英文版-谈判策略及欧美谈判风格Word文档格式.doc

英文版-谈判策略及欧美谈判风格Word文档格式.doc

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communication,Part3-Practicalbusinessnegotiation,andPart4–Interculturalbusinessnegotiation&

communicationinthisterm.Throughlearning3part,Ialreadyknowthatwhatiscommunicationandnegotiation,whataretheprinciplesandstrategiesofnegotiation&

communication,whatistheinterculturalbusinessnegotiationandsoon.Inclass,wealwayshaveopportunitiestopracticeournewknowledge,astome,Ithinkitisabetterwaytostudywell,whichenhanceourbusinessEnglishabilitytosomeextent,afterthat,Iknowwhatisitandhowtouseit.Inthefuturewemayuseit’stheoriesintoourdailylifetohelpandchangeus.Allinall,It’sveryusefulinEnglishmajor.

III：

Thebriefintroductiontonegotiationstrategies.

Whatisnegotiationstrategies?

Negotiationstrategiesisakindofpsychologicaljudo.Strategiesarecrucialtobusinessnegotiation.Theyareactingguidelinesandpoliciesofthewholenegotiationprocessandaresubjecttomodificationwiththeprogressthenegotiation.Sincedifferentorganizationsworkindifferentways,andeachhasacharacteristicstyleofnegotiation,negotiatorsneedtrainingandexperiencebeforetheycansuccessfullyhandlethedifferentstylesofotherparties.Nosinglestyleofnegotiation“wins”.Itisthemoreskillednegotiatorwhowillprevail.

A:

Choosingsuitablestyleandmodes.

Asstrategiesarecloselyrelatedtonegotiationstyles,eachnegotiatingteamandeachnegotiatorshouldchooseastylethatwillbestservetheirgoal.Negotiatorsandteamsmustbeflexible,abletochangestylesaseasilyastheychangelocations.

B:

Strategiesofpre-strategiesofpresentation.

Inthebiddingpresentationofthenegotiationprocess,therearethreeguidelinestothewayinwhichabidshouldbeputfirmly,clearly,seriously,andwithoutreservationorhesitations.

C:

Strategiesofresponsiveness.

Atthisstagefirstpartyshouldfullyawarethathehasputabid,andhehasaprefectrighttoknowwhattheotherpartyispreparedtoofferinreturn.It’squitenecessarytodosomeresearchworkofstudyingtheothersidebeforerespondingtothebid.Inrespondingtobidsbytheotherpartythereisaneedtodistinguishbetweenclarificationandjustification.Onthisbasis,heorshemusthaveideahowtosatisfytheotherpartyingainingtheirinterestsandatthesametimehavetofigureoutwhataretheintereststhatreallybelongstothemandwhatarethethingstheyexpecttoget.

D：

Offensiveanddefensivestrategies.

Offensivestrategiesaredesignedtotaketheinitiativewhiledefensivestrategiesarethecountertooffensiveones,andtheyarethespringboardsfromwhichacounter-offensivecanbelaunched.

E:

Strategiesofmakingconcession.

Makingconcessionsisoneofthemostpopularstrategiesusedinthebargainingprocesstokeepthenegotiationongoing.Makingconcessionshoweverhasalottodowithmanyotherfactors.Everyconcessionisverycloselyconnectedtoaparty’sowninterests.Althoughitdependsmainlyonthenegotiator’sflexibleusageofthestrategiesofmakingconcessions,italsoisconstrainedbysomebasicprincipals.

F:

Towardssettlement.

Whenthepartiesbecomeawarethatasettlementisapproaching,theyshouldmakefinaloffer.

IV：

ThemajornegotiationstyleintheAmericasandinEurope.

1:

Definitionfornegotiationstyle

Ø

Negotiationstyleisthedemeanorwhichactinginthenegotiationoccasionandprocess.

Negotiationstyleisthenegotiators’Reflectionoftheculture

Negotiationstylehasitself’sUniquewhichisdifferentfromthestyleofdifferentcountriesandareas.

Negotiationstylegoesthroughrepeatedpracticeandconclusionswhichisgenerallyacceptedbyitscountryandthebusinessmen..

2:

TheFunctionofNStyle

Greatharmoniousatmosphere

ProvidebasisforNstrategies

ImprovetheNlevel

Peoplefromdifferentcountieshavedifferentvalues,differentattitudesanddifferentexperience.Thesedifferentnationsofvalueyielddifferentunderstandingsoftheculture-negotiationlink.researchesandobservationsbymostscholarsindicatefairlyclearlythatnegotiationpracticesdifferfromculturetocultureandthatculturecaninfluence“negotiatingstyle”—thewaypersonfromdifferentculturesconductthemselvesinnegotiatingsessions.

3:

ThemajornegotiationstyleintheAmericas

3-1:

Americanstyle

3-1-1:

Establishthenegotiationrelationship

TheAmericanstyleischaracterizedfirstbypersonalitieswhichareusuallyoutgoing,andquicklyconveysincerity.Personalitiesareconfidentandpositiveandtalkative.Theyusuallyignoreestablishingpersonalrelationpriornegotiation.Intheirminds,goodbusinessrelationbringsaboutgoodpersonalrelation,notviceversa.

3-1-2:

Processofdecisions

American’sprocessofdecisionsistoptodown.Theirhighindividualismismanifestedthroughtheirdecisionmakingprocess---individualhastherighttomakedecision.Personalresponsibilityisstressed.

3-1-3:

Valueoftime

Americansareverydirect,openlydisagreeandthinkpunctualityismandatory.Theirtrytodemandthesamefromcounterparts.Theytendtomakeconcessionsthroughoutthenegotiations,settingoneissue,thenproceedingtothenext.Theyareparticularlyhighinbargainingphasesofnegotiation,makedecisionsbaseduponthebottomlineandoncold,hardfacts.Thusthefinalagreementisasequenceofseveralsmallerconcessions.

3-1-4:

Thewaysofnegotiations

TheAmericansstyleofnegotiationispossibilitythemostinfluentialintheworld.Openlydisagreeanduseaggressivepersuasivetacticssuchasthreatsandwarnings.Preferspeedynegotiationsandgetannoyedwithtoomuchsocializingorpostponement.

3-2:

Canadianstyle

CanadaisaImmigrantcountry,hasmanyraces.Canadiansareopening,andlikingtoliveacomfortablelife,emphasizingthefree,andfocusingonprofit.

3-2-2:

Canadiansateshavetheirownsocietylives,economicalactivities,anddevelopmentonScienceandtechnology.Theirhavepowerfuldecisionright.

3-2-3:

Ifyouwanttovisitthebusinessmen,youshouldasktheSecretaryforhelp,appointingadateinadvance,andmeetingthemontime.

3-2-4:

CanadianliketotaketherelativethingsaboutSkiing,skating,icesculptureandicehockey.Allactivitiesshouldnotbearrangedon13th,becausetheytaboothisday.What’smore,theylikeblue,soyoucangivethemvaluableflowersandblue-packingpresentwhenyouareinvited.Theydon’tliketobargainingontheprice,anddon’tdolessprofitsandmoresalesbusiness.

3-2-5:

Attitudetocontract

TheFrenchspeakingbusinessmenmakeasignafterthemaintermsareagreed,buttheyalwayschangethelessimportanttermsaftermakingasign.WhileEnglishspeakingbusinessmenarenot.

4:

ThemajornegotiationstyleinEurope.

4-1:

Britishstyle

4-1-1:

Establishthenegotiationrelationship.

Britishpeoplearenotusedtoshowingoffinpublicandkeepadistancewithothers.Theywillnotconfusepersonalrelation,sobusinessaffairsgofirst.Theyalsoattachgreatimportancetoprotocolandceremony,beforenegotiationexchangeorgreetingandcourtesymaysometimeslastforacoupleofhours.

4-1-2:

Processofdecisions.

British’sprocessofdecisionsistoptodown.Personalresponsibilityisstressed.Theytakemoreattentionontheircounterparts’identification,experience,andability.

4-1-3:

Valueoftime.

Britainisaanorderlysociety,punctualityismandatory.Englishmenalwaysarrangeappointmentsinadvanceandpresentanagendaasearlyintheprocessaspossible.

4-1-4:

Thewaysofnegotiations.

Britishnegotiators’styleisclam,balanced,confident,cautiousandnotflexible.Theytendtokeepsilentinthebeginninginbusinesstalks,theyarereservedratherthanexpr