商务英语论文Business-Negotiation.docx
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商务英语论文Business-Negotiation.docx
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HowtomakeaSuccessfulBusinessNegotiation
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Abstract
Businessnegotiations,iscoordinatingtheinterestsofrelationshipbetweenthepeopleandmeettheirownneedsandtoreachaconsensusofanactandprocesses.Therefore,itmustberationalthinking,totheinterestsofbothsidesinvolvedtocarryoutsystematicanddetailedanalysis.LanguageinbusinessnegotiationslikeBridges,occupyanimportantposition,itoftendeterminesthesuccessorfailureofthenegotiations.Inbusinessnegotiationsexceptinthelanguagemustpayattentiontothecivilizedterminology,aclear,sentenceissmoothandfluentgenerousgeneralskill.Requirementsoutside,stillshouldmastercertainlanguageexpressionofart.Languageexpressionofarthasitselegant,vividandlivelyandinfectiouswaitforacharacteristic,inbusinessnegotiationshasplayedaninimportantrole.Accordingtothislaw,rulesandmeasuresdevelopanegotiatedsolutionisabusinessnegotiationwiththescientific–side.Thismustbetakenseriouslyandtotrytoembody.Meanwhile,thebusinessnegotiationisadirectcommunicationbetweenpeopleactivitiesinsuchactivities,thenegotiatorsofthequality,ability,experience,mentalstateandsofullofchangefactorsandtheirspottoplayonthenegotiationprocessandresults,butalsohasagreatimpact.Thisallowsbusinessnegotiationshavesomeunpredictableanddifficulttograspcharacteristics.Thesameelementsofthenegotiations,thesameenvironmentandconditions,differentpeopletonegotiate,theendresultisoftendifferent.Thisfactshowsthatnegotiationshavebeentricky.“Science”willenablethenegotiatorstodocorrectly,andthe“skills”inordertoenablethenegotiatorstodothingsbetter.Thus,inanybusinessnegotiationsareinseparablefromtheuseofnegotiationskills.Itisdirectlyrelatedtotheeconomicandsocialbenefitsoftheacquisition.
Keywords:
Businessnegotiation;Languageart;introduction;culture
1.Introduction
1.1BriefIntroductiontoBusinessNegotiation
Withthehighdevelopmentoftheeconomy,peopleinthemodernsocietymayhaveachancetogoonabusiness,sotheword“BusinessNegotiation”isnotstrangetousanymore.Butforitsrealmeaning,noteveryonehasaclearunderstanding.
Inbrief,businessnegotiationisaprocessthatinordertocoordinatetherelationshipbetweenbusinessandmeettheirneeds,peopletrytofindafinalsettlementofthedisputetoreachanagreementandsignthecontractthroughtheconsultationandthedialogue.Therearethreeessentialfactorsforbusinessnegotiation:
participantofnegotiation,subjectofnegotiation,environmentofnegotiation.Participantofnegotiationreferstopeopleofbothsidesinvolvedinthenegotiation.Itisusuallyanegotiatingteamoragroupinsteadofaperson.Subjectofnegotiationistheissueswhichneedtobediscussedbybothsidesonthebusinessnegotiation,namely,theproblemsthatbothsideshavethemutualinterestandseektoresolve.Environmentofnegotiationreferstotheobjectiveconditionswhicharerequiredinholdingabusinessnegotiation.Whatismore,anybusinessnegotiationincludesthreestages:
thepreparatorystage,theconductingstageandthestageofsigningcontract.Havingperfectbehaviourinthreestagesandwinningthesuccessofbusinessnegotiationareofgreatsignificanceforboththeenterpriseandthenegotiators.
Fortheenterprise,businessnegotiationisanimportantpartofthecompany’scorecompetence.Inthefiercemarketcompetition,thesuccessofbusinessnegotiationmaydirectlyorindirectlyaffectthesurvivaloftheenterprise.
Comparedwiththeenterprise,thebusinessnegotiationhasmoreneedstothebusinessnegotiators.Duringthebusinessnegotiation,negotiatorsareusuallyonbehalfoftheenterprisetoattendthenegotiation,andtheirimagerepresentstheimageoftheenterprise.Sotheexcellentnegotiatorsnotonlycanbesuccessfulinthecompletionofthenegotiation,butalsocanwinthereputationfortheenterprise.
Internationalbusinessnegotiationcanbeunderstoodasaprocessinwhichtwoormorepartiesbelongtodifferentcountriesordifferentculturescometogethertodiscusscommonandconflictingbusinessinterestbenefit.Theinternationalbusinessnegotiationismorecomplex,becauseitencompassesunconsciousforcesofdifferentculturalnormsthatmayoperatetoundermineeffectivecommunication.Thus,inaninternationalbusinessnegotiation,inadditiontothebasicnegotiationskills,itisimportanttounderstandtheculturaldifferenceandetiquette,andtomodifythenegotiationstyleaccordingly.
1.2BriefIntroductionofBusinessEtiquette
Theetiquette,asonetraditionalmoralexcellence,hasthehistoricalinheritanceandtheeternalvitality.Ontheinternationalbusinessnegotiation,thereinvolvesalotofetiquette,butinfactitisthecommunicationamongthepeople,thereforeweareusedtocallthebusinessetiquetteasanartofthecommunicationamongthecommercialpersonnel.
Internationalbusinessetiquetteistheartsoractivities’rulesthatmeetdifferentculturesinlongtermprocessofbusinessnegotiationorcommunication.
Businessetiquettereferstothesuitableetiquettestandardusedinthebusiness.Itisaprocessthatshowingtherespectstotheoppositepartybytheconventionalprocedureandmethod.Thecoreofbusinessetiquetteisacodeofconductwhichhasacertainrestraintonourconductofthebusinessactivities.Simplyspeaking,businessetiquetteistheuniversaldemandtothebusinessmenofthepersonnelimageandprofessionalqualityinthebusiness.
2.Culturalimpactsonbusinessnegotiations
2.1TheDefinitionofCulture
Forthepurposesofthestudyofinternationalmanagement,cultureisacquiredknowledgethatpeopleusetointerpretexperienceandgeneratesocialbehavior.Cultureisthecoherent,learned,sharedviewofagroupofpeopleaboutlife’sconcernsthatrankswhatisimportant,furnishesattitudesaboutwhatthingsareappreciateanddictatesbehavior.
Hofstede,ascholarinculturalobject,deanbelievesthatcultureincludesfourlevels,themostexteriorlayerofknownSymbols,suchasclothing,language,buildings,etc.,thehumaneyecaneasilysee.ThesecondlayeristheHeroes,inaculturalforce,itislargelyrepresentativeoftheherowherethecultureofthenationalcharacter.ThethirdlayerisRituals;etiquetteistotreateachcultureuniquerepresentationofmanandnature,suchastheChineseculture,themainlocationwherethemealisveryparticularaboutthearrangements.ThedeepestlayerreferstotheValues,whichisthecultureinthemostprofound,themostdifficultparttounderstand.Culturaldifferencesineveryaspectofculture,cross-culturalcommunicationisalsorequiredoneveryaspectofculture.
2.2ImpactofSymbolsonbusinessnegotiations(mainlyfocusontheimpactofdifferentlanguages).
Tobeginwith,theimpactofSymbolsismanifestedonthelanguagecommunicatingprocessofnegotiation.Thedifferencesareobvious,thoughthelanguagebehaviorsnegotiatorsusedareprovidedwithhigherfitness.Peopleonearthusemorethan3000languages.Becausefewofuscanbegoodcommandofmorethanonelanguage,problemsofcommunicationareboundtooccurininternationalbusinesscommunication.Onereasonforsuchdifferencesisthatlanguagesarebasedontheconcepts,experiences,andviewsandsoon.Properuseofthelanguageisasensitiveculturalissue.Americanstendtoexchangetask-relatedinformationinbusinessrelativelyfrankanddirect,withclearstatementsofneedsandpreferences.Generally,theyopenlyexpresstheirdisagreementsandresorttoaggressivepersuasivetacticssuchasthreatsandwarnings.AndtheFrenchareverballyandnon-verballyexpressive.Theylovetoargue,oftenengaginginspiriteddebateduringbusinessmeetings.Asians,ontheotherhand,tendtobefarmorereticentorimplicitandsometimesgotogreatlengthstosavefaceornottooffend.SavingfaceandachievingharmonyaremoreimportantfactorsinbusinessdealingsfortheJapanesethanachievinghighersalesandprofits.
What’smore,theimpactofculturaldifferencesonnegotiationalsorepresentedonnon-verbalcommunication.Non-verbalsignalsdifferbyculture,andthedifferencescanaffectcommunication.Forexample,peoplefromAmericanswhovisitcertainAsiancountriesarelikelytoviewthefast,shortstepstakenbytheinhabitantsaspeculiarorsubservienceorweakness.Similarly,Americansseestandingupastheappropriatethingtodooncertainoccasions,whereaspeoplefromotherculturesdonot.Apartfromthat,asforourChinese,anup-and-downmovementoftheheadmeansyesandaside-to-sidemovementoftheheadmeansno.Thesemovementsmaymeannothingatallorsomethingquitedifferenttopeoplefromothercultures.Somecultures,likeourChina’s,donotliketouching,whilepeoplefromotherculturesthatliketouchingwillgiveyougreetingsrangingfromfullembracesandkissestonoserubbing.Ifyoucanunderstandothersfromdifferentculturesbasedonyourcounterpart’sstandards,youcanseizetheopportunitytoaccesstheculturalstyleofothers.
2.3ImpactofHeroesonbusinessnegotiations(mainlyfocusonthenationcharacters).
HereItaketwoexamplesrespectivelyfromtheAmericansandJapanese.
Americansmakedecisionsbaseduponthebottomlineandoncold,hardfacts.Theydonotplayfavorites.Economicsandperformancecount,notpeople.Businessisbusiness.Whenfacedwithacomplexnegotiationtask,Americanstendtodividethelargetaskintoaseriesofsmallertask.Issuessuchasprices,packinganddeliveryma
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