Key Factors for Successful International Business Negotiation成功的国际商务谈判的关键因素.doc
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1、广东外语外贸大学商务英语本科毕业论文(2009 届)论文题目 Key Factors for Successful (英文) International Business Negotiation 论文题目 成功的国际谈判的关键因素(中文) 专 业学院 继教(公开)学院商务英语准考证号 班级自考030302206109作者姓名指导老师 * 完稿时间 2009.11.03.成绩 Key Factors for Successful International Business Negotiation Abstract : With the rapid growth of Chinese econo
2、my, especially after entering the WTO, China export enterprises will face more and more business negotiations occasions. In a negotiation, both sides attempt to minimize conflicts and maximize gains .Understanding factors relevant to the process will allow negotiations to be more successful. For the
3、 purpose of getting win-win negotiations, this paper focuses on the study of important factors to successful negotiations: preparation before negotiations, communication skill, language arts, and cross-culture communication, etc.Key words: business negotiation; communication skill; language arts, pr
4、eparations; cross-culture 成功的国际商务谈判的关键因素 摘要: 随着中国经济的发展,尤其是进入WTO以后,中国出口企业将面临越来越多的商务谈场合。在一个谈判中,双方都试图减少冲突,达到利益的最大化。了解与谈判进程相关的因素会使谈判变得更加成功。 本着得到双赢的谈判结果,本文着重于对成功谈判的重要因素进行研究: 谈判前的准备,沟通技巧,语言艺术,及跨文化交流关键词: 商务谈判 ,沟通技巧,语言艺术, 准备,跨文化 Contents1. International business negotiations11.1 The definition11.2 Negotiati
5、ons type11.3. The features of the international business negotiation12The negotiation processing22.1 The pre-negotiation stage32.2 The actual negotiation stage32.3 The post-negotiation stage33. The key factors to successful international business negotiation33.1 Preparation before negotiation33.1.1
6、Preparing a negotiation agenda33.1.2 Team organization43.1.3 Negotiation plan63.1.3.1 Draft a negotiation plan63.1.3.2 Review the plan63.1.3.3 Fully know about the background of other sides63.1.3.4 Know your goals - and their goals74. Communication skill74.1 Becoming an active listener74.2 Questioni
7、ng94.4.1 Humor104.4.2Euphemism104.4.2.1 Courtesy strategy105. Cross-culture negotiations106. Conclusion12Key Factors for Successful International Business NegotiationGuangdong University of Foreign Studies 2009 Tutor: Professor Zhang Xuejin1. International Business Negotiations 1.1 Definition An int
8、ernational business negotiation is defined as the deliberate interaction of two or more social units (at least one of them a business entity), originating from different nations, that are attempting to define or redefine their interdependence in a business matter. (Weiss S.E. 270) This includes comp
9、any-company, company-government, and solely interpersonal interactions over business matters such as sales, licensing, joint ventures, and acquisitions 1.2 Negotiations type In business, the goal of negotiating parties should always be for mutual gain. This type of n-win negotiation is often called
10、collaborative negotiating. The opposite of collaborative negotiating is called competitive negotiating. The goal of competitive negotiating is for one party to win and the other to lose. Dishonest practices, such as lying, manipulation, intimidation, and bribery are often used in this type of negoti
11、ation.Take opponents views/needs into careful consideration: Not only do you want to win this negotiation; you want your opponent to win as well, so that he or she will negotiate with you again in the future.1.3. The features of the International Business NegotiationSalacuses theory points out that
12、there are six distinctive features of international business negotiation, and which as a set distinguish international business negotiations from domestic negotiations. (Salacuse, J. W. 221 )The first is that in international negotiations the parties must deal with the laws, policies and political a
13、uthorities of more than one nation. These laws and policies may be inconsistent, or even directly opposed. A second factor unique to international business is the presence of different currencies. Different currencies give rise to two problems. Since the relative value of different currencies varies
14、 over time, the actual value of the prices or payments set by contract may vary, and result in unexpected losses or gains. Another problem is that each government generally seeks to control the flow of domestic and foreign currencies across their national boundaries. And so business deals will often
15、 depend upon the willingness of governments to make currency available. Unexpected changes in such governmental currency policies can have dramatic effects on international business deals.The third is the participation of governmental authorities. Governments often play a much larger role in foreign
16、 business especially for state-owned enterprises the presence of often extensive government bureaucracies can make international negotiation processes more rigid and difficult. Sovereign immunity can introduce legal complications into contracts. State-owned enterprises may have different goals from
17、private companies. Whereas private firms are usually primarily concerned with profits, state entities may be willing to sacrifice some profitability for social or political ends such as greater employment.Fourth, international ventures are vulnerable to sudden and drastic changes in their circumstan
18、ces. Events such as war or revolution, changes in government, or currency devaluation have an impact on international businesses which is much greater than the impact that the usual domestic changes have on national businesses. These risks are need to be consider in the negotiation , It can try to p
19、rotect against these risks by foreign investment insurance, and by force majeure clauses which allow for contract cancellation under certain conditions. International business negotiators also encounter very different ideologies. In particular, different countries may have very different ideas about
20、 private investment, profit and individual rights. Effective negotiators will be aware of ideological differences. They will present their proposals in ways that are ideologically acceptable to the other party, or that are at least ideologically neural.Finally, cultural differences are an important
21、factor in international negotiations. In addition to language differences, different cultures have differing values, perceptions and philosophies. As a result, certain ideas may have very different connotations in different cultures. (何英&郑敏, 10-11)Some cultures prefer to start from agreement on gene
22、ral principles, while other prefers to address each issue individually. Some cultures prefer to negotiate by building up from an initial minimum proposal; other prefer to build-down from a more comprehensive opening proposal. Cultural differences also show up in the preferred pacing of negotiations
23、and in decision-making styles. However, those individual negotiators do not always conform to cultural stereotypes. 2The negotiation process Generally, the process of negotiation consists of three different negotiation stages including the pre-, actual negotiation, and post- stages. (肖云南&全英, 8-9 ) 2
24、.1 The pre-negotiation stage The pre-negotiation stage, which involves the preparation and planning, is the most important step in negotiation. It sets the foundation for the negotiation process. It consists of interactions, such as building trust and relationships, and the task-related behaviors wh
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