The skills in English business negotiations论文 定稿

如何成为商业谈判中的优秀谈判者英语作文How to Become an Excellent Negotiator in Business NegotiationsBusiness negotiations play a crucial role in the success of any business. The ability to negotiate effectively can determine the outcome of deals, partnerships, and contracts. To become an excellent negotiator in business negotiations, it is essential to develop and master a set of skills and techniques. In this article, we will discuss how you can become an outstanding negotiator in business negotiations.1. Preparation is KeyOne of the most critical aspects of becoming an excellent negotiator is preparation. Before entering any negotiation, it is essential to do your homework and gather as much information as possible about the other party, their needs, goals, and constraints. Understanding the other party's perspective will help you tailor your negotiation strategy and come up with creative solutions that address both parties' interests.2. Set Clear ObjectivesBefore starting a negotiation, it is crucial to set clear objectives and determine what you hope to achieve. Define yourgoals, priorities, and bottom lines, and be prepared to walk away if the deal does not meet your criteria. Having clear objectives will help you stay focused during the negotiation and prevent you from making impulsive decisions.3. Active ListeningActive listening is a crucial skill in negotiation. By actively listening to the other party, you can gain valuable insights into their needs, concerns, and motivations. Pay attention to both verbal and non-verbal cues, and ask clarifying questions to ensure you understand the other party's position.4. Build RapportBuilding rapport with the other party is essential in business negotiations. Establishing a positive relationship based on trust and mutual respect can help you create a collaborative environment and facilitate open communication. Look for common ground, show empathy, and demonstrate that you are genuinely interested in finding a win-win solution.5. Communicate EffectivelyEffective communication is key to successful negotiations. Clearly articulate your position, interests, and needs, and listen actively to the other party's perspective. Use language that isclear, concise, and professional, and avoid using jargon or technical terms that may confuse the other party.6. Negotiation TechniquesThere are various negotiation techniques that you can employ to enhance your negotiating skills. Some common techniques include:- Bargaining: This involves making concessions and compromises to reach a mutually beneficial agreement.- Problem-solving: Focus on identifying the underlying interests of both parties and finding creative solutions that address those interests.- BATNA (Best Alternative to a Negotiated Agreement): Determine your BATNA before entering a negotiation and be prepared to walk away if the deal does not meet your criteria.7. Stay Calm and ComposedNegotiations can be challenging and stressful, but it is essential to stay calm, composed, and focused throughout the process. Avoid getting emotional or defensive, and refrain from using aggressive or manipulative tactics. Maintain a positive attitude, and be patient and persistent in pursuing your objectives.8. Learn from ExperienceLike any skill, negotiation requires practice and experience to master. Reflect on your past negotiations, both successful and unsuccessful, and identify areas for improvement. Seek feedback from others, and continuously strive to enhance your negotiating skills through training, workshops, and self-study.In conclusion, becoming an excellent negotiator in business negotiations requires a combination of preparation, communication, active listening, and problem-solving skills. By developing and mastering these skills, you can increase your effectiveness in negotiations and achieve successful outcomes. Remember that negotiation is not about winning at all costs but about reaching mutually beneficial agreements that fosterlong-term partnerships and relationships.。

商务英语需要掌握的技能In today's globalized business environment, mastering the art of communication is paramount. Proficiency in English, the lingua franca of international trade, is essential for clear exchanges of ideas and negotiation.Understanding business jargon and industry-specific terminology is crucial for effective communication. It enables professionals to navigate complex discussions and convey technical information accurately.Cultural awareness plays a significant role in business English. Being able to adapt communication styles todifferent cultural contexts helps in building strong business relationships and avoiding misunderstandings.Negotiation skills are indispensable in the world of commerce. The ability to articulate one's position persuasively, while also being open to compromise, is key to reaching successful agreements.Professionalism in writing is also a must. Emails, reports, and presentations require a clear, concise, and formal language that reflects the seriousness of business dealings.Listening skills are often overlooked but are vital in business English. Being an active listener allows one to pickup on subtle cues and respond appropriately, fostering a collaborative atmosphere.Adapting to various forms of communication, such as video conferencing and social media, is increasingly important. The ability to maintain a professional presence across different platforms is a valuable skill in the digital age.Finally, continuous learning and staying updated with the latest business trends and language developments are necessary. The business world is dynamic, and so should be the language skills of its professionals.。

Business Negotiating SkillsAbstract: This paper makes an introduction to business negotiating skills. In order to illustrate the importance of negotiation skills, this paper narrates some related skills during the process of negotiation, especially in the process of offer and counter-offer. It is advisable for a negotiator to utilize verbal and non-verbal communication skills so that they could take advantage of negotiation reach the purpose for signing the contract smoothly and gaining the best benefit. Proper usage of business negotiating skills will help negotiators to meet success in negotiation, strengthen her/his self-confidence. This paper also points out some negotiators are not skillful in controlling negotiating skills and negotiating skills still need us to research and innovate.Key words: negotiating procedures; negotiating skills; etiquette;culture differences摘要：本文介绍了商务谈判过程中的一些相关技巧。

职场英语 English interview skills q： can you sell yourself in two minutes？ go for it. （你能在两分钟內自我推荐吗？大胆试试吧！）a： with my qualifications and experience, i feel i am hardworking, responsible and diligent in any project i undertake. your organization could benefit from my analytical and interpersonal skills.（依我的资格和经历，我觉得我对所从事的每一个工程都很努力、负责、勤勉。

我的分析能力和与人相处的技巧，对贵单位必有价值。

）q：give me a summary of your current job description. （对你目前的工作，能否做个概括的说明。

）a：i have been working as a puter programmer for five years. to be specific, i do system analysis, trouble shooting and provide software support. （我干了五年的电脑程序员。

详细地说，我做系统分析，解决问题以及软件供应方面的支持。

）q：why did you leave your last job？（你为什么离职呢？）a： well, i am hoping to get an offer of a better position. if opportunity knocks, i will take it.（我希望能获得一份更好的工作，如果时机来临，我会抓住。

）a：i feel i have reached the “glass ceiling” in my current job. / i feel there is no opportunity for advancement. （我觉得目前的工作，已经到达顶峰，即沒有升迁时机。

中国某某信息学校学生毕业设计(论文)题目：Skills in Business Begotiation姓名：0000班级、学号：000班、00号系(部) ：经济管理系专业：商务英语指导教师：000开题时间：2008-4-10完成时间：2008-11-122009 年11 月12 日目录一、课题(论文)提纲二、内容摘要三、参考文献Skills in Business NegotiationChen HonglingAbstract:With the development of global economic trend, the cooperation between enterprises from different countries hasbacame more closely, and negotiation as a starting point that has a very important role, no matter for the success of business transaction or for the prosperity of market economy, and also it is a very important part of the socio-economic activities. If we want to make the enterprise dedevelop well, we shoud try our best to get most profits in the process of negotiation, that’s the negotiating objectives, while to be a negotiator, we need use proper skills to achieve this objectives, which not only can help us protect own interests, but also can keep the further cooperationship. In pre-ngotaition we should care ahout the information gathering and negotiation attitude to fully prepare for negotiation, and when we negotiation we should flexibly use this skills, such as, asking question skillfully, agressing indirectly, Marathon-style tactics, ect.Key words: skills; business negotiation; goal0.intruduction：As the tendency of the world’s economy globalization become stronger and stronger, cooperation and relationship between countries have become more and more closer. With the ongoing of china opening and reform policy and succeed in entry WTO, the foreign trade have beening devoloped with fly speed. As a center of the trade, business negotiation madea great impaction on operation of enterprise, and also an important part of conducting a foreingn trade. no matter what line or what products, buyer want to import goods they need to negotiate, at the same time, seller want to export goods they need to negotiate. It is the dealing between supplier and customers in order to reach agreement on price, quantity, quality, payment and other terms and conditions of a sale. obviously, it’s very complex and trying process and importanter than what we image, so it’s necessary to have mastery strategies and tactices which is the key to get a transaction.1.International business and business negotiationThere are many international business between countries in this era of economic globalizationa and it refers to any business activity that cross national boundaries. What we exchange not only include products, but also involve fund, technic, information, service, ect. and as we kown that our final purpose to do this business activity is to get a transaction and to get benefits, then how we can do that? all that we need to through business negotiation, no matter what kind of business or transaction if we want to get mutually agreement. As an important and necessary part of international business,business negotiation has a special function, it is an action of different party exchange their inormation in order to get a trasaction and negotiate for important clause of the busines. Through negotiation we will improve the relationships between each other and exchange viewpoint to reach mutual benefit. But the key is how we can solve the negotiation problems, and then we need to use some special negotiation skills to help us.Negotiation skills is the floorboard of the use of matters, measures, strategies and tactices which be adopt by negoators in order to achieve the given target in process of neotiation. It has a direct impact on result of negotiation and related to the interests of the parties and the economic efficiency of enterprises. The proper use of the negotiation skills is an important prerequisite for the success of business negotiations. It was a powerful means to avoid weakness and gain the initiative in the negotiation, also is an effective tool for enterprise to maintain their own interests.Generally, the process of international business negotiation is made up of three different stage(pre-negotiation, negotiation, and post-negtiation), and each state is difined as a specific part of the process and coverall actions and communication by either side pertaining to negotiations made during that part, anyway pre-negotiation and negotiation are particularly important for a successful business and more need to use skills.2.skills in pre-negotiationThe pre-negotiation stage starts from the first contact between the two sides whose interested in doing business with each other is shown from this stage on, both sides begin to understand one’s need and evaluate the benefits of entering into the process of negotiation. This stage more usually important than the formal negotiation in the international business relationship, as if you not prepare well there is no big chance to get you goal, and that needn’t to negotiate. Trust and confidence in each other are for great help, both side now start to form their skills, for face to face negotiation as well as try to foresee and take precaution against possible events to fully prepared before the negotiation, negotiators should have to take the following four aspects into consideration.2.1 Evironmental factorsThe environmental factors refer to politics, religious, belief, legal, system, business, practices, social, customs, financialstate and climate, which will affect the negotiation in a direct or indirect, it may in some way determine the success or failure of the negotiation. So before negotiation you should kown the probable things above that, like when they do business what practices they often use, is there any influence on your transaction that they economic system will caused, what’s word cann’t say when we communicate, what is their religious, which are very important that cann’t look down to aviod taking mistake and make the opponent uncomfortable and leave a bad impression.2.2 Gathering informationNegotiation is a occasion of communicate. If you want to get the initiative during the process of negotiation, you must prepare all information (credit , finance ect. )you may need in advance, and do not forget to reseach and analyze it. Certainly, that not say all informations are able to use, you must make sure that what you get are reliable. Then how to efficient get the useful information has become one of most difficulty for negotiation, and the channel of gathering the information seems to be one of crucial factors to a successful negotiation.2.3 The attitude of negotiationThere are many kinds of negotiation in business activity,we cannot do aways give the same attitude to all negotiation, which we should basis on the important extend of the negotiation content and result.If the negotiation object is very important for company, such as long term cooperation clients, but the content and result not too much important. then you can take the concession attitude to negotiate, that is to say you can satisfied you clients under the situation of no lossing and bad influence, which seems more benefit for further cooperation.If both clients and result are important for the company, you should keep a friendly cooperation attitude and try you best to get win-win situation, may be you can turn the conflict to the third part.But if the client is important, and the result is not important. Well then, if you do not need to consider the opponent, the only what you should to do is try you best to persuade the clients to trust you and get a deal for you desire.2.4 Prepare several negotiation plansIn the begainning what plan the negotiating parties take out are always benefit to themselves, while both side wish to gain more benefits through negotiations, so the results will certainly not the original plan, but the result after consultation,compromise, and modifications by two sides. What’s more, if you not prepare other plans, you have no idea of concession and it is easy to fall into a trap that setted by you opponet. Also after each other argue is often easy get lost in the original willing and at this time you will disorder your thinking even do not kown what’s you purpose, then the best way is to prepare several negotiation plans, first come up with the most advantageous proposal, if no agreement, come up with the second, like that come up again.3.Skills in negotiationAt this stage both sides can face to face communicate, and negotiate for price, quality, quantity, terms of payment and shippment ect. And also the place where is the conllision and dissension appear, because there is benefits or profits they want to argue, however negotiation’s direct aim is to get an agreement both sides satisfied, so they need to cooperation in spite of the fact that each side may view the situation in its own way. On the other hand, as it direct effect the end of the negotiation, so we should take more care of it and use some skills.3.1 Build a harmonious atmosphereThat would be better if you choose the topic on the itemsof commen interest for initial discussion such as sport ,tasted food ect, and show the happy experience, and in this busy moder people have not enough time to relax, those will let both enjoy this moment not just for the tasks to get benefit. Besides, you can express the wish of cooperation, in this case to give a subconscious cooperation impression to counterworker, can also be of interest to the other side to provide some business information, or for some very important issues are not simple to explore, if reach a consensus between the two sides of the heart that will occurs wonderful changes.3.2 Ask the question skillfullyAsk the question skillfully is a key for a negotiation success or failure, through ask question you will not only gain the information which peacetime can not get, but also will help you to confirm the judgement made before. Exporters should ask question on on-limits way (reply not use “yes”or “no”) to kown the impoters’demand, since this question can made the impoters speak their demand freely. For instance , “Can you tell me more about your company?”or “What is your opinion about our proposal?”. During this process, we have to note the answer that might be use later, after offer, theimporter always will ask “Cannot you do better than that?”, for this you don’t need to make a concession, but should responded by asking “What is meant by better?”or “Better than what?”, this question will lead the the importer explain where they were not satisfied. If the opponent use fuzzy world answer you asked, we can not accept but need require them make a specific answer, that is say that you can ask each in a row until know the circs completely. It is noteworthy that you should get the permit before you ask, especially In the early stages of negotiations. It has two advantages, First, if the other party agree to our questions, it will be more cooperative in answering questions; Second, if the other answer is “Yes”, this positive response will create a positive atmosphere for negotiations and bring a good start.3.3 Vague languageThe use of vague language has a lot of flexiblity to put out the information vague, avoid over-determined. For example, “I am afraid that the proposal you put forward just now is not too much you presentation makes me feel a little too—you kown what I mean”, “is not too much, you kown what I mean”all this are vague language, it has various meaning and no clear boundaries, so that they can neatly understand and nobig possibility to lead the negotiation get into deadlock.What’s more, it also will cost less to pass enough information to make right adjustments. We can use this vague word, such as, if perhaps, maybe, seem, as if, as far as I can tell, I’m afraid, it is said, sort of to some extent, ect. this word can help us get through the situation of predicament, make the nogotiation go smoothly, may be sometimes it has a mean of refuse, but it is not a undue hurt to the others’heart.3.4 Curve attackSun Tzu said, “in-line as straight”. Crowe Davis who is a General also said, “a shortcut to reach the goal is the most tortuous road”. It can be seen that if we want to success we should go ahead roundabout, otherwise, directly toward the target would lead to the other side of the alert and confrontation, and we should to seize the initiative by guide other’s thinking, for example, by the way of asking questions, let them say the answer you want to hear on a voluntary basis, On the contrary, the more you eager to reach the goals, the more likely to expose you intentions, instand been imposed by the other party.3.5 Silent and sound moderateNegotiations is not only the language of communication,but also acts of communication, you show something out always what you think in you heart. Body language, posture, etc., as linguistic forms, but also deliver a variety of information. Business negotiation sometimes need negotiators have a glib tongue, sometimes need keep silent, as said silence is golden. seeing from the linguistic standpoint, the silence is also a language, or a nod or shake their heads, or shrugging waved, or dumb. Just right of silence is not only a language arts, and sometimes even can do it “silence outweighs noise this time”to reach a higher realm of language arts. All this require the negotiators grasp the principle of moderate degree which is mainly manifested in degree of listening, intensity, depth.First of all, we must pay an attention to the acceptable level for listener. Good at listen better than who can say, so when we express our idea we would infiltrate some satisfied words into your sentence or some terms close to their conditions, then listeners are inclined to listen, and listen carefully, and also necessary to leave some suspense and stimulate other’s interest in language surprisingly, otherwise the listener will not keep up with the idea of the negotiations, can not touch the pulse of the negotiations, no agreement isreached yet.Followed by the intensity, that refers the strength of talking or the edge of using word in the negotiations. Strong represent the performance of powerful voice but not high-throat big voice, weak represent the performance of suitable and gentle voice. In this way, the tone sounds cadenced, and also make the emotional of content more colorful.Last, the depth, it refers to language and content in a comprehensive and deep level. The depth of flexible changes when we discuss can reflect different intention. Only the length of the lacking depth is too generalitity, no practical significance .3.6 Give tit for tatIn business negotiations, we often found some intractable people, such as “stingy person”, they tend to quote very high, and then refused to make concessions in a very long time, if you can not contain youself to make concessions, they will try to force you to make one and another concession. American psychologists who did some tests for such kind of people, let them respectively negotiate with the different rivals who make different degree concessions. The result show that the bestway to cope with this intractable emulants is tooth for a tooth and tit for tat, and also make ourself be a intractable people at the same time. However,it is important to note that we do this not the goal but a means to achieve, so it also need use proper.3.7 Use humor wordWhen we communicate with our clients, humor language can make serious and nervous atmosphere more easy to accept, it can suddenly become active again, even if in the war of words of arguments and fierce competitive bargaining. Humor also can be benefit to refute fallacies, and persuade the others to trust you. It can be said that the major functions of humor is to creat a good atmosphere for negotiation, and expressing emotion. So that negotiators will have a psychological enjoying and be glad to improve the efficiency of the negotiations. For example, I’m of the opinion that our meeting is fruitful but there is only one point that I feel disappointed (pause) is that there is no single issue at all that needs debating between us. In fact, in business negotiations, the humor reflects the elegance of negotiators, and who has a higher cultural cultivation and strong ability to control the language.3.8 Marathon-style tacticsIt refers that you should let them feel physical tired, then lead a slack spirit and a reduced enthusiasm for work, so we will be able to take the opportunity to achieve our goals. Specific practices are summarized as follows, first, in the early start of negotiations in international business, you should arrange a number of fun activities for opponent. For instance, first you can take them climb mountain, then visit some view, once more to have a dinner, after go to showplace. I believe that few people can brace this journey, to they surprise next day we notice the bargaining will hold immdiately. Second, in this process we can repeat one or several issues two or three times, let them feel weary and will easy to make mistakes unconsciously, and what we should do is to record the mistake and some favorable information. Anyway, this tactic only always be use for the aggressive and irritable negotiators, psychological studies have shown that this kind of people often lack patience and endurance, once the momentum has been strangled, self-confidence will be lost and soon defeated. While we want be care of using this tactic, it is too easy to discover our purpose and lead the other sides’uncomfortable.3.9 Emotion proddingEmotion prodding mostly depend on get other’s mercy by show their weakness, say some mourning language in order to achieve cooperation. This is strategy is to use emotional assault, by one special event to trigger the common feeling in peoples’heart and burst it out to creat an atmosphere, some negotiation group even engage people who are good at this poor-mouth skill to help them. Meanwhile that is a extreme strategy and only just be accepted by kindly and easy be moved opponents, for that not easy taking opponents there is no really effect.4.The problem and settlement leave behind negotiationThe end of negotiation do not mean a transaction have completed, there many works in post-negotiation, and it is also important for a business, we can not relax our mind.Athough there are some skills I introduced, that is not say if you use that you will succeed in negotiation. Negotiation is very complicated subject and determined by many factors, not just only need proper use skills, and the negotiators’qualities we cann’t look down, good representatives can make the negotiation more easy to success, actually they must have the following basic qualities, shrewdness, resourcefulness,endureance, adaptability, gregariousness, the ablity to articulate, also require the negotiators are very professional who have a wide variety of technical and ethical skills, another important request that all negotiators must preserve their solidarity, and responsible for their company when acting on its behalf.Negotiators also must fully understand that negotiation should be mutually benefit, and is based on the two sides(or multiple) to seek commen interests. In this process, each parties are eager to meet the needs of their direct and in direct, but must take other’s need into account at the same time, because it is the only way to ultimate success of the negotiation. Mutual benefit is that each parties should identify own needs first, and then explore other’s need and then work together to to find the condition and feasible approach that will meet both sides’need. In the negotiation, both sides have to fight for their own interests to maximize the relationship of confrontation, but also there has impotant relation of cooperation.5.ConclusionUnder a condition of the open economic system, manyenterprises are in the process of opening international marketing, business negotiators mastered a variety of international business negotiation skills, and flexible to use, companies will be able to success during negotiate with each other’s business, then allowing companies to in a highly competitive market and rapid development.References:[1]姜利军；彭江.商务谈判[M].北京：中国物质出版社，1988:12[2]刘园. 国际商务谈判[M].北京：对外经济贸易大学出版社，1999:1[3]建修.商务谈判36计[M].北京:当代中国出版社,2002:11[4]乔淑英;王爱晶等.商务谈判[M ].北京:北京师范大学出版社,2007:2[5]潘肖珏;谢承志.商务谈判与沟通技巧[M].上海：复旦大学出版社,200:8[6]叶柏廷.决战谈判桌[M].内蒙古：内蒙古文化出版社,1997:2[7]仇志荣.对外商务谈判中的问题与对策[M].北京：中国经济出版社,1994:8。

职场英语 Skills in Business Negotiation Entering into the 21st century, the economical express of china has been developed dramatically and driven into the roadway of canonical marketing economy; business negotiation had been to the leading actor in the social economical activities and bee the bridge of business relation between personal and enterprise. in the circumstance, do you feel that someone is continually taking advantage of you? do you seem to have to fight your corner aggressively, or ally with others, to win the resources you need? or do you struggle to get what you want from people whose help you need, but over whom you have little direct authority? if so, business negotiation is really necessary, the skills are earnestly needed. that is why i start this paper and be dedicated to show you some skills.ⅱ。