1、On Business Negotiation Skills English 084 Group 3（外国语学院）Business Communication Term Paper（2008 级）题目: On Business Negotiation Skills学生姓名: 张云阳、孙奇、王维 系 别: 英 语 系 班 级: 英语 084（3） 任课教师: 孙玉琦 2011 年 12 月 7 日On Business Negotiation Skills English 084 Group 3Group Work of Group threeOn Business Negotiation Sk
2、illsIn each trade, either international or domestic, business negotiation can not be left out. So better understanding of it must be rewarding. As to its definition, there are many different kinds of versions. It is defined by Bai Yuan as “Business negotiation is a consultative process between gover
3、nments, trade organizations, multinational, private business firms in relation to invest, import, or export products, machinery, equipments or technology. It is one of the most important steps taken toward completing import and export trade agreements.”(Bai, 2008:20). Thus business negotiation is th
4、e economic activity which is happened between two parties and its aim is to reach an agreement and achieve a win-win result. In economic activity, the skills of the negotiation are extremely important. Proper business negotiation skills can make the trade successful. On the contrary, improper skills
5、 will ruin the whole trade. In the following part, this paper will introduce some business negotiation skills in preparatory stage, negotiating strategies and some main points in the whole negotiation.1. Preparations of the business negotiationBecause there are various changes in the negotiation, so
6、 we should be well prepared every time. Adequate preparation will help us deal with On Business Negotiation Skills English 084 Group 3negotiations smoothly.1.1 Knowing ourselves as well as the enemyIn the negotiation, negotiators should analyze own conditions as well as try to comprehend the other p
7、artys, including his strength, his countrys policies and his countrys culture.1.2 Improving negotiators qualities To some degree, the negotiation is the competition between negotiators. The results are often based on negotiators confidence, decisiveness and other qualities. So to improve the negotia
8、tors qualities is a very important preparation.1.3 Setting the limitationThe most common problem met in the negotiation is price. So setting the limitation of price before negotiation is necessary. It can help alter negotiation strategies. 2. Strategies in developing the negotiationNegotiation is th
9、e process of both sides coming to an agreement and making a joint decision where everyone is in concurrence. In business negotiations, being able to effectively negotiate is a critical skill needed for many reasons such as dealing with suppliers and agreeing on the terms of a contract. A cooperative
10、 strategy is a powerful weapon helping to win the negotiations. By creating a harmonious business relationship, both of the two sides feel satisfied and benefit a lot in the transaction. On Business Negotiation Skills English 084 Group 3There are several strategies for effective business negotiation
11、. 2.1 Handle conflicts with a right attitudeIn business negotiation, conflicts are unavoidable. An aggressive attitude may result in breaking the relationship with our partner while a too frank communication may bring our company into an unfavorable situation. So its quite important to adjust oursel
12、ves in the negotiating environment. Neither be too aggressive nor too straightforward. Treat the other side with respect and Try best to make the deal as beneficial as possible.2.2 Ensure a margin to play withWe are always faced with such problems that some of the requirements of the other side are
13、unreasonable. Faced with such problems, some people may refuse at once, leading the negotiation into stalemate. Actually we do not need to respond immediately. What we should do is to agree to most of his requirements, leaving room to prepare for bargain. Sometimes, if we are willing to think creati
14、vely, there are opportunities for both sides to win in a negotiation2.3 Listen to the other firstBe a patient listener and try to get as much information as possible out of the other sideboth verbally and nonverbally. Generally, the more you know about your opponent, the smoother your negotiation wi
15、ll be. Because when you are listening, you get more information and know On Business Negotiation Skills English 084 Group 3their weaknesses. It is an important foundation and premise in attacking and defending in negotiation. Sometimes, we can compromise in partial issues in exchange for gaining the
16、 other sides concession in major issues. This concession will bring our company more than what we have paid for2.4 Reach a mutually beneficial solutionThere is often a tension between cooperating for the greater mutual benefits and pursuing ones narrow self-interest. Traditionally, when we negotiate
17、, we are advised to find win-win agreements by searching for common ground. So identifying the common ground is the key element. Confirm the subject or purpose early and areas of likely conflict before moving on to the trading stage. While negotiating, we should establish a sense of mutual understan
18、ding. Try to be more considerate, knowing limits for their reasons. And then the negotiation can be smoother. 2.5 Set goals and prepare for changes Before negotiation, we should set goalsconsider what wed like to achieve from the negotiation and prepare several plans in case it changes. Be clear abo
19、ut what area can we compromise if necessary and what our bottom line is. To break through the opponents resistance we need to reverse the dynamic, this will help to negotiate more confidently and comfortably.3. Main points in business negotiationIn the negotiation, any small problem without properly
20、 handled couldOn Business Negotiation Skills English 084 Group 3lead to the failure of the negotiation and result in loss to both sides, so mastering the essential points of business negotiation will play a multiplier effect on the whole business activity. Detail is the key to success. During the bu
21、siness negotiation, actually there are many details we need pay attention to, and those details are implicit and hard to spot. The following four points will tell us those details and help get through the business negotiation smoothly. 3.1 Grasp the essentials of listeningListening plays a vital par
22、t in the whole business activity, and it is also a way to show respect to our business partners. Through listening, we can dig out the truth of facts and get to know the other partys motivation. Moreover, we can adjust our negotiating strategies accordingly to cope with the motivation. When listenin
23、g, we should analyze the views or the purposes implied in the negotiating. This helps control the negotiation and cater to the idea of the other side. As to the ambiguous views, we need write it down first when the negotiator is talking. Then consult the negotiator about the ambiguity and make sure
24、everything is clear in case any misunderstanding comes into being. 3.2 Grasp the essentials of expressionDecent and appropriate expression can make the negotiation cut into the subject without any mistakes. In negotiation, implementing schemes, methods and attitude should be expressed clearly to eac
25、h other both orally On Business Negotiation Skills English 084 Group 3and on the paper documents. Anything irrelevant to the subject of the negotiation should not be mentioned for unnecessary trouble may nurture from it. Figures about prices, numbers and dates should be precise and accurate without
26、modifiers such as “about, maybe or more or less “, because any of these words will show indeterminacy and indecisiveness to your opponent, which makes your credit drop drastically. 3.3 Initiate questions smartlyQuestioning can divert the opposite sides thought, draw his or her attention and control
27、the direction of the negotiation. During negotiation, questions or doubts occur frequently. This is a normal phenomenon. However, how the questions should be initiated depends on the situation. When something is unclear or ambiguous, rhetorical questions can be applied to ask for an explanation, whi
28、le introductory questions can be used to detect the other partys inner thoughts and selective questions can force the other side to make a choice. Anyway, the style of questing should suit to the negotiating atmosphere.3.4 Understand the essentials of persuasion The purpose of persuasion is to make
29、the other side change his or her original ideas and accept our suggestions willingly. The employment of persuasion should neither be too aggressive nor too frail. When trying to persuade others, we need to make them clear about what advantages or disadvantages will exist once they take our advice. T
30、his is an indication On Business Negotiation Skills English 084 Group 3of respect and honest communication, which agrees to the principles of cooperation in business negotiation. If we only persuade others based on one-side interests, the other side will feel fraudulent and have no interest to go on
31、 the negotiation. 4. ConclusionBusiness negotiation is a challenging communication activity, which requires the parties involved to recognize the truth, identify the purpose, master the negotiating essentials and employ every possible negotiation means flexibly to maintain and strive for their inter
32、ests. Business negotiation skills help to ease the hardship in this activity. With the help of good preparations, sound strategies and important negotiating essentials, the rate of being successful in this none-smoke battlefield will surely be high, and business negotiation will be no longer a heada
33、che to the people working in this field. Appendix 1Reference resources:白远， 国际商务谈判, 北京，中国人民大学出版社，2008:20谢萍, “浅议商务谈判的技巧”, 湖北：湖北省电力勘测设计院， 2009Appendix 2小组分工 Task Allotment王 维：mainly responsible for “the abstract and preparation”On Business Negotiation Skills English 084 Group 3孙 奇：mainly responsible fo
34、r “Developing the negotiation strategies“张云阳：mainly responsible for “Main points in business negotiation and the conclusion”Thanks for your attention!Signatures:_ _ _On Business Negotiation Skills English 084 Group 3Questions I may ask about this thesis1. You said you need improving negotiators qual
35、ities, how to manage it? 2. How to set your limits in business negotiation? Choose one of those factors to talk more such as price delivery or other items.3. Do you think skills are vital to business negotiation? Any other elements can you state to a successful business negotiation?4. Is there a real win-win agreement in business negotiation? What is your understanding to it?
