How to Succeed in Business Negotiation The Preparation is the Key to Successful Business Negotiations如何取得商务谈判的成功论商务谈判的准备是成功的关键

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1、How to Succeed In Business Negotiation ---The Preparation Is the Key to Successful Business Negotiations n Abstract: This paper firstly introduces the background with global economic development , foreign trade is continuously expanding, causing the commercial negotiation of inevitability. It t

2、hen combines in business negotiations, with no ready work failure negotiations case proof business negotiation has prepared in business negotiations the importance of success. It elaborates the five preparatory work of business negotiation, namely around negotiations were investigated, organization

3、 talks team, Clear negotiations target, draft negotiations plan and for negotiations etiquette and language skills preview , Finally the simulation of negotiations are ready to drill, that is to explain negotiations preparation is the key to obtain the successful business negotiations. n Key words:

4、 business negotiation; preparation; drill 如何取得商务谈判的成功:论商务谈判的准备是成功的关键 n 摘要：本文首先通过背景介绍随着全球经济的发展，对外贸易不断扩张，导致商务谈判的必然性；然后结合在商务谈判中，由于没有做好准备工作的失败谈判案例证明商务谈判准备在取得商务谈判成功的重要性。阐述商务谈判准备的五个准备工作，即围绕谈判进行调查研究、组织谈判队伍、明确谈判目标、拟订谈判计划以及对谈判的礼仪语言的技巧预习；最后通过模拟谈判的准备来进行演练，说明

5、谈判的准备是取得商务谈判成功的关键。 关键词：商务谈判；准备；演练 12 Contents 1. Introduction 5 2. Business negotiations preparation overview 5 3. Business negotiation background investigation 6 3.1 Background investigation and analysis 6 3.2 For negotiation opponent investigation 6 3.3 To negotiate their own un

6、derstanding 7 3.4 The analysis of information 7 4. Successful business negotiations organization preparation 8 4.1 Organization’s constitute 8 4.2 Organizations management 9 5. Business negotiation scheme formulation 9 5.1 Business negotiation plan requirements 9 5.2 Negotiations goal setting

7、 9 5.3 Negotiation strategy deployment 10 5.4 Negotiation topics and timing of the selected 10 5.5 Negotiation site selection 10 5.6 Business negotiation scene decorate 10 6. For successful business negotiations etiquette and language skills preview 11 6.1 Negotiations etiquette 11 6.2 Negoti

8、ation language 11 6.3 Cultural differences and business negotiation 11 6.4 Negotiations of language and non-language culture 12 6.5 Negotiation language communication and psychology 12 6.6 Foreign-related negotiation of etiquette and taboo 12 7. Mock negotiation and necessity of preparation and

9、 drill 12 8. Conclusion 13 Works Cited 14 How to Succeed In Business Negotiation ---The Preparation Is The Key to Successful Business Negotiation n n 1. Introduction Since Chinas reform and opening-up, Guangdong foreign trade exports remain a certain speed development.

10、Todays world economy is open economy, economic activity is a worldwide develop. Any country can only rely on their resources, production ability, scientific technology to meet domestic demand. With the continuously development of socialized production, whether science and technology of advanced coun

11、tries, and poor countries, should pay attention to study using the strongpoint of other countries, from others of scientific and technological achievements. Since China entered the WTO, along with the further expansion of foreign trade in China, the urgent need to introduce advanced foreign technolo

12、gy, equipment and management experience, the development of commodity economy. Guangdongs economic in continual development, to expand foreign export, develop foreign trade, must learn foreign trade negotiations. And business negotiations preparation for the result of the negotiation plays a key rol

13、e. There have such an example: China to negotiate a team to the Middle East country on a project contract with the negotiations. In the prattle, China is responsible for the commerce clause members inadvertently commented on the Middle East prevalence of Islam, causing the other members displeasure

14、. When it comes to substantive issue, each other more radical business negotiations personnel slightest concession and repeatedly reveal withdraw negotiations intentions. Cases appeared in the main obstacle to communicate responsible members of the Chinese business terms inadvertently commented on t

15、he Middle East prevalence of Islam. Chinese negotiators in negotiations should know each other before the customs and be fond of, avoid similar with this happening again, so-called mutant can ever victorious. The " mutant, a hundred battles with no danger”. In an official business negotiation, befor

16、e negotiators need to have negotiation opponent through all understanding, which requires the negotiators to do a great deal of preparation work. Negotiation is the preparation doing perfect for negotiations success has key role, business negotiations preparation in business negotiations are very i

17、mportant. n 2. Business negotiations preparation overview In a business negotiation, the preparatory work is critical. Most major negotiations in the preparation stage work are finished. The preparations of the business negotiation generally includes negotiating background research, negotiation

18、organization preparation, negotiation plan business establishment task. n 3. Business negotiation background investigation In business negotiations should be prepared to themselves and each other before background investigation data of, arrange for a perfect material. n 3.1 Background invest

19、igation and analysis The negotiation is certain legal system and a particular political, economic, cultural under the influence of the social environment. They will directly, indirectly affect the negotiations. Negotiations, especially foreign business negotiation of environmental factors including

20、 negotiation to countries all the objective factors. Such as its political, legal and social culture. The economic construction, natural resources, infrastructure and climatic conditions with geographical position, etc. Analysis in negotiation opponent local economic status, and understand the local

21、 business practices, help formulate appropriate negotiations strategies. For instance the enterprise decision-making processes where, how, how to enterprises management level, etc. Next, economic situation also not allow to ignore. Changes in the economy might to enterprises decision and product sal

22、es bring tremendous influence. For example, this place to have adopted new trade control measures, etc. Notice also that the target market. Of the target market survey can from three aspects. First , demand. Including target market on the product market demand, demand structure, the demand of satisf

23、action, potential requirements, etc. Through investigation, to find out the target market on consumers consumption psychology and consumption demand, basically master consumers for this product expense intention, objective estimation this products competitiveness, favors and negotiation opponent bar

24、gaining and obtain better economic benefits. Second , sales information. Including such products in the past few years of sales, sales amount and price changes, this kind of products are in the local production and input of the trend of development. Through the investigation of sales, can make the n

25、egotiator generally grasp market capacity, determine product sales quantity or purchase quantity. Third, the situation of competition. Inclusion target market competition the number, production gage touch, product performance, price level, etc; Competitors use sales organization form, which provide

26、after-sales service, competitive products market share, etc. Through investigation, make negotiators can grasp the basic situation of competitors, looking for their weaknesses, predict 3s product competition ability, in the negotiations flexible price levels. n 3.2 For negotiation opponent invest

27、igation To make negotiation opponent investigation, namely do the so-called "know there", can from the following four aspects work: (1) the credit standing. Survey negotiation opponent standing, one is to investigate each other whether have the contract legal qualifications. In carries on the inv

28、estigation, we can ask the other party to provide relevant documents of proof, for example: established to register proof, legal person qualification certificate, etc. Tow is to investigate each others capital, credit and compliance capabilities. Carries on the investigation, source can be public ac

29、counting organizations to this enterprises annual audit report, also can be the bank, credit consulted by the agency of documents or other channels provided information. Three is the investigation of negotiation opponent permissions and its negotiating limit. (2)opposite sides negotiating style. Neg

30、otiation means the negotiator in multiple style negotiations have consistent style. Understand negotiation rivals for the prediction of the negotiations style, the developing trend and negotiations, the other party may adopt the strategy and make our negotiations strategies, can provide important ba

31、sis. (3)opponents to our trust. This is mainly to understand each other for my side of the operation ability, financial status, payment capacity and negotiation skills, commercial credit evaluation, etc. Through analyzing the situation understanding, can better design negotiations scheme, the initia

32、tive.(4)the other condition of negotiation opponent. Like others main talk negotiations personal background, including its resume, beliefs, personality, family members, hobbies, etc, through its personal background of understanding, can to a certain extent cast its place, for example in fete is used

33、 when the other familiar music as background music such as national, will be more beneficial for the negotiation process. n 3.3 To negotiate their own understanding To know oneself is the negotiator, achieves the so-called "know myself" For the importance of the transaction on us, our competitio

34、n of the position, we know about the business market degree, our negotiators experiences, etc. You need to be aware that in their own conditions analysis, must objective. Here, can adopt SWOT analysis. "The SWOT analysis" is the earliest from San Francisco university professor of management in 1980s

35、 proposes. The SWOT analysis representative the strengths, weaknesses, opportunities and threats of the enterprise. (1) S - Strength. The analysis enterprise in the negotiations superiority, can make the negotiators to develop these advantages, which is beneficial to obtain good negotiation effect.(

36、2) W - Weakness . In the negotiation in our disadvantage is the problem that do not allow to ignore. In their survey, keep accurate positioning our weaknesses, and make corresponding measures. Such as small and medium-sized export to think oneself multi-purpose disadvantaged. If representing a produ

37、ction capacity of limited small export company in talks are during negotiations can emphasize indirect cost is low, the production process flexible production line, convert less time and willing to accept small batch ordering etc, in order to put this weakness change into a kind of strengths. In sho

38、rt, if can take reasonable measures will be disadvantage turned the interference factors even is our advantage, then at the negotiating process, negotiators will more can actively, seize the opportunity to obtain a good negotiation effect. (3)O - Opportunity ,Through the analysis on the environment

39、and negotiation opponent, combining with its own factors, and find out the opportunity and seize the opportunity to negotiator in the negotiations dominate advantage is of vital importance. (4)T - threats. Through to the environment and negotiation opponent analysis, according to its own factors, an

40、d find out the negotiations on my side of the risk factors and reason, can take responsive measures, mitigate the threats may the adverse consequences. Anyway through to my side of the various conditions of objective analysis, help us find out the advantages and in the negotiations weak link, formul

41、ates target-oriented negotiating tactics to usher in the negotiation, obtain good effect. n 3.4 The analysis of information Negotiation of information collection :(1) from domestic relevant units or department collect data (2) from domestic and abroad in institutions have connection with this u

42、nit of data collected from local unit (3) public institutions provide already published and unpublished data obtaining information (4) this enterprise or units directly send personnel to each other countries or regions are examined and collect data. Negotiations data collection and analysis:(1)

43、to will collect the information, assay and eliminate some false information, some cant have enough evidence to prove that information, some with more subjective guess information, keep the reliable, comparability of information, avoid to cause errors of negotiations and decision making.(2) should be

44、 in already proved material on the basis of reliability speak material by summing up and classification. (3) will be cleared up material do serious study and analysis, from the superficial phenomenon for its intrinsic logic and reasoning, this problem to Pilate, have perceptual knowledge rise to rat

45、ional knowledge, then puts forward and important meaning of the problem.(4)will question to form a correct judgment and conclusions, and put forward about the negotiation decision-making is of guiding significance for the advice, business leaders and negotiator reference.(5)write background investig

46、ation report. Survey report is the final results of investigation on negotiations, a direct guidance. Investigation report will have plenty of facts, accurate data, have to play a directive role negotiations preliminary conclusions. n 4. Successful business negotiations organization preparation

47、 An excellent negotiation organization, need of different structural professionals constitute, improve the negotiators quality and ability is very important. 4.1 Organization’s constitute Negotiations organization constituted the principle: the first, knowledge complementation

48、, negotiators book knowledge and experience of knowledge complementary. Negotiating team both highly educated youth knowledge to learn, also have has competed with rich practical experience in the negotiations veteran. The second, Character coordination, negotiators character to complementary coordi

49、nation, speaking different character people develop out the advantage of each other, make up its shortcomings, to be able to display the whole teams biggest advantage. The third is a clear division of work, negotiating team wants every body had a clear division of work, as a different role. Negotiat

50、ors are equipped with all kinds of proficient in the professional personnel composition a quality cont-rol, knowledge is comprehensive, the coordination tacit understanding of the team. Negotiating team leaders, responsible for the entire negotiations, the leadership team and leadership and negotiat

51、ions have decision-making power. Advantage is negotiating leaders also the chief negotiator. Business personnel, by familiar commercial trade, market, price situation trade expert as external liaison work. Technical person in the negotiations is responsible for relevant production technology, produc

52、t performance, quality standard, the product inspection, technical service and so on the negotiations. Financial personnel, by the familiar financial accounting business and financial knowledge, has strong ability of the financial accounting, accounting personnel as, mainly responsible for the price

53、 is about the talks business accounting, the terms of payment, payment, currencies and financial related problem checks. Legal staff, duty is to be the legality of contract terms, integrity, preciseness, also can be responsible for the work involves the legal aspects of negotiations. Translators who

54、 have proficiency in a foreign language, familiar with the business of full-time or part-time interpreter as, mainly responsible for oral communication in the words translation work, both intention, cooperate the negotiation language strategy. Negotiators the division of labor and cooperation, each

55、negotiators had a clear division of work, all with their own duties, the Lord with auxiliary talk about must close cooperation can give full play the role of main talk, talk to cooperate with main auxiliary staff and talk about to supportive role. n 4.2 Organizations management Negotiations org

56、anizers shall, according to the specific contents of the negotiations, participate in negotiations personnel quantity and grades, from the enterprise internal departments concerned selected. To have a comprehensive knowledge, decisive decision-making ability, strong ability of management, it has cer

57、tain authoritative position. Negotiations organizers Responsible for selected negotiators, organization talks team. Management team, coordinating negotiation negotiations team members of psychological state and mental state, handle the relationships between the members, make the team solidarity, mut

58、ual efforts, realized negotiations goals. Leaders to develop negotiations execution plan, certain stage objectives and strategies, and according to the negotiation process strategy of actual flexible adjustment. On duty to report the negotiation to superiors or related interest parties to get superi

59、or instructions, and implementation of higher decision-making plan, satisfactorily completed negotiations mission. Senior leaders of the negotiation process management is to determine the basic principles and requirements negotiations, the negotiations before the start of the top leaders to negotiat

60、ions personnel points out clear negotiations policy and requirements, make the negotiators have definite direction and goal. In the negotiation process to the negotiators for guidance and regulation, senior leaders should maintain close contacts with the negotiator, ready to give negotiators guidanc

61、e. And critical moment appropriately in the negotiations, when an impasse in negotiations, senior leaders can actively provoked an intervention, and may meet with other senior leaders or negotiation or negotiating team, friendly cooperation intention, mediation contradiction to create conditions for

62、 talks out of the deadlock, smooth realization ideal goal. n 5. Business negotiation scheme formulation A successful business negotiation must have a complete negotiations scheme. Negotiating the formulation should be very detailed, the most important is completes the negotiations goals. n 5.1 Bu

63、siness negotiation plan requirements Business negotiation plan requirements to have certain reasonableness, must be based on thorough investigation and accurate scientific analysis on the basis of the true manifests the enterprise the fundamental interests and development strategy, and negotiato

64、rs guiding role. Business negotiation plan to concise, specific content, clear, should make negotiators easily remember its main contents and basic principles. In the course of the negotiation conditions are may occur suddenly change, want to make negotiators in a complicated situation obtains more

65、ideal result, they must make negotiation plan has some flexibility. n 5.2 Negotiations goal setting Negotiation target means to achieve target specific target negotiations, declare it negotiations direction and goal of enterprise to the negotiations, the desired level. Negotiations can be divid

66、ed into three levels of the target : First, the minimum target is in the negotiations to their side is concerned no concession leeway, must achieve the most basic target. Second, acceptable target is when negotiators according to the subjective and objective factors, through comprehensive appraisal of negotiation opponent for enterprises, and the interests of the comprehensive consideration, scientific verification after certain target. Third, the highest expectations is