Business Negotiation商务英语谈判重点 .pdfVIP

重点： 1)What is Negotiation? “Negotiation”means “doing business”or a discussion aimed at reaching an agreement. Four main phases of negotiation: ① The preparing phase （预备阶段） ② The debating phase （争论阶段） ③ The proposal phase （建议阶段） ④ 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 2)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 ① non-task sounding （开局前的试探） ② task-related exchange of information （交换与谈判目标有关的信息） ③ persuasion （说服） ④ concessions and agreements （让步与同意） 3 ） Some Issues that Chinese Corporations and Negotiators Need to Address ① Chinese businessmen tend to have business negotiations in a rather indirect manner, as opposed to the direct manner of American businessmen. ② 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 ① Manner: Direct Manner / Indirect Manner ② Decision-Making: Quick, Top-Down / Slow, Tine-Consuming ③ Work Ethic: Individual Oriented / Social Pressure Value Results more than its Process / Community Belonging, Priority to Planning ④ Merits: Efficiency / Encourage Cooperation Competition in Workers / more Humane ⑤ 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