Design Your Negotiation Strategies for Businessmen from the Americas and Europe
I.：Introduction
According to Robert Maddox, author of SUCCESSFUL NEGOTIATION, negotiation is the process we u to satisfy our needs when someone el controls what we want, is a basic human activity as well as a process people undertake every day to manage their relationship, is a fact of life. People negotiate something at work, at home, or as a consumer everyday even when they don’t think of themlves as doing so. Negotiation is a conflict-solving process, so negotiation strategies are necessary. In different situation , need different strategies. International business negotiations cover various levels of negotiators from multi-nations and multi-nationalities. Due to different cultural background and customs there exist evident differences of values and negotiation styles among people all over the world. Therefore a business negotiator should have some business conventions of different countries. Different cultures solve problems in different ways. You must ask yourlf what you expectations are when you enter a negotiation tting. The expectation of different cult
ures, even within an organization, can be very different. Tho expectations relate directly to their view of what the problem is and what the values are surrounding the problem and the options for solving it.
So in this paper, focus will be laid upon what negotiation strategies is, what the major negotiation styles are in the Americas and in Europe, and what differences are between in the Americas and in Europe.
II：what I have learned from this cour
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This term, we have learned the ENGLISH FOR INTERNATIONAL BUSINESS-------NEGOTIATION & COMMUNICATION. At first, I don’t know anything about business negotiation, but now something are change and different. We have learned Part1 - ABC to business negotiation & communication, Part3-Practical business negotiation, and Part 4 – Intercultural business negotiation & communication in this term. Through learning 3 part, I already know that what is communication and negotiation, what are the principles and strategies of negotiation & communication, what is the intercultural business negotia
tion and so on. In class, we always have opportunities to practice our new knowledge ,as to me ,I think it is a better way to study well, which enhance our business English ability to some extent, after that ,I know what is it and how to u it. In the future we may u it’s theories into our daily life to help and change us. All in all, It’s very uful in English major.
III：The brief introduction to negotiation strategies.
What is negotiation strategies?
Negotiation strategies is a kind of psychological judo. Strategies are crucial to business negotiation. They are acting guidelines and policies of the whole negotiation process and are subject to modification with the progress the negotiation. Since different organizations work in different ways, and each has a characteristic style of negotiation, negotiators need training and experience before they can successfully handle the different styles of other parties. No single style of negotiation “wins”. It is the more skilled negotiator who will prevail.
A: Choosing suitable style and modes.
As strategies are cloly related to negotiation styles, each negotiating team and each negotiator should choo a style that will best rve their goal. Negotiators and teams must be flexible, able to change styles as easily as they change locations.
B: Strategies of pre-strategies of prentation.
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In the bidding prentation of the negotiation process, there are three guidelines to the way in which a bid should be put firmly , clearly, riously, and without rervation or hesitations.
C: Strategies of responsiveness. 二胡曲谱>民工工资
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At this stage first party should fully aware that he has put a bid, and he has a prefect right to know what the other party is prepared to offer in return. It’s quite necessary to do some rearch work of studying the other side before responding to the bid. In responding to bids by the other party there is a need to distinguish between clarification and justification.浅草才能没马蹄的上一句是什么
On this basis, he or she must have idea how to satisfy the other party in gaining their interests and at the same time have to figure out what are the interests that really belongs to them and what are the things they expect to get.
表格筛选D：Offensive and defensive strategies.
Offensive strategies are designed to take the initiative while defensive strategies are the counter to offensive ones, and they are the springboards from which a counter-offensive can be launched.
E: Strategies of making concession.
Making concessions is one of the most popular strategies ud in the bargaining process to keep the negotiation on going. Making concessions however has a lot to do with many other factors. Every concession is very cloly connected to a party’s own interests. Although it depends mainly on the negotiator’s flexible usage of the strategies of making concessions, it also is constrained by some basic principals.
F: Towards ttlement.
When the parties become aware that a ttlement is approaching, they should make final offer.
IV：The major negotiation style in the Americas and in Europe .
