国际商务谈判的五个技巧.doc

国际商务谈判的五个技巧 International business negotiations five skill I 进出口商要想成功就得掌握谈判技巧。掌握谈国际商务判技巧，就能在对话中掌握主动，获得满意的结果。我们应掌握以下几个重要的技巧： International business negotiation is a discipline that the organic combination of scientific and artistic, due and certain principles of negotiating .The essay consider that the only following the six principles, namely: give consideration to the interests of both sides principle, the principles of fairness, time principle, principle of information, principles of negotiation psychological activity the principle of good faith and negotiating position to win the negotiations of the initiative,to avoiding loss of possible opportunity cost , fight for favorable conditions for cooperation进出口商要想成功就得掌握谈判技巧。贸易谈判实际上是一种对话，在这个对话中，双方说明自己的情况，陈述自己的观点，倾听对方的提案、发盘、并作反提案，还盘、互相让步，最后达成协议。掌握谈国际商务判技巧，就能在对话中掌握主动，获得满意的结果。我们应掌握以下几个重要的技巧 Import and export business have to master negotiation skills if they want to be successful . Actually , trade negotiationsis a kind of dialogue, in this dialogue, the two sides expounded his situation and state the own point of view, listen to each others proposal and offer the proposal, also offer concessions to each other, and finally to reach an agreement. Masterring national business negotiations skills, you can grasp the initiative in the dialogue and obtain satisfactory results .we should grasp the following several important skill : 国际商务判技巧一：多听少说 International business negotiations skills one : listen more talk less缺乏经验的谈判者的最大弱点是不能耐心地听对方发言，他们认为自己的任务就是谈自己的情况，说自己想说的话和反驳对方的反对意见。因此，在谈判中，他们总在心里想下面该说的话，不注意听对方发言，许多宝贵信息就这样失去了。他们错误地认为优秀的谈判员是因为说得多才掌握了谈判的主动。其实成功的谈判员在谈判时把50%以上的时间用来听。他们边听、边想、边分析，并不断向对方提出问题，以确保自己完全正确的理解对方。他们仔细听对方说的每一句话，而不仅是他们认为重要的，或想听的话，因此而获得大量宝贵信息，增加了谈判的筹码。有效地倾听可以使我们了解进口商的需求，找到解决问题的新办法，修改我们的发盘或还盘。“谈”是任务，而“听”则是一种能力，甚至可以说是一种天份。“会听”是任何一个成功的谈判员都必须具备的条件。在谈判中，我们要尽量鼓励对方多说，我们要向对方说：“Yes”，“Please go on”，并提问题请对方回答，使对方多谈他们的情况，以达到尽量了解对方的目的。 It is biggest weakness for inexperienced negotiators that they are not patiently listen to other partys speak, they think that their task is to talk about their situation and say their wanted to say and refuse other partys objections. Therefore, they always think of the next to say, so they do not pay attention to listen to other party talked it, lead to many valuable information loss in the negotiations. They wrongly believe that good negotiator is much more to master the negotiations,due to they initiative. In fact, successful negotiator have more than 50% of the time to listen the in negotiations . They listen as she ponders, edge analysis, as same time continue to ask questions to other party, To ensure that they completely correct understant other party. Then carefully listen to every word the other said, not that they think are important, or want to hear , therefore they can get a lot of valuable information , and increase the bargaining chips. Effectiving listening allows us to understand the needs of importers and find new ways to solve the problem, modify our offer or counter-offer. Talk is a task, and listen is an ability, even a talent. Listen is the condition for any of a successful negotiator must have . In the negotiations, in order to we understand purpose of them . we should try best to encourage other party to say, we say to other party : Yes, Please go on, and ask questions to them, so that the other party to talk about more their situation. 国际商务判技巧二：巧提问题 International Business negotiations kills II: clever to ask questions 谈判的第二个重要技巧是巧提问题。通过提问我们不仅能获得平时无法得到的信息，而且还能证实我们以往的判断。出口商应用开放式的问题（即答复不是“是”或“不是”，需要特别解释的问题）来了解进口商的需求，因为这类问题可以使进口商自由畅谈他们的需求。例如：“Can you tell me more about your campany?”“What do you think of our proposal?”对外商的回答，我们要把重点和关键问题记下来以备后用。The second important of negotiation skills is Clever to ask question . We can not only get the information through the questions that usually can not get it, but also confirm our previous judgments. Exporters apply open-ended questions (that answer is yes or no, special issue of interpretation) to understand the needs ofimporters。 because this problem can make them freely talk about their needs . For example: Can you tell me more about your campany? What do you think of our proposal?We need to focus on and write down key questions of foreign answer for later use. 发盘后，进口商常常会问：“Can not you do better than that?”对此发问，我们不要让步，而应反问：“What is meant by better?”或“Better than what?”这些问题可使进口商说明他们究竟在哪些方面不满意。例如，进口商会说：“Your competitor is offering better terms.”这时，我们可继续发问，直到完全了解竞争对手的发盘。然后，我们可以向对方说明我们的发盘是不同的，实际上要比竞争对手的更好。如果对方对我们的要求给予一个模糊的回答，如：“No problem”，我们不要接受，而应请他作具体回答。 Offer after-hours, importers often ask: Can not you do better than that? Which ask questions, we can not compromise, but should ask: What is meant by better? Or Better than what? These issues can indicate that the importers are not satisfied in what ways. For example, importers said,: Your competitor is offering better terms. At this time, we can continue asking questions until fully understand the competitors offer. Then, we can explain our hair to the other plate is different, in fact, better than competitors. If the person on our request to give a vague answer, such as: No problem, we do not accept, but should ask him for a specific answer. 国际商务判技巧三：使用条件问句 International Business sub Skills III: conditions of use questions当双方对对方有了初步的了解后，谈判将进入发盘和还盘阶段。在这个阶段，我们要用更具试探性的条件问句进一步了解对方的具体情况，以修改我们的发盘。When the two sides have a preliminary understanding of each other after negotiations will enter the offer and counter-offer stage. At this stage, we use the conditions for a more exploratory questions to further understand each others specific circumstances, to modify our offer.条件问句（conditional question）由一个条件状语从句和一个问句共同构成，这个问句可以是特殊问句也可以是普通问句。典型的条件问句有“Whatif”，和“Ifthen”这两个句型。例如：“What would you do if we agree to a two-year contract?”及“If we modif your specifications, would you consider a larger order?”在国际商务谈判中，条件问句有以下许多优点Conditions questions (conditional question) adverbial clause by a condition and a common form questions, the questions are specific questions can also be common questions. Conditions are typical questions What . if, and If . then these two sentences. For example: What would you do if we agree to a two-year contract? And If we modif your specifications, would you consider a larger order? In international business negotiations, conditions there are many special advantages questions.(1) mutual concessions. (2) access to information. (3) to seek common ground. I(4) instead of No. 四：避免跨国文化交流产生的歧义Four: to avoid ambiguity arising from cross-cultural exchange国际商务谈判大多用英语进行，而谈判双方的母语往往又不都是英语，这就增加了交流的难度。在这种情况下，我们要尽量用简单、清楚、明确的英语，不要用易引起误会的多义词、双关语、俚语、成语，也不要用易引起对方反感的词句，如：“To tell you the ruth”，“Ill be honest with you.”，“I shall do my best.”“Its none of my business but.”。这些词语带有不信任色彩，会使对方担心，从而不愿积极与我们合作Most international business negotiations in English, while the mother tongue of the negotiating parties are often not in English, which increases the difficulty of communication. In this case, we should try to use simple, clear and concise English, do not use lead to misunderstanding of the multi-meaning words, puns, slang, idioms. Do not use offensive words lead to the other party, such as: To tell you the ruth, Ill be honest with you ., I shall do my best. Its none of my business but . Do not trust these words with color, make each others concerns, are reluctant to actively cooperate with us.。最后，为确保沟通顺利的另一个方法是在谈判结束前作一个小结，把到现在为止达成的协议重述一遍并要求对方予以认可。Finally, to ensure smooth communication and another before the end of the negotiations is a summary of the agreement up to now repeat it again and ask to be recognized. Summary must be realistic, must be worded properly, otherwise youll be suspicious, the summary does not endorse, have a good talk about the issue is again to focus on it again.国际五：做好谈判前的准备International V: prepared well before the negotiations就应自谈判前，要对对方的情况作充分的调查了解，分析他们的强弱项，分析哪些问题是可以谈的，哪些问题是没有商量余地的；还要分析对于对方来说，什么问题是重要的，以及这笔生意对于对方重要到什么程度等等。同时也要分析我们的情况。假设我们将与一位大公司的采购经理谈判，首先我们问以下问题： Negotiations, on the other side of the case to conduct a thorough investigation, analysis of their strengths and weaknesses, analyze what the problem is you can talk about, what issues are negotiable; also analyzed for each other is, what is important, and other important for the deal to what extent, and so on. We must also analyze the situation. Assume that we will work with a large companys purchasing manager, talks, first of all we should ask ourselves the following questions: - To talk about the main problems? - What not to touch the sensitive issue? - Be the first to talk about? - We understand each other what the problem? - Since the end of a business, what changes took place in the other? - If you are talking about renewal of the order, before doing business with each other to remember what lessons? - Competition with us what the strengths of the order of business? - Can we improve our work? - The other party may object to what the problem? - In what ways can we give? We want them to make what work? - What are the other requirements? Their negotiating strategy will be like?回答这些问题后，我们应该列出一份问题单，要问的问题都要事先想好，否则谈判的效果就会大打折扣。 Answer these questions, we should set out a questionnaire to ask questions in advance to be good, otherwise the negotiations is compromised.总之，不少国际商务谈判因缺乏谈判技巧而失败。进出口商通过培养倾听和提问的能力，通过掌握上述的技巧，就可以在谈判中掌握主动、获得满意的结果 In short, many international business negotiation failed due to lack of negotiating skills. Import and export business by developing the ability to listen and ask questions, by mastering these skills, you can take the initiative in the negotiations to obtain satisfactory results.