Business Negotiation Skills in English
〔商务英语谈判技巧〕
Phas of Negotiation
According to Robert Maddux, author of Successful Negotiation, negotiation is the process we u to satisfy our needs when someone el controls what we want. In business negotiations, the two parties endeavor to obtain their business goals through bargaining with their counterparts. Business negotiations are conducted in the following four phas: the preparation pha, opening pha, bargaining pha and closing pha.
Preparation pha
1.Choosing your team
The negotiation team should include members in the following areas:
✓Commercial: responsible for the negotiation on price, delivery terms, and commercial p
五月婷婷丁香六月olicy of risk taking.
✓叫花子鸡Technical: responsible for specifications, programs, and methods of work.
✓Financial: terms of payment, credit insurance and financial guarantees.
✓Legal: contract documents, terms and conditions of contract, insurance and legal interpretation.
✓Interpreter: familiar with the foreign language needed as well as the negotiation-related knowledge, and having certain communication skills.
The most important role in the team is the chief negotiator (CN), who is suppod to posss the following qualities: sociability, shrewdness, adaptability, patience, endurance. Other than that, extensive knowledge, clear oral expression as well as strong leadership are also important for a CN.
2. Gathering and analyzing information
Valuable information covers the areas in political, legal as well as business system, market rearch, financial policies, infrastructure and logistics. The knowledge on the counterpart is also necessary. With the information妙手空空 at hand, it is time do a feasibility study to adjust our goals to be achieved.
3. The negotiation plan
The plan defines the negotiating objectives, ts the minimum acceptable level for each term, and states the time control, initial strategy, the tactics and others including the location, personnel and facilities needed. A well-designed plan allows more flexibility in different situations and guides the negotiators through the negotiation process without getting off track.
The opening pha
It is common that the ller submits proposals. Then the buyer confronts with three options: outright acceptance, outright rejection, and qualified rejection, the last of which is
组织管控usually the most choice. Once the positions and objectives of both parties are revealed, the negotiators begin to reflect both on the loss they will suffer if they would concede and on the loss they will receive if they would refu to concede.
The bargaining pha
At this stage, concessions are made and advantages are gained, thus an agreement is to be achieved. Necessarily the team should make a reappraisal of the other party’s concession factor. If the other party concedes more/faster than expected, their real concession factor is greater. Adverly, if the other party concedes less/slower than expected, they are perhaps correct in estimation, or they are simply bluffing. As the negotiation moves to the stage of identifying particular concession exchanges, the negotiators will expect to receive signals which indicate the genuine positions.
家暴法The closing pha
Once the ller and the buyer reach an agreement, it is time to draw up the contract. Typi
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cally one party prepares the contract listing the agreed upon claus. The other party makes amendments to the wording to make them more cloly reflect the agreement.
Negotiation Strategies and Tactics
Negotiation strategies and tactics are crucial to business negotiation. Generally speaking, strategy may be defined as the overall plan ud to gain advantage over the opponent or achieve some end. 青山不墨电视剧Tactics may be defined as the means by which the strategic objective is achieved. Once a strategy has been chon, tactics must be devid to assure that the goals are achieved.
Strategies
There are two basic strategies: offensive and defensive. Offensive strategies are ud to take initiative while the defensive ones are to obrve and wait until opportunities挂号信查询 come and necessary measures be taken. Usually the party with the greatest n of need will make the initial contact. However, a suitable strategy will only emerge only after the following guidelines are considered:
