商务英语谈判技巧窍门[汇编].pdfVIP

,. Business Negotiation Skills in English （商务英语谈判技巧） Phases of Negotiation According to Robert Maddux, author of Successful Negotiation , negotiation is the process we use to satisfy our needs when someone else 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 phases: the preparation phase, opening phase, bargaining phase and closing phase. Preparation phase 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 policy of risk taking. ? 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 supposed to possess the following qualities: sociability, shrewdness, adaptability, patience, endurance. Other than that, extensive knowledge, clear oral expression as well as st