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1、How to Succeed in Business Negotiation: The Preparation is the Key to Successful Business Negotiations广东外语外贸大学商务英语本科毕业论文（200 届）论文题目How to Succeed In Business Negotiation: The Preparation Is the Key to Successful Business Negotiations 论文题目 如何在商务谈判中取得成功 -论商务谈判的准备是成功的关键 学院 专 业 商务英语班级 准考证号 作者姓名 指导老师 完稿时
2、间 2011-4-11 成绩 How to Succeed In Business Negotiation-The Preparation Is the Key to Successful Business NegotiationsGuan Qiutingn Abstract: This paper firstly introduces the background with global economic development , foreign trade is continuously expanding, causing the commercial negotiation of i
3、nevitability. It then 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 investiga
4、ted, organization 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 negotiatio
5、ns.n Key words: 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关秋婷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14Co
6、ntents1. Introduction52. Business negotiations preparation overview53. Business negotiation background investigation63.1 Background investigation and analysis63.2 For negotiation opponent investigation63.3 To negotiate their own understanding73.4 The analysis of information74. Successful business ne
7、gotiations organization preparation84.1 Organizations constitute84.2 Organizations management95. Business negotiation scheme formulation95.1 Business negotiation plan requirements95.2 Negotiations goal setting95.3 Negotiation strategy deployment105.4 Negotiation topics and timing of the selected105.
8、5 Negotiation site selection105.6 Business negotiation scene decorate106. For successful business negotiations etiquette and language skills preview116.1 Negotiations etiquette116.2 Negotiation language116.3 Cultural differences and business negotiation116.4 Negotiations of language and non-language
9、 culture126.5 Negotiation language communication and psychology126.6 Foreign-related negotiation of etiquette and taboo127. Mock negotiation and necessity of preparation and drill128. Conclusion13Works Cited14 How to Succeed In Business Negotiation-The Preparation Is The Key to Successful Business N
10、egotiationn Guangdong University of Foreign Studies 2009 Guan Qiutingn Tutor: Professor Wang Xiaochangn 1. IntroductionSince Chinas reform and opening-up, Guangdong foreign trade exports remain a certain speed development. Todays world economy is open economy, economic activity is a worldwide develo
11、p. 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 countries, and poor countries, should pay attention to study using the strongpoin
12、t 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 technology, equipment and management experience, the development of commodity economy
13、. 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 role.There have such an example: China to negotiate a team to the Middle East co
14、untry 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. When it comes to substantive issue, each other more radical business negotiat
15、ions 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 the Middle East prevalence of Islam. Chinese negotiators in negotiations should
16、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, before negotiators need to have negotiation opponent through all understanding, which
17、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 important.n 2. Business negotiations preparation overview In a business negotiation
18、, 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 organization preparation, negotiation plan business establishment task.n 3. Business ne
19、gotiation 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 investigation and analysisThe negotiation is certain legal system and a particular political, economic
20、, cultural under the influence of the social environment. They will directly, indirectly affect the negotiations. Negotiations, especially foreign business negotiation of environmental factors including negotiation to countries all the objective factors. Such as its political, legal and social cultu
21、re. The economic construction, natural resources, infrastructure and climatic conditions with geographical position, etc. Analysis in negotiation opponent local economic status, and understand the local business practices, help formulate appropriate negotiations strategies. For instance the enterpri
22、se 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 sales bring tremendous influence. For example, this place to have adopted new trade control measures,
23、 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 satisfaction, potential requirements, etc. Through investigation, to find out the target market on consu
24、mers consumption psychology and consumption demand, basically master consumers for this product expense intention, objective estimation this products competitiveness, favors and negotiation opponent bargaining and obtain better economic benefits. Second , sales information. Including such products i
25、n 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 negotiator generally grasp market capacity, determine product sales quantity or purchase quantity.
26、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 after-sales service, competitive products market share, etc. Through investigation, make negotiato
27、rs 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 investigation To make negotiation opponent investigation, namely do the so-called know there, can from the
28、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 investigation, we can ask the other party to provide relevant documents of proof, for example: established to
29、 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 accounting organizations to this enterprises annual audit report, also can be the bank, credit consulted by
30、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. Negotiation means the negotiator in multiple style negotiations have consistent style. Understand negotiation
31、 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 basis. (3)opponents to our trust. This is mainly to understand each other for my side of the operation abili
32、ty, financial status, payment capacity and negotiation skills, commercial credit evaluation, etc. Through analyzing the situation understanding, can better design negotiations scheme, the initiative.(4)the other condition of negotiation opponent. Like others main talk negotiations personal backgroun
33、d, 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 when the other familiar music as background music such as national, will be more beneficial for the negot
34、iation 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 competition of the position, we know about the business market degree, our negotiators experiences, etc. You need to be aw
35、are 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 proposes. The SWOT analysis representative the strengths, weaknesses, opportunities and threats of the enterprise
36、. (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.(2) W - Weakness . In the negotiation in our disadvantage is the problem that do not allow to ignore. In their surv
37、ey, 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 production capacity of limited small export company in talks are during negotiations can emphasize indirect cost is low
38、, 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 short, if can take reasonable measures will be disadvantage turned the interference factors even is our advantage, th
39、en 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 and negotiation opponent, combining with its own factors, and find out the opportunity and seize the opportunity t
40、o 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, and find out the negotiations on my side of the risk factors and reason, can take responsive measures, mitigate the
41、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, formulates target-oriented negotiating tactics to usher in the negotiation, obtain good effect.n 3.4 The analysis of inf
42、ormation Negotiation of information collection :(1) from domestic relevant units or department collect data (2) from domestic and abroad in institutions have connection with this unit of data collected from local unit (3) public institutions provide already published and unpublished data obtaining i
43、nformation (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) to will collect the information, assay and eliminate some false information, some cant have enough evidence to prove that in
44、formation, some with more subjective guess information, keep the reliable, comparability of information, avoid to cause errors of negotiations and decision making.(2) should be in already proved material on the basis of reliability speak material by summing up and classification. (3) will be cleared
45、 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 rational knowledge, then puts forward and important meaning of the problem.(4)will question to form a correct judgment and conc
46、lusions, and put forward about the negotiation decision-making is of guiding significance for the advice, business leaders and negotiator reference.(5)write background investigation report. Survey report is the final results of investigation on negotiations, a direct guidance. Investigation report w
47、ill have plenty of facts, accurate data, have to play a directive role negotiations preliminary conclusions.n 4. Successful business negotiations organization preparation An excellent negotiation organization, need of different structural professionals constitute, improve the negotiators quality and
48、 ability is very important. 4.1 Organizations constitute Negotiations organization constituted the principle: the first, knowledge complementation, 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, Charac