商务英语谈判的技巧探讨

中国加入世界贸易组织后,对外经济贸易往来日益频繁,国际贸易中的商务英语谈判也愈来愈重要。在商务英语谈判中,不仅要熟识谈判原则、相关法律和商务业务,而且要掌握和运用一些谈判技巧和语用策略;同时,重视文化因素在商务谈判中的作用,使商务谈判得以顺利地进行,以实现预期的谈判目标。     

商务谈判中谈判桌的使用和座位安排的研究

商务谈判是指人们为了协调彼此之间的商务关系,满足各自的商务需求,通过协商对话以争取达成某项商务交易的行为和过程。以上是对商务谈判这种社会活动较为精确的概括。随着我国社会经济的不断发展,商务活动的范围和频度都在不断提高。商务谈判这种能够有效解决与协调商务关系的活动的使用机会也在大大的增加,一直以来很多学者包括商务谈判人员都把商务谈判座位的安排作为谈判礼仪当中的一项来看待,这种做法是正确的,不过却也忽略了座位安排能够影响谈判结果的重要性。本文将对商务谈判座位安排对谈判结果的影响问题进行深入的剖析。     

关系在中国商务谈判中的作用

在北京、温州和邯郸三个城市几十家企业里,组织了102组商务模拟谈判数据,并对数据进行量化分析,探索了中国式的“关系”在中国商务谈判中的作用。数据结果显示关系在中国商务谈判过程中,有时发挥正的作用,有时产生负的作用,在某些环节不发生作用,根据数据分析结果,给出了相关的现实操作启示。     

成功商务谈判的要点研究

生活中无处不存在谈判,具备好的谈判技巧有利于人际间的交往;同样商业中谈判是至关重要的环节,进货,出货,销售,服务都会出现各种样式的＂谈判＂,具备高超的商务谈判策略是获得商务合同的成功的关键。下面将从商务谈判的基本层面浅析谈判要点,力求归纳各方面为将来的研究作出一定贡献。     

成功商务谈判的要点研究

生活中无处不存在谈判,具备好的谈判技巧有利于人际间的交往;同样商业中谈判是至关重要的环节,进货,出货,销售,服务都会出现各种样式的"谈判",具备高超的商务谈判策略是获得商务合同的成功的关键。下面将从商务谈判的基本层面浅析谈判要点,力求归纳各方面为将来的研究作出一定贡献。     

跨文化语用学视角下国际商务谈判策略的研究

随着各国商务贸易往来日益增多,商务谈判在各国商业活动中的重要性也逐渐增加。在跨文化语用学的视角下,语言表达在国际商务谈判中起到至关重要的作用,有助于建立信任、增进双方之间的理解,从而创造良好的谈判氛围。基于此,从跨文化语用学视角出发,讨论跨文化语用学在商务谈判领域的运用现状,对国际商务谈判的技巧进行探究,分析目前国际商务谈判的特点,提出国际商务谈判视角下谈判力构建的对策。     

强力谈判策略在商务谈判中的应用

商务谈判是指商务往来双方,以经济利益为目的,就各种提议和承诺进行洽谈协商的过程。其核心在于谋求一致、各得其所。故谈判又称为“互惠互利的合作事业”。一场成功的谈判意味着谈判双方均为赢家,达成“赢－赢协议”（A Win-Deal)是现代商务谈判模式中谈判各方追求的最终目标。但在商务谈判实践中,由于时间、地点、参与方等诸多因素,“双赢方案”的实施常常举步维艰、困难重重、谈判各方为此耗费了大量时间与精力。因此人们一直在探求一种强有效的方式来推进谈判进程。强力谈判策略（Power Negotiation Tacics)遵循“互惠互利”的谈判方针,即谋取本方利益的同时又尽量给予对方以满足感,成功运用该策略将帮助谈判者积极有效地引导谈判朝着“双赢”的方向发展。本文作者试就强力谈判策略在商务谈判开局、中局、终局等三个阶段具体应用谈谈自己的看法。     

国际商务谈判人员应具备的能力和心理素质

在国际商务谈判中,无论是谈判前的尽心策划,还是谈判中的策略选择以及谈判技巧的应用都离不开精明强干的谈判人员。而谈判人员的能力与素质对于商务往来的谈判无不至关重要。除了基本的商务知识以外,谈判人员还应该具有强大的心理素质。     

国际贸易谈判中商务英语的应用策略

国际贸易谈判是国际商务往来中的一项重要而关键的内容。在其中商务英语策略的适当运用往往是决定谈判成功与否的重要因素。本文探讨了国际贸易谈判中商务英语的一些具体应用策略,指出了商务英语的语言技巧在商务谈判中的重要作用。     

中美商务谈判中中国商务谈判手风格变化探析

本文运用Hofstede的文化维度理论、Hall的单元/多元时间文化理论、Weiss的文化变量理论以及Kenneth W.Thomas和Ralph H.Kilmann的冲突解决风格理论,在对中美商务谈判中中国商务谈判手改革开放之初的谈判风格相关研究进行综述的基础上,通过对50位涉美商务谈判的中方谈判手进行问卷调查,从谈判手对于谈判过程中"关系"的认识、谈判手的时间取向和谈判手冲突解决风格等三个方面对前后两个研究结果进行对比分析,旨在揭示改革开放30多年来中美商务谈判中中国商务谈判手风格的变化。     

On automated e‐business negotiations: Goal,policy, strategy,and plans of decision and action

In recent years, there has been increasing interest in automated e‐business negotiations. The automation of negotiation requires a decision model to capture the negotiation knowledge of policymakers and negotiation experts so that the decision‐making process can be carried out automatically. Current research on automated e‐business negotiations has focused on defining low‐level tactics (or negotiation rules) so that automated negotiation systems can carry out automated negotiation processes. These low‐level tactics are usually defined from a technical perspective, not from a business perspective. There is a gap between high‐level business negotiation goals and low‐level tactics. In this article, we distinguish the concepts of negotiation context, negotiation goals, negotiation strategy, and negotiation tactics and introduce a formal decision model to show the relations among these concepts. We show how high‐level negotiation goals can be formally mapped to low‐level tactics that can be used to affect the behavior of a negotiation system during the negotiation process. In business, a business organization faces different negotiation situations (or contexts) and determines different sets of goals for different negotiation contexts. In our decision model, a business policymaker sets negotiation goals from different perspectives, which are called goal dimensions. A negotiation policy is a functional mapping from a negotiation context to some quantitative measures (or goal values) for the goal dimensions to express how competitive the policymaker wants to reach that set of goals. A negotiation expert who has the experience and expertise to conduct negotiations would define the negotiation strategies needed for reaching the negotiation goals. Formally, a negotiation strategy is a functional mapping from a set of goal values to a set of decision‐action rules that implement negotiation tactics. The selected decision‐action rules can then be used to control the execution of an automated negotiation system, which conducts a negotiation on behalf of a business organization.     

Design and Implementation of Business Objects for Automated Business Negotiations

In recent years, there has been increasing interest in the specification, generation and exchange of business objects in the context of electronic commerce. Common business objects have been defined for product catalogs, purchase orders and other business entities. However, no business objects have been defined and implemented for supporting automated business negotiations even though business negotiation is very much an integral part of business activities. In this work, we have designed and implemented a set of business negotiation objects for supporting the bargaining type of business negotiations. These objects define the operations and information contents needed for negotiation parties to express their requirements and constraints during a bargaining process. They correspond to a set of negotiation primitives, which is a superset of the negotiation-related primitives defined in two popular languages: ACL and COOL. The implementation of these objects is patterned after the business object documents in the XML format proposed by the Open Applications Group, thus conforming to the established standard. The incorporation of several types of constraint specifications in these business negotiation objects provides the negotiation parties and the negotiation servers that represent them much expressive power in specifying callforproposals and proposals. Two synchronization problems and their solutions associated with the withdrawal and modification of negotiation proposals are addressed and presented in this paper. The use of these business negotiation objects in a bilateral bargaining protocol is also presented. We have validated the utility of these objects in an integrated network environment, which consists of two replicated negotiation servers, two commercial products, and some other university research systems that form a supply chain.     

模拟谈判法在国际商务谈判教学中的应用研究

模拟谈判法是在国际商务谈判实践教学中行之有效的教学方法之一。模拟谈判法的实施过程包括选择模拟谈判案例、合理分组、模拟谈判前的准备工作、实施模拟谈判、教师点评与总结、谈判报告的完善与提交六大步骤。目前的模拟谈判教学实践在课程设置、教学条件、学生掌握程度和运用能力等方面仍存在问题,应从建立专门的谈判室、提高教师的综合水平、加强英语在模拟谈判中的使用、提高实训考核所占比例等方面加以改善。     

浅谈国际商务谈判中的跨文化问题及对策

国际商务谈判是商务活动的重要内容 ,不可避免地要遇到跨文化问题。跨文化问题阻碍着商务谈判的顺利进行。探讨东西文化、国际商务谈判的跨文化差异问题 ,分析中西方谈判决策过程中的文化差异以及谈判风格的不同 ,尤其是了解、宽容多元文化 ,掌握跨文化谈判的对策 ,对提高国际商务谈判的成功有一定的帮助     

Cross-Cultural Difference's Impact on International Business Negotiation

Cross-culture is the most important character of international business negotiation, just because of this difference in culture caused some cultural clash or conflict in international business negotiation, and most of the negotiation ended up in failure because of this. So to know about both party's cultural background,avoid some conflicts caused by cultural difference is critical to a successful international business negotiation. This article begins with cultural difference, talk about the cultural difference's impact on international business negotiation,give some examples to show that the understanding of cultural difference is important in international business negotiation. At the end, the article tell us that when we are negotiating we must take well care about cultural difference, know different culture, choose the best plan and strategy, so we can well understand each other, each other's advantage and disadvantage to gain win-win cooperation.     

略论跨文化商务谈判差异及影响

在国际间商务交往活动日益频繁的今天,跨文化商务谈判中的文化差异和影响问题也日益凸显.为促进中国的跨文化商务谈判多获得成功,应注意跨文化商务谈判中的语言差异及其影响、思维差异及其影响、观念差异及其影响、谈判风格差异及其影响等问题,以在国际贸易中取得较大的主动权.     

国际商务谈判中的禁忌

在国际商务谈判中,商务人员要了解不同国家地区的习俗和禁忌,主要包括日常交往的禁忌、数字的禁忌、颜色的忌讳、花卉的忌讳和动物图案的忌讳,为商务活动的顺利进行做好铺垫。这是商务谈判活动中,商务谈判人员必须具备的基本素质。     

产品回收再生协商模型研究

产品回收再生协商模型由一个核心企业和多个再生公司组成,协商模型的任务是完成OEM的再生责任和义务,模型采用一对多、多轮次的协商协议,在协商过程中通过少量的数据交换,就可以实现协作完成再生任务。     

从博弈论看商务谈判僵局的本质和处理

商务谈判中的僵局是谈判双方都不愿看到但又不得不面对的难题。只有了解了商务谈判僵局产生的本质才能够更好地处理好谈判中的僵局。从博弈论的角度,对商务谈判僵局的本质进行了分析,指出在挖掘共同利益的过程中既可以寻求到瓜分共同利益的有效途径,又可寻找到共同利益与个体利益实现的最佳结合点。