商务英语论文Business Negotiation

How to make a Successful Business Negotiation

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Abstract

Business negotiations, is coordinating the interests of relationship between the

people and meet their own needs and to reach a consensus of an act and processes.

Therefore, it must be rational thinking, to the interests of both sides involved to carry

out systematic and detailed analysis. Language in business negotiations like Bridges,

occupy an important position, it often determines the success or failure of the

negotiations. In business negotiations except in the language must pay attention to the

civilized terminology, a clear, sentence is smooth and fluent generous general skill.

Requirements outside, still should master certain language expression of art.

Language expression of art has its elegant, vivid and lively and infectious wait for a

characteristic, in business negotiations has played an in important role. According to

this law, rules and measures develop a negotiated solution is a business negotiation

with the scientific – side. This must be taken seriously and to try to embody.

Meanwhile, the business negotiation is a direct communication between people

activities in such activities, the negotiators of the quality, ability, experience, mental

state and so full of change factors and their spot to play on the negotiation process and

results, but also has a great impact. This allows business negotiations have some

unpredictable and difficult to grasp characteristics. The same elements of the

negotiations, the same environment and conditions, different people to negotiate, the

end result is often different. This fact shows that negotiations have been tricky.

“Science” will enable the negotiators to do correctly, and the “skills” in order to

enable the negotiators to do things better. Thus, in any business negotiations are

inseparable from the use of negotiation skills. It is directly related to the economic and

social benefits of the acquisition.

Key words: Business negotiation; Language art; introduction; culture

1.Introduction

1.1 Brief Introduction to Business Negotiation

With the high development of the economy, people in the modern society may

have a chance to go on a business, so the word “Business Negotiation” is not strange

to us any more. But for its real meaning, not every one has a clear understanding.

In brief, business negotiation is a process that in order to coordinate the

relationship between business and meet their needs, people try to find a final

settlement of the dispute to reach an agreement and sign the contract through the

consultation and the dialogue. There are three essential factors for business

negotiation: participant of negotiation, subject of negotiation, environment of

negotiation. Participant of negotiation refers to people of both sides involved in the

negotiation. It is usually a negotiating team or a group instead of a person. Subject of

negotiation is the issues which need to be discussed by both sides on the business

negotiation, namely, the problems that both sides have the mutual interest and seek to

resolve. Environment of negotiation refers to the objective conditions which are

required in holding a business negotiation. What is more, any business negotiation

includes three stages: the preparatory stage, the conducting stage and the stage of

signing contract. Having perfect behaviour in three stages and winning the success of

business negotiation are of great significance for both the enterprise and the

negotiators.

For the enterprise, business negotiation is an important part of the company’s

core competence. In the fierce market competition, the success of business negotiation

may directly or indirectly affect the survival of the enterprise.

Compared with the enterprise, the business negotiation has more needs to the

business negotiators. During the business negotiation, negotiators are usually on

behalf of the enterprise to attend the negotiation, and their image represents the image

of the enterprise. So the excellent negotiators not only can be successful in the

completion of the negotiation, but also can win the reputation for the enterprise.

International business negotiation can be understood as a process in which two or

more parties belong to different countries or different cultures come together to

discuss common and conflicting business interest benefit. The international business

negotiation is more complex, because it encompasses unconscious forces of different

cultural norms that may operate to undermine effective communication. Thus, in an

international business negotiation, in addition to the basic negotiation skills, it is