对国际商务谈判的简单指导
对国际商务谈判的简单指导
With the rapid development of China's economy and the acceleration of economic globalization, especially after joining the WTO, Great prospects for China's foreign trade have been growing broad, and the international business negotiation as a prelude to business cooperation, has also become increasingly frequent in the economy. However, different countries and regions, different cultural backgrounds, making the negotiation style diverses, as a resualt, China's import and export enterprises which involve the international business are facing more and more problems. Actually,how to resolve the conflict and contradiction, and to minimize it, achieve win-win situation? Therefore, this article from the culture, language, psychology, strategy three perspectives explore how to make business reached better.
（中文）随着我国经济的迅猛发展及经济全球化进程的加快，尤其是加入WTO后， 中国进出口贸易的大前景日益广阔，而国际商务谈判作为商务合作的序幕，已经越来越频繁的出现在经济中，但由于不同国家和地区的文化背景的差别，使得谈判风格迥异，所以，我国各进出口企业和单位在国
际商务谈判中面临的难题越来越多。那究竟如何解决冲突与矛盾，并使其最小化，从而实现谈判双方共赢呢？因此，本文从文化、语言、心理、策略三个角度来探讨如何更好地使商务活动得以达成。
五、主要参考文献：
1. The 21 Irrefutable Laws of Leadership: Follow Them and People Will Follow You , by: John C. Maxwell
2． The Dip: A Little Book That Teaches You When to Quit (and When to Stick) , by: Seth Godin
3. The 7 Habits of Highly Effective People ,by: Stephen R. Covey
4.江春编著.商务谈判.英语.北京：首都经济贸易大学出版社，2002，
5.覃素红. 文化差异对东西方商务谈判的影响[D].广西师范大学，2005.
6.张志莉. 从跨文化角度研究中美商务谈判中的交流失败问题[D].对外贸易经济大学
7.神龙.商务谈判的语言技巧[J]，沿海企业与科技，2004.
8.李智.现代商务谈判技法[J] ，合作经济与科技，2005，第18期.
9.马兰萍.国际商务英语沟通与谈判，高等教育出版社，2007，第四章.
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备注： （1）来源：A—教师拟订；B—学生建议；C—企业和社会征集；D—实习单位提供
（2）类型：X—真实课题；Y—模拟课题；Z—虚拟课题
中州大学外国语学院
毕业论文指导书
Title/论文题目:Simple Guidelines in International Business Negotiation
Name / 姓 名:__王 高 扬_________________ ____
Number / 学 号:__200805031301________________
Major / 专 业:__商务英语_________________ _
Grade/年级班级： 08级商务英语三班
Tutor/指导教师:__宋 淑 琴_________________
Date / 日 期:__2011-4-10________
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指导内容
2011-02-27
宋老师，我的初稿写好了，您看看吧。
指导，你好！初稿有以下问题：
1.语法错误较多。尤其是在摘要、引言和致谢中，很多不完整的句子；
2.大小标题中除了介词、冠词等虚词外，每个实词的首字母要大写；
3.论文中不要有汉语的一、二、三等项目符号，按论文要求做；
4.编辑时要把文字的两端要对齐；
请认真修
2011-03-12
你好，论文的各个部分要分开，不要从头到尾不分张；发现你的论文太短了，要求3000字，你的只有2000字，请扩充内容。要填写论文任务书和指导书.
2011-03-26
仍有以下问题：
1.字数不够，3000字，你的只有2240个字；
2.文章缺少conclusion部分，需要填上，正好可以增加文章的长度；
3.致谢和参考文献都要另起一页；
4.请填写论文任务书和指导书（指导过程记录不少于3次）。
2011-04-08
宋老师，这是我修改过的初稿，您看还有问题吗？
指导：基本可以，但还需要仔细检查，争取不要有重大的语法错误。另外，请把论文前面需要填的（论文任务书、指导记录等)填好。
指导教师评语：
论文成绩：
指导教师：
年 月 日
Contents
中文摘要
Abstract
Introduction
1 .Cultural Factors Influence the International Business Negotiation........
1.1 Differences in Political System Impact the Interests of Party.........
1.2 Different Way of Thinking Impact the Negotiators...........................
1.3 Context of Cultural Differences Impact the Negotiation Process.....
2. Art of Language in Business Negotiation....................................
2.1 Inquiry Art......................................................................................
2.2 Targeted...........................................................................................
2.3 Empathy, Think then Answer........................................................
3. Psychological Taboos in Business Negotiation...........................
3.1 Aggressive Behavior— A Catalyst for The Escalation of Conflict......
3.2 Anxiety— Induced Misjudgment...........................................................
3.3 Depression, Despaira— ccelerated Failure of the Negotiations......
4 .Business Negotiation Strategies..............................................................
4.1 Learned to Make Concessions............................................................
4.2 Woolly-Headed Strategy......................................................................
4.3 Wearing Away the Rock with Water.....................................................
Acknowledgements...........................................................................................
Bibliography.......................................................................................................
Simple Guidelines in International Business Negotiation
【摘要】随着我国经济的迅猛发展及经济全球化进程的加快，尤其是加入WTO后， 中国进出口贸易的大前景日益广阔，而国际商务谈判作为商务合作的序幕，已经越来越频繁的出现在经济中，但由于不同国家和地区的文化背景的差别，使得谈判风格迥异，所以，我国各进出口企业和单位在国际商务谈判中面临的难题越来越多。那究竟如何解决冲突与矛盾，并使其最小化，从而实现谈判双方共赢呢？因此，本文从文化、语言、心理、策略三个角度来探讨如何更好地使商务活动得以达成。
【关键词】经济全球化 商务谈判 语言 心理 策略
【Abstract】With the rapid development of China's economy and the acceleration of economic globalization, especially after joining the WTO, Great prospects for China's foreign trade have been growing broad, and the international business negotiation as a prelude to business cooperation, has also become increasingly frequent in the economy. However, different countries and regions, different cultural backgrounds, making the negotiation style diverses, as a resualt, China's import and export enterprises which involve the international business are facing more and more problems. Actually,how to resolve the conflict and contradiction, and to minimize it, achieve win-win situation? Therefore, this article from the culture, language, psychology, strategy three perspectives explore how to make business reached better
【Key words】economic globalization、culture、language、psychology、 strategy
【Introduction】In economic activities, business negotiation is an essential one of the activities, the negotiating parties to reach consensus through consultation, is alsoａprocess that the two parties adjust their benefits mutually, reduce the difference, and finally establishe the common interest,It may facilitates both sides to reach the agreement, is important link which both sides discuss, if the negotiation's skill is inappropriate, not only negotiations both sides will have the conflict and cause the trade defeat, will lead to economical loss,even will tarnish the image and the honor which the two sides represent.therefore, Therefore, lets us study the following knowledge together, helps us to enhance the ability in the commercial activity analyzing the question and solving the question
【Body】
1 Cultural Factors Influence the International Business Negotiation
1.1 Differences in Political System Impact the Interests of Party
The political context is in the environment background the most important background, At the same time, the political environment of the negotiation directly affect the outcome of negotiation, relationship between the State parties generally determines the extent of the negotiations , If the good relations between countries, negotiations on the more lenient environment grasp on the big success of the negotiations,on the other hand, the negotiations on the small chance of success. Political environment in which the main parties in the negotiations reflected the social system and political beliefs on the envelope, including the country's ideology and political systems, politics closely, and believe in the same political faith negotiations between the parties, full of help each other the spirit of mutual assistance. Negotiations can be frank with each other, the negotiations in this environment is also relatively simple way, a problem is relatively easy to solve
1.2 Different Way of Thinking Impact the Negotiators
Activities in all business negotiations, the person's mind is always at work, as different cultural backgrounds have different political environment, religious beliefs and values, resulting in differences in the way of thinking. Way of thinking in Western culture have demonstrated their obvious features: integrated thinking preferences of Chinese culture, focusing on unity and deductive reasoning; and Western cultural preferences analytical thinking, focus on confrontation and inductive reasoning. So in international business negotiations, due to the different ways of thinking, in things Western negotiators would have given the problem of different understanding and different solutions are given.
1.3 Context of Cultural Differences Impact the Negotiation Process
Negotiation event itself is a comprehensive communication activities, including cultural differences on the business context of the process of negotiation plays a big role,influences caused by high-context cultures and low context culture context of the international business negotiations is reflected in many context, my context culture is strong, in the context of culture,the understanding and transfer of information mainly depends on non-verbal communication and simplicity of expression. Such as: using body language, and environmental factors in non-verbal communication. Exchanges with the Chinese people, in addition to understanding the meaning of words, but also to read between the lines. Moreover, the Chinese character, gentle, tactful words, commonly used to express his objection to silence
1.4 Values ??on the Purpose Methods and Results of International Business Negotiations
Values ??are the deepest and unique part of the cultural factors,it dominant language of communication between man and non-verbal communication. Collective orientation of Chinese culture and Western culture of individualism is the key to understand the differences between the objectives of the negotiations between Chinese and western sides The core values ??of Western culture is individualistic, the people advocate the independent thinking and the judgment, depend upon individual ability to realize the individual value. What they pay great attention is the result and the benefit redistribution they think that person should propose directly individual viewpoint only then has the persuasive power.
2 Art of Language in Business Negotiation
2.1 Inquiry Art
In the negotiations，inquiry is an import means to finds out the opposite party real need, to grasp opposite party psychology, to express own viewpoint opinion, then to solve the questiont mthrough the negotiations. In daily life, In the daily life, inquiry that has art very much Example, one priest asked his father: "I pray you can smoke?" This request was flatly refused. Another priest said: "I pray you can smoke?" Request for permission to smoke. Why in the same condition, one was approved, another is turned down? The reason is that the art of questioning. Been agreed because "smoking breaks Shihai obsession in prayer, did not forget to worship God"; not been agreed on the grounds that "prayer is not specific, to refresh themselves with smoking, disrespect disrespectful to God." In fact, this is the art of asking questions, and that aspect can ask, what not to ask, how to ask, what time to ask, which is very important negotiations. Therefore, the questions to be effective, we must master the art and skills of the culture ,such as the content of questions must be clear, ask the way, ask the time, the object of such question
S
2.2 Targeted
In business negotiations, the language of each of the parties are to express their wishes and requirements, Therefore negotiations language's pointed striving to excel, achieves with a clear goal. Fuzzy, inarticulate language, will make opposite party to have doubts, the repugnance, will reduce one's own side prestige, will become the negotiations the barrier.In view of the different commodity, the negotiations content, the negotiations situation, the negotiations match, must use the language target-oriented, can guarantee the negotiations the success. For example: To the ungovernable temper, the frank negotia论文范文http://www.chuibin.com/ tions match, the utilization brief sprightly language possibly receives welcome; To the match leisurely, uses the good influence of education to adore the long talk possible effect to be better. In the negotiations, must consider fully the negotiations match the disposition, the mood, the custom, cultural as well as the demand condition's difference, uses the pointed language appropriately
2.3 Empathy, Think then Answer
In business negotiations, negotiator‵s fundamental purpose of the issues raised are often diverse, motivation is more complex. If the negotiations do not understand each other, we simply intended to be made in accordance with conventional answer, the effect is often poor, and even the other side of the trap. Q & A process, there are two psychological assumptions, questioning one person, one person's answer. Answer should empathy, reflecting ask you to answer if the psychological assumptions, without the need to consider their psychological assumptions
Under normal circumstances, good or bad answer negotiators proportional to the time and thinking. Because of this, which are constantly asking questions, forcingyou is not thinking of the problem under full rush to answer. Experience tells us that, as respondents have to keep a clear head, felt strong, careful, do not admire the so-called "fluent" in vain, when a difficult question, you can cigarette, drink, tidy desk information about such actions to slow time, give yourself a reasonable time to consider each other's problems; negotiations do not have to think twice asking each other, but to tell each other you must seriously consider, and therefore need adequate time.
3 Psychological Taboos in Business Negotiation
Negotiation is a difficult and complex mental work, in the process, the negotiator‵s psychological state has a major impact on the outcome of the negotiations. Good psychological quality, is an important condition for success of the negotiations. Business negotiation is not a "struggle against the enemy," is seeking "cooperation", is seeking "win-win" negotiations on both sides because of the benefits of interdependence and mutual interests between rival makes negotiators psychologically to bear a lot of pressure, they need to negotiate at any time for a typical characteristic of the specific issues and make substantive progress in analysis and judgments, even radical change occurred in the situation in the negotiations, even in the event of deadlock situations, but also control their own emotions and behavior to the appropriate language and behavior to persuade and influenc each other.the following is a psychological setback in the performance of business negotiations
3.1 Aggressive Behavior— A Catalyst for The Escalation of Conflict