How to Perform a Successful Business Negotiation如何开展成功的商业谈判.docx

How to Perform a Successful Business Negotiation一、 课题(论文)提纲 0、引言1、谈判的准备工作2、谈判的基本原则、策略和技巧 2.1平等互利的原则 2.2策略 2.3技巧3、谈判的语言4、谈判的礼节及不同国家的人的谈判方式 4.1礼仪的基本原则 4.2不同国家的人的谈判方式 5结论二、内容摘要随着我国进入WTO，国际间的商务谈判已成为中国与世界其他国家交往、沟通的最主要方式之一。商务谈判是社会经济活动的一项重要内容，也是经济活动的起点。商务谈判的成功在于谈判前做好充足的准备，同时拥有谈判的基本常识和经验积累，在谈判时作出妥协，达成双赢。本文主要介绍了商务谈判的定义，谈判的准备，谈判的基本原则、策略和技巧，然后介绍了谈判中的语言的运用，最后以谈判的礼节及不同国家的谈判方式结束。三、 参考文献1 王刚. The Best Way for Communication.M 九州出版社.2003.2 周俊全.周富浩. 商务谈判三十六计. M 广西人民出版社.19953 肖卫. 成功谈判. M 内蒙古文化出版社. 20014 段树庭. 谈判和社交技巧-弦外之音与明智的应答. M 湖南出版社. 19925 盛大生. 如何实现成功谈判. M 北京大学出版社. 2004How to Perform a Successful Business Negotiation Abstract: With China entering WTO, the international business negotiation has become one of Chinas most important ways to communicate with all of the world. Business negotiation is not only an important component of social and economic activities, but also a starting point in economic activity. Business negotiations success was rest with make adequate preparations for pre-negotiation, at the same time, having a negotiations basic of common sense and experience, and to compromising in negotiation to reach perfect. This paper describes the definition, preparation of the negotiation, the basic principles, strategies and skills, the use of language in negotiation. It also analysizes the etiquette of negotiation, and the peoples different manners of negotiating in different countries.Keywords: business negotiation; preparation; principles; strategy; skills; etiquette0. IntroductionThe so-called negotiation is the exchange of information and bargains of the parties involved, it aimed at harmonizing the relationship between them, gaining or maintaining themselves interests process. In this process, both sides are negotiating the issues on common concern or interest, coordinating of their economic, political or other interests to seek a compromise. So that the both sides feel that they reach the agreement in a favorable condition, and become balanced. The purpose of the negotiation is to coordinate conflicts of interest, to come ture the common interests.1. Preparations for negotiationMaking a fully preparation is very necessary in the pre-negotiation, especially the mental preparation. As a negotiator, if you want to persuade the other side in a negotiation, you must win his spirit at the beginning, actually, you dont need sound loaded over him, but not allowing the other side to do that also. Before the negotiation, the negotiator, especially the main negotiator, should make a enough preparation for the long time. This requires the negotiator make a precise and fully plan in the pre-negotiation when the complexity of the negotiation process, and for the time of the negotiation possible costs to make a full estimate, and thus you will have a adequate psychological preparation for the difficulty of the negotiations. Also, every time before the start of the negotiations, certainly both sides hope they can be successful in this negotiation and reach their goals, but usually things are not as hoped, in fact negotiations, they were not always being succeed. Because of the different interests of both sides in negotiation, and other unpredictable factors exist, so it maybe make the negotiation broken down eventually, but if it is beyond the control of your own ability, you can not be dejected so much.Of course, making an successful preparation for the negotiation, only means you have already do a good job so that you are not panic when you meet an unexpected situation, but is not holding a breakdown psychology to negotiate. When you go to negotiate after you have done enough psychology preparations, you might handle the things well.2. The basic principles, strategies and skills in negotiation 2.1 The equality and mutual benefit principlesThe principles of equality and mutual benefit means that the negotiating parties must be equality and mutual benefit and they are seeking a consistency, that it is not compeled by someone, also they would not accept unreasonable of about the other side.The equality and mutual benefit as a basic principle of China's diplomacy, and has a wide range of applications in the negotiation, as one of a precondition for negotiation, it requiries people to abide by the unswerving. You should guarante equality in negotiation. The equality means that the two sides are equal. Because the negotiation is that people in order to meet their own needs so they sit together to negotiate and consult, which aimed at an agreement and resolve their requirments. Suppose the negotiation isnt equal, then it is not the true sense of the negotiation, and even can not be called to negotiation, but rather is a party satisfy to the other partys interest. Persuiting the mutual benefit is also very important. Negotiation is people in order to solve their own needs. If one party of them only care about their own needs, not considering the needs of the other party and blindly to put forward the terms of one's own benefit rather than make concessions to other side, so that co-operation will inevitably lead to rupture. However, if you are blindly to make concessions to the other side, you will lose your own interests, or even no-profitable, and this will violates the original intention of the negotiations. In terms of equality and mutual benefit is only relative but not say that the interests of the negotiation must be shared equally. Because the strength of the negotiating parties and negotiating skills were vary considerably, so it will lead to a outcome of the negotiation that one party may be get more favor circumstances. Such the benefit do not keep balanced is very normal. On the contrary, it is not normal if theres a balance of interests in the negotiations. 2.2 StrategyThe other side sometimes looks like menacing, they offen do not give up if they dont attain their purpose. If you are not cool enough, it probably suffer yourself. That being the case, why dont you use the inaction to press action? 2.2.1 Self-confidence In a negotiation, if the other party has advanced an unexpected question. First we must consider the issue calmly and then reply to the other party, we should avoid the hasty decisions. 2.2.2 Combine the observation and reflection to gather the information The policy of inaction to press actions execute requires negotiator collect a lot of information, and analyze, synthesize, make the right judgments on the negotiation opponents behavior and psychology. In this way, after the "inaction" you can be a "action" properly, and then you can be able to counter-attack succeeded. It requires: trainning the keen insight and taking the initiative adequately to consider the issues. 2.2.3 To find the offense opportunity in the defense When the other side menacing and is in an attempt to make our side in a passive position from the outset. This time you should keep quiet and wait the changes, let consume the energy and physical force slowly, you can wait until when their momentum had gone, "bad and exhaustion," a counter-attact you can.Momentum for quite of competitor is not always terrible, as long as you grasp the strategy of inaction, and looking for the flaws and counterattack opportunities in the defense, so it means that you will succeed. 2.3 Skills 2.3.1 Defense The negotiation is combined with the prevent and guard. Clever negotiators are know that they must be not only to control the situation but also to hold their positions, to prevent the loss of vested interests. 2.3.1.1 Insist yourself position Whatever you're at dominant position or disadvantaged position in the negotiation, you should try to control the situation, at the same time pay attention to dont expose your flaws, let opponents havent opportunity to attack. Especially when you go all out to doing something, because the heart are full of expectations for success, it is easy to rush and to accommodate the other side. Hereby, you must insist your own minds in the negotiation, dont on account of the other side have agreed so you readily agree that you should refused the proposal. 2.3.1.2 Deleting unrelated items in negotiation First, you should be prepare when you make a plan, negotiate with your boss and good partners to discuss what items are not prepared to get to the negotiating table to talk about, so you can avoid being lost the should not lose interest in the negotiation. Second, you should be clear that limited authorization have many benefits. If the negotiators are subject to the potence, it would make his position more firmly. 2.3.1.3 Handling the interests problem in defense In talking about their own interests, negotiators can use hard-line attitude. In explaining your position, the negotiators can also use hard-line attitude. While stubbornly stick to their stance would be unwise, but keep the interests was very wise. If the opponent in the negotiation only focus on their's own interests, then you should try to obtain your own best interests under making the opponent minimize the loss restricted circumstances. The two sides should express their own interests clearly, or emphasize on their ideas, so can stimulate the new ideas often, thus, it will produce the benefits of a win-win solution about the interests for each other. 2.3.1.4 Preparing for an alternative plan Only grasp the principles of objective criteria, facts and mutual benefits to conceive the alternative plan when you holds the opponent's strength have misunderstand caused the program errors, the negotiation will not fall into a trappd and defeated. Similarly, the proposed agreement between the parties are difficult to reach, you can also choose the alternative plan to introduction for negotiate of the original problem. Developing and improving of your own alternative plan when you reach a failed agreement, it will enhance your bargaining power. 2.3.1.5 The refusal in defense The negotiation as interests of a competing process, the interests of both are bound to be accompanied by the collision and confrontation. A clever negotiator is not only to propose their own scheme, but also courage and ability to reject the views of opponents. Of course, negotiation is a special communication, you should not directly use this "no". As a whole, choosing prevent or guard that it is entirely depend on their overall strategy, but combine the prevent and guard is a prerequisite of all negotiations being success. 2.3.2 Persuasion Negotiation and persuasion are inseparable, at the same time when you go to convince others that you are convinced by the others, in order to achieve the effect of defeating the enemy, you must make a respond to new developments whenever necessary. 2.3.2.1 The principles of persuasion Convincing to the opponents, firstly you must analyze the opponent's psychology and needs; secondly, the tone must be friendly and full of charismatic; finally, in order to convince the opponent you must have sufficient patience, dont deal with it hasty. 2.3.2.2 The steps to persuasion The persuasion as to an engineering project in the negotiation, it is a gradual process, usually it through the following three steps to achieve the success: Pull the distance;Analysed the interest, gain and loss. 3. Simplified the admission procedures. 2.3.2.3 The main points of persuasion The persuasion also is a competition, it is the strength and skills competition. In the practice of our predecessors can be summarized as the following three experiences. To obtain the trust from opponents. By dint to the negotiation in common. Creating the proper atmosphere. 2.3.2.4 The notes proceeding of persuasion It is not easy to convinced the opponents in persuading process, there are three points can make you pay attention to. Handle well the relationship between the rivals. Let rivals think he's irreplaceable. To catch the opportunity. Persuasion skills are very difficult to control, but as a successful negotiator, you must comtrol the sophisticated skills of persuasion in order to have it both ways in the negotiation to achieve your own intention. 2.3.3 Compromise Appeal impasse in the negotiation is normal, at this time it requires you to make some concessions to restart the negotiation. 2.3.3.1 Can not be random make concessions People are always treasure the difficult things, if you are make a compromise easily in the negotiation, so it is often ineffective. Even if you decide to make a compromise, that's first you shuold have a resistance, then listening and thinking, finally to making a compromise slowly. Especially on the major issues, you can not be easily to compromise. Generally, most of the benefits and advantages will always belong to a firm stance and stubborn fighting people. 2.3.3.2 Principle about compromise Some kind of compromise would mean sacrificing the interests, therefore, you could not make a compromise simply, there are several principles that proposed you reference to following, such as from the negotiations needs to find out whether make a compromise; compromise should have a clear interests goal; a compromise must have a limited; a compromise must grasp a good chance; a compromise must to avoid the mistakes. In short, regard to the compromise must be cautious, it is necessary to sacrifice in exchange for greater benefits, while, avoiding let the opponents take advantage of in the compromise.3. The language of the negotiation Despite the questions at the negotiating table and in daily life are in common, but bacause of their motives are very complex, therefore, you should be extra cautious to answer them. 3.1 Clarify the meaning of words In the negotiation have a clear idea is desirable, but because of the special nature of the negotiation so led some obstacles on the language, which requires you must through the words to find their true meaning, rather than from the literal meaning to understand. 3.2 Learn the response essentials In the negotiation, you should take responsibility for your reply, because the opponents can put your answers as a promise. Therefore, your level of negotiate is depends on your answer. A successful negotiator should pay attention to following these several essentials, for example dont answering the questions completely; dont answering the questions exactly; reduct the opponents asking interested and opportunity; let yourself have adequate time to think; some questions are not valuable to answer; dont answering the questions easily; to finding an excuse to delay response; sometimes you can adapt the strategy of over shoes over boots.