthis;youshouldbeclearaboutdifferentpeople’scharacteristics.Lastone;bereadytocooperatewithothermembersinateam.Differentpeoplemayhavedifferentperspectivesandviewstodifferentthingsandinanegotiationtheyplaydifferentrolesandhavecertainemphasis.Sobecooperativeisrathercriticalforasuccessfulnegotiator.
1.Targetdecision
Perhapsthemostimportantpartofpre-negotiationplanningisdetermining,withsomeprecision,thenegotiationobjectivethatneedtobeachieved.Abuyercannotgointoanegotiationwithvagueobjectivessuchas‘togetthepricedownor“todothebestIcan〞.Abuyermustgofurtherthanthisandestablishanegotiationobjectiveforeachagendaitemthatheintendstoraise.
2.Collectinginformation
Thefirststepyoushoulddoisthatyoumustmakesurewhich
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kindofinformationyouneed.
Then,wecanusethefollowingwaygetsomeimportantinformation.
(1)internationalorganizations;(2)governments;(3)serviceorganizations;(4)directoriesandnewsletters;(5)on-line
service;(6)locallawsandregulations;(7)informationonfinancialcredit;(8)marketsurvey.
3.Staffingnegotiationteams
Generallyspeaking,anegotiationteamconsistofateamleaderorchiefnegotiator,andaninterpreterifitisabilateralnegotiation,andanotekeeper.Otherkeymembersoftheteamincludeprofessionalsandexpertsrepresentingtheirspecialfields,suchasproduction,salespromotion,technology,financialaccounting,engineering,lawandotherareasconcernedwithaspecificnegotiation,counting,engineering,lawandotherareasconcernedwithaspecificnegotiation.
4.Choiceofnegotiationvenues
Generallyspeaking,negotiationsitescanbedividedintothreecategorieshostvenue,guestvenueandthirdparty’svenue.Youcanaccordingthesituationandthenchooserightplace.Acarefulconsiderationandarrangementforthepreparatoryworkcansavealotoftimeandresourcesfornegotiators.
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5.Communicateinnegotiation
Muchofwhatpeoplecommunicatetooneanotheristransmittedwithnonverbalcommunication.Examplesincludefacialexpressions,bodylanguage,headmovements,andtoneofvoice,tonamejustafew.Somenonverbalacts,calledattendingbehaviors,areparticularlyimportantinconnectingwithanotherpersonduringacoordinatedinteractionlikenegotiation;theylettheotherknowthatyouarelisteningandpreparetheotherpartytoreceiveyourmessage.Wediscussthreeimportantattendingbehaviors:eyecontact,bodyposition,andencouraging.
6.TheCasestudyofCulturalDifferenceOfNonverbalCommunication
Anothermostimportantfactorwhichaffectsthesuccessofbusinessnegotiationiscross-culturalcommunication.Thestudyofcross-culturalcommunicationincludeslanguagecommunicationandnon-verbalcommunication.Peopleusuallypayattentiontoverbalcommunicationingeneralduringcommunication.Theybelievethatlanguageistheonlywaytotransmitandcomprehendinformation,whileignoringtheimportanceofnon-verbalcommunic
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