Business Negotiation

重点：1)What is Negotiation“Negotiation”means “doing business”or a discussion aimed at reaching an agreement.Four main phases of negotiation:The preparing phase （预备阶段）The debating phase （争论阶段）The proposal phase （建议阶段）The bargaining phase（讨价还价阶段）或者是Pre-NegotiationFace-to-Face Negotiation ( At the Negotiation )Post-NegotiationWhat is business negotiationBusiness Negotiation is a kind of discussion aimed at reaching a business agreement or abusiness contract.Four stages in business negotiationnon-task sounding （开局前的试探）task-related exchange of information （交换与谈判目标有关的信息）persuasion （说服）concessions and agreements （让步与同意）3）Some Issues that Chinese Corporations and Negotiators Need to AddressChinese businessmen tend to have business negotiations in a rather indirect manner, as opposed to the direct manner of American businessmen.The decision-making process of Chinese companies is generally both slow and time-consuming. On the other hand, American companies usually operate with quick decision made by the top management.Different Business Communication Styles between China and the USAManner: Direct Manner / Indirect MannerDecision-Making: Quick, Top-Down / Slow, Tine-ConsumingWork Ethic: Individual Oriented / Social PressureValue Results more than its Process / Community Belonging, Priority to Planning Merits: Efficiency / Encourage CooperationCompetition in Workers / more HumaneDemerits: Frustrating Workers / Lack of Efficiency and Competition4）China’s Foreign Trade PolicyThe principle of China’s foreign trade is “equality, mutual benefit and exchanging what onehas for what one needs”.（平等互利，互通有无）5）An Introduction to the Five Links of International Business NegotiationEnquiry （询盘）Offer （发盘）Counter-Offer （还盘）Acceptance （接受）Conclusion of a Contract（缔结合同）Of course, it is not necessary to have all the five links taken for every transaction. Sometimes, only offer and acceptance will do. It is stipulated in the laws of some countries that only offer andacceptance are the two required factors, failure of which will make no contract.Brief Introduction to Incoterms®2010Incoterms are used in international import/export contract to show the responsibility of the buyers and the sellers. They define who is responsible for “freight”or “carriage”(transportation) , insurance against risks, “duty”(tariff) and “clearance”(import and export documentation).The word “INCOTERMS”is short for International Rules for the Interpretation of Trade Terms, and most frequently used in international sales transactions.The latest version is INCOTERMS ® 2010, which already became effective on Jan. 1st 2011. Previous versions, including INCOTERMS 2000, are now outdatedThe ® sign means a registered trade mark, it became a necessary part of Incoterms ®2010 International Tender or Bid 国际性招投标Concepts Related Tender or Bid onTender 投标(British English)Bid 投标(American English)submit a tender / bid（submission of tender / bid）投标Tenderer or bidder 投标者Winning bidder / successful tenderer 中标者To invite tender / bid 招标Invitation for (to) tender / Bids 招标Tenderee / the bid inviting party 招标人/ 招标方Generally speaking, people often using tendering / bidding to refer to invite tender / bid and tender / bid.Tendering / Bidding 招投标International tendering / international bidding 国际招投标Submission of Tender (投标)Tenders’/ Bidders’behaviors to deliver their bid / tenders forms to the tenderee according to the conditions of the Tender notice within the specified period of time.投标人根据招标公告或招标单规定的条件，在指定的时间内向招标人递盘的行为。

Business NegotiationMartin LiApr 18, 2013目录1•商务谈判定义2•商务谈判原则3•商务谈判的作用4•重要性5•特征6•商务谈判三部曲7•谈判能力8•谈判技巧9•招标投标10•商务谈判案例分析商务谈判定义商务谈判（Business Negotiations），是指人们为了协调彼此之间的商务关系，满足各自的商务需求，通过协商对话以争取达成某项商务交易的行为和过程。

商务谈判原则双赢原则平等原则合法原则时效性原则保密性原则最低目标原则商务谈判原则案例分析商务谈判的作用商务谈判是企业实现经济目标的手段；商务谈判是企业获取市场信息的重要途径；商务谈判是企业开拓市场的重要力量重要性企业增加利润一般有三种方法：1、增加营业额2、降低成本3、商务谈判。

商务谈判是增加利润最有效也是最快的办法，因为谈判争取到的每一分钱都是净利润增加营业额，最直接，但也最难，同时广告费用，并购费用，工资也会增长，导致营业额增加，利润不一定同步增长特征❑以经济利益为谈判目的❑以经济利益作为谈判的主要评价指标❑以价值谈判为核心❑商务谈判注重合同条款的严密性与准确性商务谈判三部曲1. 申明价值，阐明真正需求此阶段为谈判的初级阶段，谈判双方彼此应充分沟通各自的利益需要，申明能够满足对方需要的方法与优势所在。

因为你越了解对方的真正实际需求，越能够知道如何才能满足对方的需求；同时对方知道了你的利益所在，才能满足你的需求。

2. 创造价值，寻求最佳方案此阶段为谈判的中级阶段，谈判中双方需要想方设法去寻求最佳的方案，为谈判双方找到最大的利益，这一步骤就是创造价值。

3. 克服障碍，达成最终协议此阶段往往是谈判的攻坚阶段。

谈判的障碍一般来自于两个方面：一个是谈判双方彼此利益存在冲突；另一个是谈判者自身在决策程序上存在障碍。

前一种障碍是需要双方按照公平合理的客观原则来协调利益；后者就需要谈判无障碍的一方主动去帮助另一方顺利决策。

商务谈判的步骤英文流程Business Negotiation Steps and ProcessWhen it comes to business negotiations, it is essential to have a clear understanding of the steps and process involved in order to achieve successful outcomes. Negotiating in the business world requires a strategic approach, effective communication, and the ability to reach mutually beneficial agreements. In this document, I will outline the steps and process of business negotiation in detail.Step 1: PreparationThe first step in any successful business negotiationis thorough preparation. This includes researching the other party, understanding their needs and priorities, and identifying your own goals and objectives. It is important to gather all relevant information, such as market trends,industry standards, and potential alternatives. By being well-prepared, you can enter the negotiation with confidence and a clear strategy.Step 2: OpeningOnce you have completed your preparation, the next step is to open the negotiation. This involves setting apositive tone, establishing rapport with the other party, and outlining the agenda for the discussion. It is important to be clear and concise in your communication, and to listen actively to the other party's perspective. By establishing a collaborative and respectful atmosphere from the beginning, you can lay the foundation for a productive negotiation process.Step 3: BargainingThe bargaining phase of the negotiation is where both parties present their positions, make concessions, and seek to find common ground. This is often the most challengingpart of the negotiation process, as it requires flexibility, creativity, and effective communication. It is important to focus on interests rather than positions, and to explore potential trade-offs that can benefit both parties. Bybeing open to compromise and seeking win-win solutions, you can increase the likelihood of reaching a mutuallybeneficial agreement.Step 4: ClosingThe closing phase of the negotiation involvesfinalizing the agreement, clarifying any remaining details, and ensuring that both parties are satisfied with the outcome. It is important to document the terms of the agreement in writing, and to address any potential issuesor concerns before finalizing the deal. By being thorough and clear in your communication, you can avoid misunderstandings and build trust with the other party. Closing the negotiation effectively is crucial for maintaining a positive relationship and setting the stagefor future collaboration.Step 5: Follow-upAfter the negotiation is complete, it is important to follow up with the other party to ensure that the agreement is implemented as planned. This may involve monitoring progress, addressing any issues that arise, and maintaining open communication. By demonstrating your commitment to the agreement and fulfilling your obligations, you can strengthen the relationship with the other party and pave the way for future partnerships.In conclusion, business negotiation is a complex process that requires careful planning, effective communication, and a strategic approach. By following these steps and process, you can increase your chances of achieving successful outcomes and building strong relationships with your business partners. Remember to stay flexible, open-minded, and focused on creating value for both parties. With practice and experience, you can becomea skilled negotiator and achieve your business objectives with confidence and professionalism.。

How to make a Successful Business NegotiationGroup A Name: Number:AbstractBusiness 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; culture1.Introduction1.1Brief Introduction to Business NegotiationWith 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 isimportant to understand the cultural difference and etiquette, and to modify the negotiation style accordingly.1.2 Brief Introduction of Business EtiquetteThe etiquette, as one traditional moral excellence, has the historical inheritance and the eternal vitality. On the international business negotiation, there involves a lot of etiquette, but in fact it is the communication among the people, therefore we are used to call the business etiquette as an art of the communication among the commercial personnel.International business etiquette is the arts or activities’ rules that meet different cultures in long term process of business negotiation or communication.Business etiquette refers to the suitable etiquette standard used in the business. It is a process that showing the respects to the opposite party by the conventional procedure and method. The core of business etiquette is a code of conduct which has a certain restraint on our conduct of the business activities. Simply speaking, business etiquette is the universal demand to the businessmen of the personnel image and professional quality in the business.2. Cultural impacts on business negotiations2.1 The Definition of CultureFor the purposes of the study of international management, culture is acquired knowledge that people use to interpret experience and generate social behavior. Culture is the coherent, learned, shared view of a group of people about life’s concerns that ranks what is important, furnishes attitudes about what things are appreciate and dictates behavior.Hofstede, a scholar in cultural object, dean believes that culture includes four levels, the most exterior layer of known Symbols, such as clothing, language, buildings, etc., the human eye can easily see. The second layer is the Heroes, in a cultural force, it is largely representative of the hero where the culture of the national character. The third layer is Rituals; etiquette is to treat each culture unique representation of man and nature, such as the Chinese culture, the main location where the meal is very particular about the arrangements. The deepest layer refers to the Values, which is the culture in the most profound, the most difficult part to understand. Cultural differences in every aspect of culture, cross-cultural communication is also required on every aspect of culture.2.2 Impact of Symbols on business negotiations (mainly focus on the impact of different languages).To begin with, the impact of Symbols is manifested on the language communicating process of negotiation. The differences are obvious, though the language behaviors negotiators used are provided with higher fitness. People on earth use more than 3000 languages. Because few of us can be good command of more than one language, problems of communication are bound to occur in international business communication. One reason for such differences is that languages are based on the concepts, experiences, and views and so on. Proper use of the language is a sensitive cultural issue. Americans tend to exchange task-related information in business relatively frank and direct, with clear statements of needs and preferences. Generally, they openly express their disagreements and resort to aggressive persuasive tactics such as threats and warnings. And the French are verbally and non-verbally expressive. They love to argue, often engaging in spirited debate during business meetings. Asians, on the other hand, tend to be far more reticent or implicit and sometimes go to great lengths to save face or not to offend. Saving face and achieving harmony are more important factors in business dealings for the Japanese than achieving higher sales and profits.What’s more, the impact of cultural differences on negotiation also represented on non-verbal communication. Non-verbal signals differ by culture, and the differences can affect communication. For example, people from Americans who visit certain Asian countries are likely to view the fast, short steps taken by the inhabitants as peculiar or subservience or weakness. Similarly, Americans see standing up as the appropriate thing to do on certain occasions, whereas people from other cultures do not. Apart from that, as for our Chinese, an up-and-down movement of the head means yes and a side-to-side movement of the head means no. These movements may mean nothing at all or something quite different to people from other cultures. Some cultures, like our China’s, do not like touching, while people from other cultures that like touching will give you greetings ranging from full embraces and kisses to nose rubbing. If you can understand others from different cultures based on your counterpart’s standards, you can seize the opportunity to access the cultural style of others.2.3 Impact of Heroes on business negotiations（mainly focus on the nation characters）.Here I take two examples respectively from the Americans and Japanese.Americans make decisions based upon the bottom line and on cold, hard facts. They do not play favorites. Economics and performance count, not people. Business isbusiness. When faced with a complex negotiation task, Americans tend to divide the large task into a series of smaller task. Issues such as prices, packing and delivery may be settled one at a time. For them, progress in the negotiation is measured by how many issues have been settled. While in Japan, decision-making is quite different. Many Japanese companies still make decisions by consensus. This is a time-consuming process, another reason to bring patience to the negotiating table. So, quick answers to any question or problem are almost impossible. Besides, foreign businessmen negotiating with a Japanese company should avoid showing any kind of favoritism toward one individual or depending on a single individual. This will alienate the other managers.From the two examples we can draw a conclusion: overlooking cultural differences may lead to the failure of negotiation.2.4 Impact of Values on business negotiationsValues are the standards by which a culture actions and their consequences, they affect perceptions and can have a strong emotional impact upon people.In 1992, a delegation, consist of Chinese business negotiation representatives and other 12 experts in different fields, purchased about 30 million chemical equipment and technology from America. The Americans sent everyone in the delegation a souvenir after the first round of negotiation. The souvenir had a delicate package. However, when opening the gifts, they were shocked. There was a green golf cap in everyone’s box. The original meaning o f the Americans was to play golf after the agreement. They have no idea of what a green cap means to Chinese. The agreement was not reached, not because of their misbehavior but of their lacking in Chinese culture.Thus, we can see that values play an important role in business negotiations. Before negotiations, a negotiator should study the basic convictions that the people have regarding what is right and wrong, good and bad, important and unimportant.2.5 Impact of Rituals on business negotiationsReligions vary from country to country, district to district and folk to folk.In a celebration held during a negotiation in Qatar, the superintendent of a multinational corporation brings brandy to show his willingness of cooperation. As a result, he was driven off by the counterpart, who was a Moslem. It later made the company unwelcome in whole Qatar. Why? The reason is that drinking liquors is forbidden in Muslim doctrine.It should be realized that negotiators with different culture backgrounds havedifferent needs, motivation and beliefs. It is suggested to understand, accept, and respect the other party’s culture.3. Asked ArtNegotiations of the inquiry is figuring out each other's true needs, grasp each other's psychological status, express your opinion and solve problems through negotiations the important means. In daily life, ask is very artistic. For example, there are a cleric asked his father: "I in praying, may I smoke?" The request was flatly rejected. In another clergyman said: "I am in the smoking can pray?" Smoking request permission. Why, in the same conditions, an approved, another rejected? Reason is the question of artistic quality. Granted the reason is "in smoking when resting still remember the prayer, do not forget to worship god"; Have not been granted the reason is "pray heart not single-minded, using smoking to refreshing, for god not benchi ungodly". Actually, this is the question of art, which this aspect can ask, what can't ask, how to ask, what time ask, this in the negotiations are very important. So to achieve effective to ask questions, be about to master the art of questioning and skill.3.1 Clear the content of questionsAsk people should make clear above all to ask yourself what it is. If you wish to each other clearly answer your question, then you also will specific clear. Question normally only a word, therefore, must terms accurately and succinct, lest make people obscure, cause unnecessary misunderstandings. Question wording is also important because questions easily to make each other fallen intopredicament, cause each other's anxiety and worry. Therefore, in the wording on must discreet, cannot have stabbed each other, embarrassment each other's performance. Even if you are negotiations of decision-making characters, key person, also do not show their special status, show aggressive momentum, otherwise, the question will have the opposite effect.3.2 Mode choice questionsChoose briefquestioning way is very important, ask different perspectives, cause each other's reaction is different also, was the answer is different also. In the negotiation process, the other party may because of your questioning and feel pressure and restlessness. This is mainly due to the questioner problem is not clear, or give the other side with oppressive feeling, threat feeling. This is the question of strategic does not have the right. Meanwhile, in question, be careful not to mingled with a vague hint, avoid to put forward questions itself make you into an unfavourable condition.For example: some stores room management, coffee or milk just start waiter will always ask customer: "sir, coffee?" Or is: "sir, drink milk?" Its sales flatly. Later, theboss asks waiter for a change, "sir, ask method drink coffee or milk?" Results the sales ~. Because, the first kind ask method, easy get negative answers, and the latter is to choose the type, in most circumstances, customers can choose a kind of.3.3 Note that the timing of questioningThe questions of the timing is very important also. If you need to objective declarative speech for beginning, while you are using questions type's speech, is not appropriate. Grasp the opportunity is performance for questions, appear a conversation problem, should stay another's full expression again after asking questions. Early late questions will interrupt train of thought, but is not polite, also influence each other answer problem of interest. Master question time, still can control of conversation direction. If you want to be interrupted me from the topic, go back to the original topic, so, you can use ask, if you want others to be noticed you mention the topic, also can use ask, and through continuous questions, take each other guide to you wish conclusion.3.4 Consider the characteristics of the object questioningThe other question is concise, frank upright, Each other picky, goodness, questions will wrangle subtle; Each other shy, questions will be implicative; Each other questions will be tactful; impatience, Each other serious, ask questions to seriously, Each other and lively, can be witty questions.References: 李昆益《商务谈判技巧》2007/10/1张煜《商务谈判》2008/1。

商务谈判的英语作文模板Title: A Sample Business Negotiation English Essay。

Introduction:Business negotiation is a crucial skill in today's globalized world, where companies from different cultural backgrounds come together to forge partnerships, agreements, and deals. In this essay, we will explore the essential elements of effective business negotiation through a comprehensive template. Drawing inspiration from popular online resources, we will delve into key strategies, techniques, and considerations for successful negotiations.Body:1. Setting the Stage:Begin by establishing rapport and building trustwith the other party.Clearly define the objectives and desired outcomesof the negotiation.Outline the agenda and ground rules to ensure a structured and productive discussion.2. Understanding Interests and Positions:Encourage open communication to uncover each party's interests, needs, and concerns.Distinguish between positions (what each party wants) and interests (the underlying motivations).Use active listening techniques to demonstrate empathy and understanding.3. Creating Value:Explore potential areas of mutual benefit and collaboration.Brainstorm creative solutions that address both parties' interests.Emphasize the importance of win-win outcomes for long-term partnerships.4. Communication and Persuasion:Use clear and concise language to articulate your points.Support your arguments with data, evidence, and examples.Use persuasive techniques such as storytelling and framing to influence the other party's perspective.5. Managing Conflicts:Acknowledge and address any conflicts or disagreements that arise.Focus on finding common ground and constructive solutions.Utilize conflict resolution strategies such as compromise, collaboration, or mediation.6. Negotiating Tactics:Familiarize yourself with various negotiation tactics, such as anchoring, framing, and concession strategies.Be prepared to adapt your approach based on the dynamics of the negotiation.Maintain flexibility while staying true to your objectives and principles.7. Closing the Deal:Summarize the key points and agreements reachedduring the negotiation.Clarify any remaining questions or concerns.Formalize the agreement through written documentation or contracts.Conclusion:Effective business negotiation requires a combination of preparation, communication, and interpersonal skills. By following a structured approach and applying proven strategies, negotiators can navigate complex discussions and achieve mutually beneficial outcomes. Whether brokering deals, resolving conflicts, or building partnerships, mastering the art of negotiation is essential for success in the competitive world of business.(Note: The above template provides a comprehensive framework for writing a business negotiation essay, drawing inspiration from popular online resources. The essay can befurther elaborated with real-life examples, case studies, and personal insights to enhance its depth and relevance.)。

Unit Three Business NegotiationText Passage One进出口商品交易会import and export commodities fair销售部经理sales managersupply department采购部brochure宣传小册子scope of business经营范围machine tool机床workmanship工艺make an inquiry询价quotation报价 C.I.F Seattle西雅图到岸价(*cost,insurance.freight)调整价格adjust the price competitive具有竞争力bulk很大substantially大大地展台exhibition stand1．欢迎光临上海进出口商品交易会。

我叫陈明。

我是上海机械公司的销售部经理。

Welcome to Shanghai Import and Export Commodities Fair.My name is Ming Chen.I am Sales manager of the Shanghai Machinery Company Inc..2．Hi,Mr.Chen.My name is Sean Hudson.I am from Seattle,USA.I am in charge of the supply department of the Pacific Trading Company Ltd.您好，陈先生！我叫肖恩•哈德逊，来自美国西雅图，是太平洋贸易有限公司的采购部主任。

3．很高兴见到您，哈德逊先生！请坐！我向您介绍一下我公司的情况及产品。

I am very pleased to meet you,Mr.Hudson.Please sit down and allow me to introduce our company and its products.4．Thank you!I have read your brochure and am very impressed by your scope of business,especially the variety of machinery tools you manufacture.I believe my customers will like your new products.谢谢。