试谈涉外商务谈判成功的因素(英文版)29381.docx

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1、Interrnatiionall Bussinesss Neegotiiatioon:Pavinng thhe Waay foor a Succcessfful LLong-termm Coooperaationn摘要：随着着各国之间间经济交往往的日趋频频繁，国际际商务成为为当今世界界经济中越越来越重要要的活动，国国际商务谈谈判是其中中至关重要要的一个环环节。国际际商务的特特殊性对其其谈判人员员在知识、谈谈判技巧和和策略等方方面提出了了更高的要要求。本文文主要仔细细分析了国国际商务谈谈判中的各各个阶段和和步骤，指指出当中一一些值得注注意的问题题并给予一一些建议性性的解决办办法，同时时也说明了了

2、国际商务务谈判与良良好的长期期商业合作作之间的关关系。希望望此文对一一些国际商商务谈判人人员及对国国际商务感感兴趣者能能起到一定定意义上的的启发作用用。关键词：国国际商务谈谈判；长期期合作；准准备工作；策略Abstrract: Nowaddays withh morre frrequeentinnteraactivve ecconommicacctiviitiess bettweenn difffereent ccounttriess, intternaationnal bbusinness playysa moore aand mmore impoortannt roole. Interrn

3、atiionall bussinesss neegotiiatioon crriticcallyy inffluennces thee succcesss of inteernattionaal buusineess, sobuusineess nnegottiatoors aare ssuppoosed to hhave expeertisse inn cerrtainn knoowleddge, techhniquues aand sstrattegiees.Thhis ppaperr loooks iinto the diffferennt sttagess andd steeps ii

4、n innternnatioonal busiinesss neggotiaationn, diiscussses somee impportaant pprobllems in ddetaiil annd coomes out withh sugggesttive soluutionns, aand ppointts ouut thhe cllose relaationnshipp bettweenn bussinesss neegotiiatioon annd loong-tterm coopperattion. It is hhopedd thaat thhis ppaperrwoull

5、d bee hellpfull to the inteernattionaal buusineess nnegottiatoors aas weell aas soome ppeoplle whho arre inntereestedd in inteernattionaal buusineess. Key wwordss: innternnatioonal busiinesss neggotiaationn, lonng-teerm ccoopeeratiion, prepparattion, strrateggies1. IntrooducttionNegottiatiion rrefer

6、rs too a ddiscuussioon aiimed at rreachhing an aagreeementt andd thee proocesss of negootiatting. Intternaationnal bbusinness meanns thhe coommerrciall, inndusttriall, orr proofesssionaal deealinngs wwhichh rellatess to or iinvollves two or mmore natiions. In thiss wayy, innternnatioonal busiinesss

7、neggotiaationn reffers to tthe ddiscuussioon caarrieed ouut byy twoo or moree parrtiess froom diifferrent counntriees too reaach aan aggreemment on bbusinness affaairs. Firstt, thhe maain ppart of aan innternnatioonal busiinesss neggotiaationn is to sset aa corrrectt goaal, iincluudingg thee goaals

8、oof twwo paartiees orr morre paartiees inn thee neggotiaationn. Seecondd, ann intternaationnal bbusinness negootiattion shouuld bbe coonduccted on tthe pprecoondittion of tthe ggenerral iinterrest and the chieef obbjecttive of aa commpanyy, innsteaad off beiing bbasedd on perssonall bennefitts. TThe

9、reeforee, a geneeral goall hass to be sset bbeforre neegotiiatioon, aand iit wiill bbe foollowwed bby thhe coorresspondding negootiatting straategiies. Thirrd, aan innternnatioonal busiinesss neggotiaationn is diffferennt frrom aa dommestiic buusineess nnegottiatiion. Somee peoople say thatt inttern

10、aationnal bbusinness negootiattion shouuld bbe caalledd crooss-ccultuural busiinesss neggotiaationn, foor itt is clossely assoociatted wwith variied sstylees off cullturees off difffereent ccounttriess. Ass a rresullt, tthe ccultuural elemmentss shoould be ppaid greaat atttenttion to iin innternnati

11、oonal busiinesss neggotiaationn.A succcesssful inteernattionaal buusineess nnegottiatiion ddoes not onlyy meaan too achhievee a ddeal oncee, buut too esttabliish aa lonng-teerm ccoopeeratiive rrelattionsship withh thee othher ppartyy or partties in bbusinness. Esppeciaally in iinterrnatiionall bussi

12、nessses, witth thhe inncreaasinggly ffiercce coompettitioon ammong rivaals ffrom diffferennt coountrries, a llong-termm coooperaationn meaans mmore to aa commpanyy whiich iis dooing busiinesss witth otther foreeign partties. Howw to carrry ouut a negootiattion so tthat it wwill leadd to moree bussin

13、essses withh forreignn cusstomeers iin thhe fuuturee is the key poinnt off a ssucceessfuul innternnatioonal busiinesss neggotiaationn.This papeer trries to ffind the wayss of condductiing aa succcesssful inteernattionaal buusineess nnegottiatiion, inclludinng thhe efffecttive plannningg andd preepar

14、aationn beffore negootiattion, thee tecchniqques and straategiies iin neegotiiatioon, aas weell aas thhe afffairrs affter negootiattion to ppave the way for a loong-tterm coopperattion. 2. Revieew off litterattureTheree aree manny boooks and artiicless on inteernattionaal buusineess nnegottiatiion,

15、and plennty oof neegotiiatinng skkillss andd strrateggies are giveen.Take somee boooks ffor eexampple. Breaakthrroughh Bussinesss Neegotiiatioon: AA Tooolboxx forr Mannagerrs, wwrittten bby Miichaeel Waatkinns(20002), a lleadiing eexperrt inn neggotiaationn at HarvvardBBusinnessSSchoool, sservees as

16、s a gguidee to negootiatting in ssome busiinesss sittuatiions. Thiis boook ppreseents prinnciplles tthat applly too neggotiaationn sittuatiions and toolls too achhievee exppecteed reesultts. IIt deemonsstrattes hhow tto unndersstandd a ssituaationn, buuild connnectiion, manaage iinterrnal deciisionn

17、 makking, perrsuadde ottherss, orrganiize aa deaal cyycle, andd creeate straategiic allliannces. Anothher ppopullar bbook Gettting to YYes: Negootiatting Agreeemennt Wiithouut Giivingg In by RRogerr Fissher, Willliamm Uryy andd Bruuce PPattoon(19991) is cconsiidereed ass a uuniveersall guiide tto th

18、he arrt off neggotiaatingg perrsonaal annd prrofesssionnal ddispuutes. It offeers aa conncisee strrateggy foor coomingg to mutuuallyy accceptaable agreeemennts iin evvery sortt of confflictt.In Chhina, manny auuthorrs allso wwritee on thiss subbjectt. Foor innstannce, Xie Jinssha(11999) tallked abou

19、ut thhe skkillss forr intternaationnal bbusinness negootiatting. Cheen Xiirongg(20001) ccarriied oout aan annalyssis oon thhe prragmaatic straategiies wwhichh aree empployeed inn intternaationnal bbusinness negootiattion. Thrree aaspeccts oof thhe poositiive ppragmmaticc neggotiaatingg strrateggies

20、weree disscusssed, inclludinng pooliteenesss andd appproprriateenesss, taact aand hhumorr, annd immpliccit aand vvaguee exppresssionss. Wuu Xiaaochuuang(20033) poointeed ouut thhe immporttancee andd varriabiilityy of “timme” iin thhe prrocesss off intternaationnal bbusinness negootiattion and suggge

21、steed thhe neegotiiatorrs shhouldd payy atttentiion tto thhe cllose relaationnshipp bettweenn “tiime” and negootiattion. Nott a ffew ppaperrs weere wwrittten aaboutt thee cullturaal faactorrs orr cullturaal diifferrencees. ZZhou Juannmei(20033) annalyzzed iin deetaill thee difffereent ccultuural fac

22、ttors whicch haad a greaat innflueence on iinterrnatiionall bussinesss neegotiiatioon. IIt waas poointeed ouut thhat ccultuure pplayeed ann impportaant rrole in iinfluuenciing ppeoplles negootiatting methhods, thiinkinng, ddecission makiing aand llanguuage usagges iin neegotiiatioon. IIt allso pput

23、fforwaard tthe ssuggeestioons oon hoow too strrengtthen the conssciouusnesss off neggotiaationn acrross cultturess andd perrformm welll inn intternaationnal bbusinness negootiattion.3. Featuures of iinterrnatiionall bussinesss neegotiiatioonIn orrder to cclearrly sstatee difffereent sstepss in a suu

24、ccesssfull intternaationnal bbusinness negootiattion in tthis papeer, ssome disttincttive featturess of inteernattionaal buusineess nnegottiatiion hhave to bbe poointeed ouut fiirst, whiich wwill helpp us bettter uunderrstannd thhe foollowwing partts. TThesee sixx feaaturees arre coommonn to all int

25、eernattionaal buusineess nnegottiatiions and disttinguuish inteernattionaal buusineess nnegottiatiions fromm dommestiic neegotiiatioons. The ffirstt feaaturee is thatt in inteernattionaal neegotiiatioons tthe ppartiies mmust dealls wiith tthe llaws, polliciees annd poolitiical authhoritties of mmore

26、 thann onee nattion. Thee seccond one is tthe ppreseence of ddiffeerentt currrenccies. Thee acttual valuue off thee priices or ppaymeents set by ccontrract may varyy duee to the flucctuattion of tthe rrelattive valuue off difffereent ccurreenciees, aand mmay rresullt inn uneexpeccted lossses oor gaa

27、ins. Thee thiird ffeatuure ccommoon too intternaationnal bbusinness negootiattionss is the partticippatioon off govvernmmentaal auuthorritiees. GGoverrnmennts ooftenn plaay a largge roole iin fooreiggn buusineess. Whille prrivatte fiirms are usuaally conccerneed wiith pprofiits, goveernmeents may be

28、 mmore conccerneed abbout sociial oor poolitiical objeectivves. The fourrth oone iis thhat tthe iinterrnatiionall bussinessses are muchh vullneraable to ssuddeen chhangees inn cirrcumsstancces ssuch as wwar, revoolutiion, channges in ggoverrnmennt annd cuurrenncy ddevalluatiion. The fiftth feeaturre

29、 unniquee to inteernattionaal buusineess nnegottiatiion iis thhat tthe ppartiies oof innternnatioonal busiinesss neggotiaationns ussuallly hoold vvery diffferennt iddeoloogiess aboout iinvesstmennt, pprofiit annd inndiviiduall rigghts. Thiis wiill aalso posee a cchalllengee to the negootiattors. Fin

30、nallyy, cuulturral ddiffeerencces aare aan immporttant facttor iin innternnatioonal negootiattionss. Inn addditioon too lannguagge diifferrencees, ddiffeerentt cullturees haave ddiffeeringg vallues, perrcepttionss andd phiilosoophiees, sso ceertaiin iddeas may havee verry diifferrent meanningss in d

31、iffferennt cuulturres.Due tto thhe abbove six disttincttive featturess of inteernattionaal buusineess nnegottiatiion, negootiattors on ssuch occaasionns arre reequirred tto haave eenouggh knnowleedge and sociial iinsigght tthat woulld bee neccessaary iin neegotiiatinng. TThey havee to be ccapabble o

32、of annalyzzing unexxpectted eeventts orr rissks iin neegotiiatioon annd bee awaare oof iddeoloogicaal annd cuulturral ddiffeerencces. Theyy aree to pressent theiir prropossals or iideass in wayss thaat arre acccepttablee to the otheer paarty, or at lleastt neuutrall to bothh parrtiess ideeologgicall

33、ly aand ccultuurallly. TThesee reqquireementts arre clloselly coonneccted withh thee proocesss of a suuccesssfull intternaationnal bbusinness negootiattion, whiich iis too sett up a loong-tterm coopperattion.4. Neegotiiatioon MeethoddologgyTheree aree thrree ddiffeerentt steeps iin innternnatioonal

34、busiinesss neggotiaationn - thhe prre-neegotiiatioon sttage, neggotiaationn itsself, andd thee posst-neegotiiatioon sttage. Alll thee mattterss refferreed beelow provvide an oovervview of tthe ddiffeerentt staages of iinterrnatiionall bussinesss neegotiiatioon ass welll ass thee mattterss thaat arre

35、 woorth notiicingg in ordeer too reaalizee thee objjectiive oof neegotiiatioon.4.1Prre-neegotiiatioon:Sttructturinng a succcessfful nnegottiatiion wwith actiion pplanss andd efffectiive pprepaaratiionAn innternnatioonal busiinesss neggotiaationn usuuallyy connsistts off thee folllowiing sstepss: fii

36、rst, sett thee subbjectt forr neggotiaatingg, inn othher wwordss, thhe gooals. Seccond, lisst thhe poointss andd faccts ffor nnegottiatiing. Thirrd, ffix tthe wway, the timee, thhe paarticcipannts aand tthe pplacee of the negootiattion. Fouurth, sett dowwn annd appply somee neggotiaationn tecchniqqu

37、es and straategiies. Finaally, gett to the end of tthe nnegottiatiion. The firsst thhree stepps arre alll inncludded iin thhe prreparratioon sttage, thaat iss, too makke acctionn plaans aand eeffecctivee preeparaationn forr a ssucceessfuul innternnatioonal busiinesss neggotiaationn. Inn thee folllow

38、iing ppart, we willl tallk abbout somee prooblemms inn thiis sttage.Settiing tthe ggoalss forr neggotiaationn is the firsst sttep ffor eeveryy bussinesss neegotiiatioon, aand iit iss onee of the mostt impportaant jjobs in pprepaaratiion. To sset tthe ggoalss forr neggotiaationn meaans tto seet ann e

39、xppecteed vaalue and a ceertaiin exxpectted llevell forr whaat iss goiing tto bee neggotiaated. As a geeneraal prrinciiple, eveery nnegottiatiion ooughtt to be ooriennted by tthe rrealiizatiion oof itts gooals, whiich llies finaally in ssigniing tthe ccontrract by ttwo ppartiies. The goalls off negg

40、otiaationn aree oftten cclasssifieed innto tthreee cattegorries. Thaat iss, thhe gooal tthat has to bbe reealizzed, the goall thaat onne hoopes to aachieeve, and the goall thaat onne iss willlingg to reacch. WWe caan allso pput iit inn thiis waay, tthe ggoalss of negootiattion are elasstic, andd are

41、e madde caapablle off adaaptinng too anyy chaangess in negootiattion. Othherwiise, therre woould be nno sppace leftt forr turrnaboouts in nnegottiatiion, and it wwouldd be likeely tto faail wwhen it ccame to ccertaain ddiverrgencce off twoo parrtiess.The ggoalss of an iinterrnatiionall bussinesss ne

42、egotiiatioon shhouldd be baseed onn thee connditiions of tthe ccompaanyss prooducttion, cappitall, teechnoologyy andd equuipmeent aat prresennt, aas weell aas thhe sttate poliiciess thaat arre reelateed too thee bussinesss orr thee neggotiaationn. Foor exxamplle, tthe aassesssmennt sttandaard, the d

43、eliiveryy datte, ppricees annd otther requuiremmentss shoould be pplannned bbeforre neegotiiatioon. OOnly in tthis way can an iinterrnatiionall bussinesss neegotiiatioon bee carrriedd outt witth cllear goalls. OOnly withh cleear aand cconcrrete goalls caan itt draaw thhe exxertiions of tthe ppartiic

44、ipaants togeetherr to workk to a suuccesssfull endd. Thhereffore, thee goaals sshow the direectioon off thee neggotiaationn, seervinng ass itss staartinng pooint and, at the samee timme, iits eend. It iis inndisppensaable to aa succcesssful inteernattionaal buusineess nnegottiatiion.It iss alsso nee

45、cesssary for negootiattors to ggettiing tto knnow tthe ssituaationns off thee othher ppartyy in the comiing nnegottiatiion. In tthe pprepaaratiion sstagee, thhe neegotiiatorrs noot onnly nneed to mmake an aanalyysis of iits oown ccondiitionns, bbut aalso havee to get a coompreehenssive undeerstaandi

46、nng off thee othher ppartyy, inncludding its streengthh andd weaaknesss, tthe ppoliccies and reguulatiions in iits ccounttry, busiinesss cusstomss andd cullturaal baackgrroundds, aas weell aas thhe siituattionss of its negootiattors, etcc. Wee shoould pay atteentioon too thee facct thhat ssome faill

47、uress of the bilaateraal buusineess ccoopeeratiions or iinvesstmennts rresullt frrom tthe llack of kknowlledgee of the otheer paarty in nnegottiatiion.Businness survvey aand ddata colllectiion aare vvery impoortannt waays oof geettinng too knoow whhat iis neeededd. Inn ordder tto deeveloop thheir bu

48、siinesss worrldwiide, manyy mullti-nnatioonal corpporattionss esttabliish llargee infformaationn insstituutionns arroundd thee worrld, and sendd infformaationn eveery dday bback to tthe hheadqquartters for poliicy aand ddecission makiing.The qqualiity oof neegotiiatorrs annd thhe diistriibutiion oof woork a