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1、202003考试批次英语商务通论结课作业学生姓名 学习中心 学号 专 业 年级层次On the Skill of International Business Negotiation.ABSTRACT: A foreign-related business negotiator should not only be familiar with negotiation principles, relevant laws and business operations, but also master some negotiation skills and skillfully use some
2、pragmatic strategies, that is, flexible use of language expression, means and skills to achieve the desired negotiation goals. Business negotiation is a complex process of solving problems and reaching agreements. This interactive task involves all aspects of communication: communicative characters,
3、 work content, communicative forms, communicative methods, communicative content, communicative scene, personal competence, etc. Negotiatorsspeech expression should change according to the situation and use language strategies for different negotiating objects. In the process of business negotiation
4、, successful pragmatic strategies undoubtedly play an active role. This paper explores the use of pragmatic strategies in business English negotiation.Key words: negotiation skillsI. PrefaceA foreign-related business negotiator should not only be familiar with negotiation principles, relevant laws a
5、nd business operations, but also master some negotiation skills and skillfully use some pragmatic strategies, that is, flexible use of language expression, means and skills to achieve the desired negotiation target. Business negotiation is a complex process of solving problems and reaching agreement
6、s. This interactive task involves all aspects of communication: communicative characters, work content, communicative forms, communicative methods, communicative content, communicative scene, personal competence, etc. Negotiatorsspeech expression should change according to the situation and use lang
7、uage strategies for different negotiating objects. In the process of business negotiation, successful pragmatic strategies undoubtedly play an active role. This paper explores the use of pragmatic strategies in business English negotiation.II. English Negotiation Skills1. Preparations for Business N
8、egotiationsPreparing for business negotiation is also a part of business negotiation skills. She often plays an unexpected effect.) Before negotiation, we should make a full investigation and understanding of each others situation, analyze their strengths and weaknesses, and analyze which issues are
9、 negotiable and which ones are not negotiable. What matters, and to what extent the business is important to each other, etc. At the same time, we need to analyze our situation. Assuming that we are going to negotiate with a purchasing manager of a large company, we should first ask ourselves the fo
10、llowing questions:First, what are the main issues to be discussed?What sensitive questions do you want to avoid?First, what should we talk about first?First, what questions do we know about each other?What changes have taken place since the last deal?First, if we are talking about renewal of orders,
11、 what lessons should we remember from previous business dealings with each other?First, what are the strengths of enterprises competing with us for this order?Can we improve our work? What problems may one party object to?In what areas can we make concessions? What kind of work do we want the other
12、party to do?What are the needs of one side and what are their negotiating strategies?After answering these questions, we should make out a list of questions, which should be thought out beforehand, otherwise the effect of negotiation will be greatly reduced.2. Questioning SkillsQuestioning skills ar
13、e very important. By asking questions, we can not only get information that we can not normally get, but also confirm our previous judgments. Exporters apply open-ended questions (i.e., answers to questions that need special explanation rather than yes or no, to understand the needs of importers, be
14、cause such questions allow importers to freely talk about their needs. For example, Can you tell me more about your company? What do you think of our proposal? To answer the foreign businessmen, we need to write down the key points and key questions for later use.After an offer is made, the importer
15、 often asks, Cant you do better than that? To ask this question, instead of conceding, we should ask, What is meant by better? or Better than what? These questions can make the importer explain what they are not satisfied with. For example, an importer would say, Your competitor is offering better t
16、erms. At this point, we can continue to ask questions until we have a complete understanding of the competitors offer. Then, we can explain to each other that our offer is different and actually better than that of our competitors. If the other party gives us a vague answer to our request, such as No problem, we sh
