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1、On Business Negotiation Skills English 084 Group 3（外国语学院）Business Communication Term Paper（2008级）题目: On Business Negotiation Skills学生姓名: 张云阳、孙奇、王维 系 别: 英 语 系 班 级: 英语084（3） 任课教师: 孙玉琦 2011年12月7日Group Work of Group threeOn Business Negotiation Skills In each trade, either international or domestic, bus
2、iness negotiation can not be left out. So better understanding of it must be rewarding. As to its definition, there are many different kinds of versions. It is defined by Bai Yuan as “Business negotiation is a consultative process between governments, trade organizations, multinational, private busi
3、ness firms in relation to invest, import, or export products, machinery, equipments or technology. It is one of the most important steps taken toward completing import and export trade agreements.”(Bai, 2008:20). Thus business negotiation is the economic activity which is happened between two partie
4、s and its aim is to reach an agreement and achieve a win-win result. In economic activity, the skills of the negotiation are extremely important. Proper business negotiation skills can make the trade successful. On the contrary, improper skills will ruin the whole trade. In the following part, this
5、paper will introduce some business negotiation skills in preparatory stage, negotiating strategies and some main points in the whole negotiation.1. Preparations of the business negotiation Because there are various changes in the negotiation, so we should be well prepared every time. Adequate prepar
6、ation will help us deal with negotiations smoothly.1.1 Knowing ourselves as well as the enemyIn the negotiation, negotiators should analyze own conditions as well as try to comprehend the other partys, including his strength, his countrys policies and his countrys culture.1.2 Improving negotiators q
7、ualities To some degree, the negotiation is the competition between negotiators. The results are often based on negotiators confidence, decisiveness and other qualities. So to improve the negotiators qualities is a very important preparation.1.3 Setting the limitationThe most common problem met in t
8、he negotiation is price. So setting the limitation of price before negotiation is necessary. It can help alter negotiation strategies. 2. Strategies in developing the negotiation Negotiation is the process of both sides coming to an agreement and making a joint decision where everyone is in concurre
9、nce. In business negotiations, being able to effectively negotiate is a critical skill needed for many reasons such as dealing with suppliers and agreeing on the terms of a contract. A cooperative strategy is a powerful weapon helping to win the negotiations. By creating a harmonious business relati
10、onship, both of the two sides feel satisfied and benefit a lot in the transaction. There are several strategies for effective business negotiation. 2.1 Handle conflicts with a right attitudeIn business negotiation, conflicts are unavoidable. An aggressive attitude may result in breaking the relation
11、ship with our partner while a too frank communication may bring our company into an unfavorable situation. So its quite important to adjust ourselves in the negotiating environment. Neither be too aggressive nor too straightforward. Treat the other side with respect and Try best to make the deal as
12、beneficial as possible.2.2 Ensure a margin to play withWe are always faced with such problems that some of the requirements of the other side are unreasonable. Faced with such problems, some people may refuse at once, leading the negotiation into stalemate. Actually we do not need to respond immedia
13、tely. What we should do is to agree to most of his requirements, leaving room to prepare for bargain. Sometimes, if we are willing to think creatively, there are opportunities for both sides to win in a negotiation2.3 Listen to the other firstBe a patient listener and try to get as much information
14、as possible out of the other sideboth verbally and nonverbally. Generally, the more you know about your opponent, the smoother your negotiation will be. Because when you are listening, you get more information and know their weaknesses. It is an important foundation and premise in attacking and defe
15、nding in negotiation. Sometimes, we can compromise in partial issues in exchange for gaining the other sides concession in major issues. This concession will bring our company more than what we have paid for2.4 Reach a mutually beneficial solutionThere is often a tension between cooperating for the
16、greater mutual benefits and pursuing ones narrow self-interest. Traditionally, when we negotiate, we are advised to find win-win agreements by searching for common ground. So identifying the common ground is the key element. Confirm the subject or purpose early and areas of likely conflict before moving on to the tra
