Business Negotiation商务英语谈判重点.docVIP

重点： 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-Negotiation Face-to-Face Negotiation ( At the Negotiation P.1-3 ) Post-Negotiation What is business negotiation? Business Negotiation is a kind of discussion aimed at reaching a business agreement or a business contract. Four stages in business negotiation non-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 Address Chinese 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 USA Manner: Direct Manner / Indirect Manner Decision-Making: Quick, Top-Down / Slow, Tine-Consuming Work Ethic: Individual Oriented / Social Pressure Value Results more than its Process / Community Belonging, Priority to Planning Merits: Efficiency / Encourage Cooperation Competition in Workers / more Humane Demerits: Frustrating Workers / Lack of Efficiency and Competition 4） China’s Foreign Trade Policy The principle of China’s foreign trade is “equality, mutual benefit and exchanging what one has for what one needs”.（平等互利，互通有无） 5） An Introduction to the Five Links of International Business Negotiation Enquiry （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