On Business Negotiation Skills商务英语沟通.doc

（外国语学院）Business Communication Term Paper（2008级）题目: On Business Negotiation Skills学生姓名: 系 别: 英 语 系 班 级: 英语084（3） 任课教师: 2011年12月7日 On Business Negotiation Skills In each trade, either international or domestic, business negotiation can not be left out. So better understanding of it must be rewarding. As to its definition, there are many different kinds of versions. It is defined by Bai Yuan as “Business negotiation is a consultative process between governments, trade organizations, multinational, private business firms in relation to invest, import, or export products, machinery, equipments or technology. It is one of the most important steps taken toward completing import and export trade agreements.”(Bai, 2008:20). Thus business negotiation is the economic activity which is happened between two parties and its aim is to reach an agreement and achieve a win-win result. In economic activity, the skills of the negotiation are extremely important. Proper business negotiation skills can make the trade successful. On the contrary, improper skills will ruin the whole trade. In the following part, this paper will introduce some business negotiation skills in preparatory stage, negotiating strategies and some main points in the whole negotiation.1. Preparations of the business negotiation Because there are various changes in the negotiation, so we should be well prepared every time. Adequate preparation will help us deal with negotiations smoothly.1.1 Knowing ourselves as well as the enemyIn the negotiation, negotiators should analyze own conditions as well as try to comprehend the other partys, including his strength, his countrys policies and his countrys culture.1.2 Improving negotiators qualities To some degree, the negotiation is the competition between negotiators. The results are often based on negotiators confidence, decisiveness and other qualities. So to improve the negotiators qualities is a very important preparation.1.3 Setting the limitationThe most common problem met in the negotiation is price. So setting the limitation of price before negotiation is necessary. It can help alter negotiation strategies. 2. Strategies in developing the negotiation Negotiation is the process of both sides coming to an agreement and making a joint decision where everyone is in concurrence. In business negotiations, being able to effectively negotiate is a critical skill needed for many reasons such as dealing with suppliers and agreeing on the terms of a contract. A cooperative strategy is a powerful weapon helping to win the negotiations. By creating a harmonious business relationship, both of the two sides feel satisfied and benefit a lot in the transaction. There are several strategies for effective business negotiation. 2.1 Handle conflicts with a right attitudeIn business negotiation, conflicts are unavoidable. An aggressive attitude may result in breaking the relationship with our partner while a too frank communication may bring our company into an unfavorable situation. So its quite important to adjust ourselves in the negotiating environment. Neither be too aggressive nor too straightforward. Treat the other side with respect and Try best to make the deal as beneficial as possible.2.2 Ensure a margin to play withWe are always faced with such problems that some of the requirements of the other side are unreasonable. Faced with such problems, some people may refuse at once, leading the negotiation into stalemate. Actually we do not need to respond immediately. What we should do is to agree to most of his requirements, leaving room to prepare for bargain. Sometimes, if we are willing to think creatively, there are opportunities for both sides to win in a negotiation2.3 Listen to the other firstBe a patient listener and try to get as much information as possible out of the other sideboth verbally and nonverbally. Generally, the more you know about your opponent, the smoother your negotiation will be. Because when you are listening, you get more information and know their weaknesses. It is an important foundation and premise in attacking and defending in negotiation. Sometimes, we can compromise in partial issues in exchange for gaining the other sides concession in major issues. This concession will bring our company more than what we have paid for2.4 Reach a mutually beneficial solutionThere is often a tension between cooperating for the greater mutual benefits and pursuing one's narrow self-interest. Traditionally, when we negotiate, we are advised to find win-win agreements by searching for common ground. So identifying the common ground is the key element. Confirm the subject or purpose early and areas of likely conflict before moving on to the trading stage. While negotiating, we should establish a sense of mutual understanding. Try to be more considerate, knowing limits for their reasons. And then the negotiation can be smoother. 2.5 Set goals and prepare for changes Before negotiation, we should set goalsconsider what wed like to achieve from the negotiation and prepare several plans in case it changes. Be clear about what area can we compromise if necessary and what our bottom line is. To break through the opponents resistance we need to reverse the dynamic, this will help to negotiate more confidently and comfortably.3. Main points in business negotiation In the negotiation, any small problem without properly handled couldlead to the failure of the negotiation and result in loss to both sides, so mastering the essential points of business negotiation will play a multiplier effect on the whole business activity. Detail is the key to success. During the business negotiation, actually there are many details we need pay attention to, and those details are implicit and hard to spot. The following four points will tell us those details and help get through the business negotiation smoothly. 3.1 Grasp the essentials of listeningListening plays a vital part in the whole business activity, and it is also a way to show respect to our business partners. Through listening, we can dig out the truth of facts and get to know the other party's motivation. Moreover, we can adjust our negotiating strategies accordingly to cope with the motivation. When listening, we should analyze the views or the purposes implied in the negotiating. This helps control the negotiation and cater to the idea of the other side. As to the ambiguous views, we need write it down first when the negotiator is talking. Then consult the negotiator about the ambiguity and make sure everything is clear in case any misunderstanding comes into being. 3.2 Grasp the essentials of expression Decent and appropriate expression can make the negotiation cut into the subject without any mistakes. In negotiation, implementing schemes, methods and attitude should be expressed clearly to each other both orally and on the paper documents. Anything irrelevant to the subject of the negotiation should not be mentioned for unnecessary trouble may nurture from it. Figures about prices, numbers and dates should be precise and accurate without modifiers such as "about, maybe or more or less ", because any of these words will show indeterminacy and indecisiveness to your opponent, which makes your credit drop drastically. 3.3 Initiate questions smartlyQuestioning can divert the opposite side's thought, draw his or her attention and control the direction of the negotiation. During negotiation, questions or doubts occur frequently. This is a normal phenomenon. However, how the questions should be initiated depends on the situation. When something is unclear or ambiguous, rhetorical questions can be applied to ask for an explanation, while introductory questions can be used to detect the other party's inner thoughts and selective questions can force the other side to make a choice. Anyway, the style of questing should suit to the negotiating atmosphere.3.4 Understand the essentials of persuasion The purpose of persuasion is to make the other side change his or her original ideas and accept our suggestions willingly. The employment of persuasion should neither be too aggressive nor too frail. When trying to persuade others, we need to make them clear about what advantages or disadvantages will exist once they take our advice. This is an indication of respect and honest communication, which agrees to the principles of cooperation in business negotiation. If we only persuade others based on one-side interests, the other side will feel fraudulent and have no interest to go on the negotiation. 4. Conclusion Business negotiation is a challenging communication activity, which requires the parties involved to recognize the truth, identify the purpose, master the negotiating essentials and employ every possible negotiation means flexibly to maintain and strive for their interests. Business negotiation skills help to ease the hardship in this activity. With the help of good preparations, sound strategies and important negotiating essentials, the rate of being successful in this none-smoke battlefield will surely be high, and business negotiation will be no longer a headache to the people working in this field. Appendix 1Reference resources:白远，国际商务谈判, 北京，中国人民大学出版社，2008:20谢萍, “浅议商务谈判的技巧”, 湖北：湖北省电力勘测设计院，2009 Questions I may ask about this thesis1. You said you need improving negotiators qualities, how to manage it? 2. How to set your limits in business negotiation? Choose one of those factors to talk more such as price delivery or other items.3. Do you think skills are vital to business negotiation? Any other elements can you state to a successful business negotiation?4. Is there a real win-win agreement in business negotiation? What is your understanding to it?