1、English for Business Negotiation商務(wù)英語談判,童成壽 主編,ISBN：978-7-5663-1394-22015年9月 第1版定價：28.00,Module 1 Theories of International Business Negotiation,Working Situation Suppose you (Miss Lin) are a clerk from Foreign Trade Department of Fujian Minfa Holdings Garments Imp. & Exp. Corp., Ltd. (Minfa Building

2、, 168 Hudong Road, Fuzhou). One of your clients, Ms More from Australian Textile Trading Company (320 Edward Street, Sydney, Australia), is to visit your company. Next month, youre going to be the assistant of your managerMr. Chen to meet the delegation of Australian Textile Trading Company. Before

3、that, you should learn some knowledge about international business negotiation.,Module 1 Theories of International Business Negotiation,Learning Goal 1.To learn something about international business negotiation. 2.To learn some impacts of culture differences on international business negotiation. 3

4、.To learn some etiquette in international business negotiation. 4.To learn 3 phases of international business negotiation.,Module 1 Theories of International Business Negotiation,Project 1 An Introduction to International Business Negotiation,Project 2 Impacts of Cultural Differences on Internationa

5、l Business Negotiation,Project 3 Etiquette in International Business Negotiation,Project 4 Phases of International Business Negotiation,Project 1 An Introduction to International Business Negotiation,Definition of Negotiation,Types of Negotiation,Negotiation Styles,Types of Negotiators,Rules We Shou

6、ld Abide by in Negotiation,Definition of Negotiation,General speaking, negotiation is a dialogue between two or more people or parties intended to reach an understanding, resolve points of difference, gain advantage for an individual or collective, or craft outcomes to satisfy various interests. In

7、international trade, negotiation is a process by which a negotiable instrument is transferred from one party (transferor) to another (transferee) by endorsement or delivery.,Types of Negotiation,Distributive Negotiation also sometimes called positional or hard-bargaining negotiation. It tends to app

8、roach negotiation on the model of haggling in a market. In a distributive negotiation, each side often adopts an extreme position, knowing that it will not be accepted, and then employs a combination of guile, bluffing, and brinkmanship in order to cede as little as possible before reaching a deal.,

9、Types of Negotiation,Integrative Negotiation also sometimes called interest-based or principled negotiation. It is a set of techniques that attempts to improve the quality and likelihood of negotiated agreement by providing an alternative to traditional distributive negotiation techniques.,Negotiati

10、on Styles,5 styles by Kenneth W. Thomas based on two themes or dimensions Accommodating: Individuals who enjoy solving the other partys problems and preserving personal relationships. Avoiding: Individuals who do not like to negotiate and dont do it unless warranted.,Negotiation Styles,Collaborating

11、: Individuals who enjoy negotiations that involve solving tough problems in creative ways. Competing: Individuals who enjoy negotiations because they present an opportunity to win something. Compromising: Individuals who are eager to close the deal by doing what is fair and equal for all parties inv

12、olved in the negotiation.,Types of Negotiators,Soft bargainers. These people see negotiation as too close to competition, so they choose a gentle style of bargaining. Hard bargainers. These people use contentious strategies to influence, utilizing phrases such as “this is my final offer” and “take i

13、t or leave it”. Principled bargainers. Individuals who bargain this way seek integrative solutions, and do so by sidestepping commitment to specific positions.,Rules We Should Abide by in Negotiation,Assume that everything is negotiable. Have high aspirations. Never accept the first offer. Deal from

14、 strength if you can, but create the appearance of strength, regardless. Put what you have agreed on in writing. Recognize that the other party is probably holding back valuable information.,Rules We Should Abide by in Negotiation,Flinch to create doubt in the counterparts mind and to add value to a

15、 concession. Find out what your counterpart wants. Dont assume that their wants are the same as yours. Concede slowly and call a concession a concession. Keep your counterpart in the dark about your strategy and your stake in the deal. Try to get your counterpart to lower to lower his/her level of a

16、spiration.,Rules We Should Abide by in Negotiation,Ask questions if you do not understand what is going on. Do not let your counterpart deliberately confuse you. Answer a question with a question to avoid giving away information needlessly. Invoke the higher authority to buy more time. Information i

17、s power-get as much as possible. Verify anything you are told that you do not know to be a fact. Be cooperative and friendly. Avoid abrasiveness, which often breaks down negotiations. Use the power of competition. Remember that power can be real or imaginary.,Project 2 Impacts of Cultural Difference

18、s on International Business Negotiation,Definition of Culture,Major Impacts on International Business Negotiation,Tips for Negotiators,Definition of Culture,Culture refers to the knowledge, beliefs, arts, laws, morals, customs, habits, and capabilities acquired by individuals who interact in a speci

19、fic area of society.,Major Impacts on International Business Negotiation,Communication Process 1. Verbal Communication Verbal communication mainly refers to language communication. 2. Nonverbal Communication Nonverbal communication refers to communication without the use of words.,Major Impacts on I

20、nternational Business Negotiation,Thinking Pattern 1.Intuitional Thinking and Analytic Thinking Easterners view things from whole to part, while westerners from part to whole. 2.Concrete Thinking and Abstract Thinking Traditional Chinese culture is known for concrete thinking while western culture f

21、or abstract thinking.,Major Impacts on International Business Negotiation,Negotiation Structure The team in eastern countries feel that time is abundant and humans should not follow the timetable blindly. The team in western countries regard time as money and would like to set fixed agendas.,Major I

22、mpacts on International Business Negotiation,Negotiation Style The eastern negotiation style China:indirectness and ambiguity,the external environment, situation and non-verbal behavior ,long-term partnership Japan: face,harmony,long-term relationship The western negotiation style America:flexibilit

23、y, straightness and zest,Major Impacts on International Business Negotiation,Decision-making Process Eastern countries: Japan a communal affair requiring unanimous approval by management Western countries: America based upon the bottom line and cold, hard facts,like a cost-benefit analysis,Tips for

24、Negotiators,1.Do Your Homework About Your Counterparts Culture. Firstly, the use of language. Secondly, “knowledge is power”.,Tips for Negotiators,2.Show Respect For Cultural Differences. First of all, a negotiator needs to have a reflection upon his own cultural system. Then, show respect for the o

25、ther party. Finally, accept others culture.,Tips for Negotiators,3.Take a Trade-off Strategy. Trade-off means concession 4.Find Ways to Bridge the Culture Gap. Share your experience, your interest, or your goal,Project 3 Etiquette in International Business Negotiation,Introduction,Etiquette in Busin

26、ess Negotiation,Etiquette of Business Negotiation in China, the US and the UK,Introduction,Business etiquette refers to the suitable etiquette standard used in the business. Simply speaking, business etiquette is the universal demand to the businessmen of the personnel image and professional quality

27、 in the business.,Etiquette in Business Negotiation,Etiquette for Greeting & Send-off 1.Determine the Level and Size for Greeting and Send-off 2.Know Well About the Arrival and Departure Time 3.Prepare for the Reception,Etiquette in Business Negotiation,Business Meeting Etiquette 1.Informal Meeting

28、2.Formal Meeting Prepare well for the meeting, as your contribution may be integral to the proceedings. Handouts for the meeting should be delivered at least three days prior to the meeting. Dress well and arrive in good time. Your professionalism is reflected in both. Always remember to switch off

29、your mobile phone. If there is an established seating pattern, follow it. If you are unsure, ask. Acknowledge the chair and other participants in the introduction or opening remarks.,Etiquette in Business Negotiation,Business Meeting Etiquette 2.Formal Meeting When discussions are under way, it is g

30、ood business etiquette to allow senior figures to contribute first. Never interrupt anyoneeven if you disagree strongly. Note what has been said and return to it later with the chairs permission. When speaking, be brief and ensure what you say is relevant. Always address the chair unless it is clear

31、 that others are not doing so. It is serious breach of business etiquette to divulge information to others about a meeting. What has been discussed should be considered confidential.,Etiquette in Business Negotiation,Etiquette at Dinner Party & Dress Code 1.Dinner Party Etiquette Upon invitation. Be

32、ing time conscious. On arrival. Seating. Getting ready to eat. Communication. Toasting. Taking off your coat.,Etiquette in Business Negotiation,Etiquette at Dinner Party do not use napkin to clean your face or take food from your mouth. When cutting meat, hold the knife in your right hand and the fo

33、rk in your left hand and avoid making noises.,Etiquette in Business Negotiation,Etiquette at Dinner Party it is for soup only. Be sure to sample all the food served to you. Finish the food in your plate. Do not talk when you have food in your mouth. Avoid talking to your neighbor when he has food in

34、 his mouth.,Etiquette in Business Negotiation,2.Dress Code Formal Business Dress Both men and women should always wear a suit. Men should wear shirts that are nicely starched and not taken right out of the dryer. Women should always wear hosiery, and shoes with heels. Business Casual 3.Casual,Etique

35、tte in Business Negotiation,Etiquette for Signing Agreement 1.Preparation of Signing Ceremony Determine the signer. Documentation preparation. The arrangement of the signing hall.,Etiquette in Business Negotiation,Etiquette for Signing Agreement 2.Procedure of Signing Ceremony Participants from both

36、 parties enter the signing hall at the same time. The signers take their seats and others stand behind their signer. The signers sign their own copy first. The signers assistant of each side stands by the signer, turning the pages of the document for him and pointing at the space for him to sign. The assistants of both sides pass on the signed copy to the signer of o