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1、 国际商务谈判的五个技巧 International business negotiations five skillI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 th
2、e 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 negotiation
3、s 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 negotiatio
4、n 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 a
5、greement. 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
6、，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
7、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
8、 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 negoti
9、ations,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
10、 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
11、 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 :
12、“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
13、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 ou
14、r 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 thin
15、k 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
16、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 compet
