浅析商务谈判中的沟通技巧

随着经济的繁荣和发展,商务活动的数量逐渐增多,商务谈判是商务活动中重要的组成部分,对商务活动的效果起到至关重要的作用。成功的商务谈判必须掌握谈判中的沟通技巧,与谈判人进行顺利、有效的沟通,才能在谈判中取得令人满意的效果。本文将在商务谈判沟通现状的基础上,对商务谈判的沟通中存在的问题进行分析,提出商务谈判中进行有效沟通的对策。     

试论在国际贸易谈判中商务英语的应用及沟通技巧

当前在国际商务交流中,谈判是其最为重要的环节,而谈判质量的好坏直接关系到国际商务的成败。英语作为谈判中最为常用的一门语言,拥有较高的英语水平以及必要的沟通技巧,能为国际贸易谈判带来很大帮助。因此,在英语专业中专门开设了商务英语这一专业,人们通过系统地学习,能够掌握英语谈判的基本沟通技巧以及谈判方式,可以有效促进谈判的成功。而英语沟通技巧作为国际商务往来的有效保障,我国对外贸易人员应当对其进行很好的掌握,使自身英语能力得到不断的锻炼和提升。基于此,本文分析了商务英语在贸易谈判中所需要掌握的沟通技巧以及注意事项,以期提升国际商务谈判的成功率。     

《说服》——敲开沟通之门

沟通造就成功,商业就是说服。我们正身处的是一个沟通无所不在的时代,社会生活中处处存在沟通——商务沟通、谈判、求职、同事之间的协作……一个在沟通方式和表达技巧上不够完善的人是会到处碰壁的,相反,有效的交流却可以达到事半功倍的效果。     

商务谈判的语言沟通技巧分析

经济全球化的发展使得国际贸易也随之愈加发达,因此在国际贸易中少不了国家质检的商务谈判。商务谈判的过程就是谈判的人用语言在互相之间进行沟通、协商,最终达成一致。因此,在商务谈判中,如何正确使用语言就显得十分关键,轻则使谈判者之间的关系被影响,重则会直接影响到谈判最终的结果,所以商务人员必须重视谈判过程中的一些语言技巧。本文就商务谈判的语言沟通技巧做出了相关分析。     

浅谈商务英语谈判翻译原则及口译技巧应用

一场成功的商务谈判是以谈判双方实现共赢为前提条件的,在具体的商务英语谈判交流和沟通时,谈判双方应当熟练地掌握商务英语的翻译原则和灵活地运用多种口译技巧和策略,才能够有效地使谈判双方进一步沟通,推动谈判进程,使双方都能够满意。本文以商务英语谈判的翻译原则和口译技巧为基本出发点,在着重分析了如何严格掌握商务英语谈判中的"礼貌原则"的前提下,提出了商务英语谈判中常见的口译技巧。     

国际贸易谈判中商务英语的沟通技巧

国际贸易谈判能否成功,在很大程度上取决于双方的诚意和沟通技巧策略。而作为国际贸易谈判沟通桥梁的国际商务英语,其重要性就可想而知了。但是由于种种原因,目前我国国际商贸谈判使用商务英语沟通还存在很多问题和困难,比如文化障碍、习俗障碍、知识障碍、语言转换的障碍等等。鉴于此,务必要努力提供商务英语翻译人才的素质和知识,并不断训练其各种沟通技巧,在实际国际贸易谈判中多视角思考其沟通技巧,将语言技巧、谈判技巧、心理技巧和贸易知识技巧等整合在一起,适时采用一定的沟通技巧与策略,这样才能促使国际贸易谈判成功获胜。     

原则谈判法在商务谈判中的应用

谈判已经成为日常生活中的一种常见行为。在商场或地摊的讨价还价,和同事之间工作意见的交换,与亲戚朋友情感的沟通,从某种意义上来说,这些都是一种谈判,也反映了谈判活动的多个层面。可见,谈判源于各方观点、利益的分歧或冲突,通过谈判过程沟通协调,逐渐达成一致、妥协。谈判活动是社会进步后,人类解决纠纷的一种文明的方式。关于谈判的定义很多,但大体上都认为谈判是一个解决冲突纷争、协调利益分配的过程。这个过程涉及的内容多种多样。在现代社会的经济往来中,对双方或多方的经济纠纷和商业利益的沟通协调,就形成了数量众多的商务谈判。于是关于商务谈判的理论研究也与日俱增。简单而言,商务谈判是当事人之间为实现一定的经济目的,明确相互的权利义务关系而进行协商的行为。这种商业行为运用各种策略和战术,以取得对自己最有利的效果,有很多相关的理论阐释和经验积累。大多数的谈判理论基本上是将自己过去相关的谈判经验和体会加以总结和升华,上升到理论高度。其显著的特点是,把谈判的重心放在怎样使自己占据主动,采取对自己最有利的方式,运用谋略和战术,使自己获得最大的收益。谈判是一场不见硝烟的战争,从这个角度来讲,这样的理论也是无可厚非的。但现代商业活动的依赖性越...     

中俄贸易谈判中的跨文化因素研究

跨文化因素对国际贸易谈判的过程及结果有重要影响。因此在中俄贸易谈判过程中应克服语言文字、思维方式、风俗习惯等文化差异影响,寻找有效沟通途径,以保障谈判成功进行。     

实力＋沟通＋运气=谈判成功

很多人提到谈判都有些心理不踏实，其实，成功的谈判就是实力加正确的沟通再加一点运气的结果。     

浅谈国际商务谈判中的文化差异

国际商务谈判的特点之一是多国性、多民族性，来自不同国家、不同地区的谈判人员在语言沟通、思维方式、决策过程和谈判风格等方面有着显著差异，正是这种文化上的差异从而导致谈判陷入僵局甚至失败。因此，在国际商务谈判中，除了掌握基本的谈判技巧外，了解文化差异对谈判活动可能造成的影响并做出充分的准备十分重要。     

Intercultural Negotiation in International Business

Cultural differences among negotiators is a constant in international business negotiations. Four element of culture - behavior, attitudes, norms and values influence such negotiations particularly with regard to communication, the form and substance of transactions, and negotiating style. Negotiating style involves ten factors, and the article reports survey data on how negotiators cultural differences are suggested.     

多哈回合反倾销谈判中的实质阻碍问题评析

多哈回合谈判中,澄清和完善实质阻碍标准成为其中的一个议题。埃及就该议题提交了提案,以埃及提案为基础2007主席案文纳入了实质阻碍条款,由于成员方对"正在建立的国内产业"的严重分歧,2008案文删除了该议题,2011主席沟通文件补充说明了该议题。中国作为发展中国家,实质阻碍标准对我国具有重要意义。在实质阻碍议题的谈判中,我国应更积极,促使实质阻碍概念条约化。     

The Interplay of Communication and Decisions in Electronic Negotiations: Communicative Decisions or Decisive Communication?

Whilst much research has been conducted on decision support for electronic negotiations and some research has been done on communication support in this area, there is a lack of research on the interplay between these two elements of negotiations. The questions whether both are equally important, whether one effects the other, or whether they show counter-effects are important both for negotiation training (i.e. what should be the focus for becoming a good negotiator) and for system research (i.e. which system support elements need to be developed). The current paper presents results of a controlled laboratory experiment with negotiators that were provided with decision support and communication support and negotiators that had only communication support available. The impact of decision support on the communication process and on outcome dimensions as well as the impact of communication behaviour on the negotiation process and the qualitative dimensions of the outcome will be discussed.     

The ambiguous role of cultural moderators in intercultural business negotiations

Many modern business negotiations cross borders, and one plausible idea for successfully managing such negotiations is to equip negotiation teams with a “cultural moderator,” an individual who has the same cultural background as the business partner. This study investigates the effect of cultural moderators on both the negotiation process (e.g., use of integrative strategies) and economic outcomes (e.g., profit). Using German and French negotiators in an experimental setting, the authors show that a cultural moderator's influence on the team's use of integrative strategies depends on the moderator's degree of collectivism. With respect to economic outcomes, the presence of a cultural moderator always improves a team's results. Together, these findings suggest that the benefits of using a cultural moderator are not unconditional; rather, they depend on the cultural moderator's cultural background and on the negotiation goals (process vs. outcome) of the team that employs the moderator.     

网络数字时代提升我国文化贸易发展水平研究——以博物馆为例

博物馆是促进文化贸易、提升文化软实力的重要途径,网络数字技术发展为博物馆提升文化贸易水平创造了良好条件。本文在系统梳理我国博物馆运用网络数字技术现状的基础上,提出了还存在技术应用不足与技术应用过度、文化内涵挖掘展陈不够、与海外观众沟通不充分、国际交流水平不高等问题,并从宏观层面和微观层面对提升我国博物馆文化贸易发展水平提出了具体对策建议。     

Culture and business networks: International business negotiations with Arab managers

The Arab world is an important economic region due to its natural resources, geographic location and political influence. However, limited attention has been paid to researching and understanding the way business is conducted in this region. We address this gap by exploring the key socio-economic, cultural and political factors that influence the negotiation process between Arab and non-Arab managers. Semi-structured interviews were conducted with 30 Arab managers in Lebanon with experience in international business. The findings of the study show that: Arab negotiators place emphasis on building relationships and use referent power (wasta); the political uncertainty influences the bargaining power of the Arab negotiators and political volatility in the country influences the Arab managers’ use of time during negotiations.     

Hidden influences in international negotiations: The interactive role of insecure cultural attachment,risk perception,and risk regulation for sellers versus buyers

This research examines the previously unstudied role of cultural attachment in international negotiations. Specifically focusing on the fearful attachment style, this article reveals the intricate interaction of cultural attachment, risk perception, and risk regulation on negotiators' ability to claim value in international negotiation. Supporting our theorizing based on cultural attachment and prospect theory, findings show that risk‐averse sellers with fearful attachment to their national culture perceive greater risk and in turn are more motivated to regulate risk through relationship‐building with their counterpart (Study 1). Moreover, these individuals achieve lower economic gains when they regulate relational risk by making fewer threats to walk away (Study 2). We discuss the implications and the importance of understanding one's attachment to own national culture as its interplay with role and risk mechanisms impacts effectiveness in international negotiations.     

Media Effects on the Formation of Negotiator Satisfaction: The Example of Face-to-Face and Text Based Electronically Mediated Negotiations

Recently, scholars have highlighted the importance of subjective negotiation outcomes such as negotiator satisfaction for future negotiations and the relationship between negotiators. This study considers the major antecedents of satisfaction formation in negotiation and analyses how the communication medium, i.e. the face-to-face (FTF) and the text based electronically mediated (TBEM) mode, influence satisfaction formation. Drawing on grounding in communication (Clark and Brennan in Perspectives on socially shared cognition. American Psychological Asociation, Washington DC, pp 127–149, 1991), hypotheses are developed and tested in an experimental gaming simulation in which graduate students negotiated in n = 52 dyads. The empirical analysis supports the notion that the communication medium has a mediated and a moderating effect on negotiator satisfaction. Aspirations, individual profit and positive relational messages mediate the medium’s effect on satisfaction. Furthermore, the impact of contentious behaviour and positive relational messages on negotiator satisfaction is stronger in TBEM than in FTF negotiations. This study also contributes to the wider negotiation literature by employing a context-rich gaming simulation for experimental purposes.     

Bargaining with the gringos: An exploratory study of negotiations between Mexican and U.S. firms

This study examines the nature of negotiations between Mexican and U.S. business people. It was learned that U.S. negotiators tend to be more structured, less flexible, more direct, more focused on the specific terms of the agreement, and possibly more assertive than their Mexican counterparts. Factor analysis revealed five factors related to the success of negotiations between Mexican and U.S. business people: attributes of communication, knowledge, good faith in arranging countertrades, delivery requirements, and personal relationships. Communication problems appear to have a more important impact on successful negotiations than do the technical or financial aspects of the negotiation. Contexting and reciprocity are related themes that need to be given more attention if negotiations between Mexican and US. business people are to improve. © 1995 John Wiley & Sons, Inc.