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1、 本科毕业论文 在国际商务谈判中建立良好 第一印象的技巧学生姓名： 学生学号： 200310206092 院（系）： 外国语学院 kok电子竞技专业： 2003级英语本科4班 指导教师： 二七年五月the skills of establishing a good first impression in international business negotiationyang hongyingunder the supervision ofwei xingcaischool of foreign languages and culturespanzhihua universitymay 2007co

2、ntentsabstract.ikey words.i摘要.关键词.introduction.1a. background.1b. functions of the good first impression.1ii. the eessentials of establishing a good first impression.2a. the qualities of business negotiators.2b. the necessary preparations before negotiation.3c. being familiar with etiquettes and for

3、malities in international business negotiation4 d. paying attention to the influences of culture .5iii. the skills of communication in business negotiation.6a. verbal communication techniques.71. the technique of listening and speaking .72. the technique of asking and answering .83. the technique of

4、 stating and judging.104. functions of conditional question.11b. non-verbal communication techniques.12conclusion.14acknowledgements.15bibliography.16 abstractwith the political and economic globalization, there are more and more international communications. the international negotiations increase

5、in politics and economy, culture and science, and so on. moreover, international business negotiations increase day by day. in addition, it is an essential form of communication between companies and executives. this paper presents an analytical study of the skills for establishing a good first impr

6、ession in international business negotiation. this study will reveal the basic skills and tips with some typical examples that negotiators should take notice of, such as the qualified negotiators; different cultures influence; and how to communicate smartly in the process of the negotiation. in addi

7、tion, the international negotiations will reach the expected result, and give the other party a good first impression. a good first impression should be the key to negotiation.key wordsinternational business negotiation; good first impression; verbal and non-verbal communication摘要随着政治经济全球化，国际交往越来越频繁

8、。无论是在政治、经济还是文化科技上国际间的谈判都越来越多了。并且国际商务谈判也是与日俱增，而且国际商务谈判已成为各公司或经理进行交流的主要形式了。本文旨在通过分析一些典型例子对国际商务谈判中建立良好第一印象的技巧的描述。本文将从以下几个方面来对所研究的课题进行分析论述：合格谈判人员的要求， 不同文化的影响，在谈判中如何巧妙地运用语言，以达到预期的效果，给对方一个良好的第一印象。这样将是打开谈判的大门。关键词国际商务谈判；良好的第一印象；语言和非语言的交流i. introduction a. backgroundfrom 1978, china began to carry out reform

9、 and opening policy. it made the chinese communication with other countries grow day by day. as chinas economy develops further, especially after the countrys entrance into the wto, chinese corporations and units are playing an increasingly important role in international business. any person, who i

10、s engaged in the international business activities, should be familiar with the business negotiations. they will negotiate to buy, to sell, to conclude contracts with suppliers, to fix the staff salaries and so on. in a sense, business life is a permanent negotiation with others who are defending th

11、eir own interests. therefore, the topic of international business negotiation has received much attention in recent years. b. functions of the good first impressionas one of the key elements in international trade, international business negotiations are significant to the micro benefits of enterpri

12、ses and macro benefits of the country. moreover, the first impression is the indispensable step of negotiation. good first impression is the key of negotiation, and it can lead to the success of negotiation. therefore, people must pay much attention to it, especially when people engage in internatio

13、nal business negotiation. a good first impression needs the several basic elements in international business negotiation.iithe essentials of establishing a good first impression in international business negotiationa. the qualities of business negotiatorsfirstly, the negotiators must be faithful in

14、their duties. the international business negotiation participants do not only represent the organization economic interest, and undertake to maintain state interest obligation. so observing discipline and abiding by the law, being honest in performing ones official duties, being loyal to state and o

15、rganization are negotiators obligation. those are the essential condition of negotiation participants. secondly, they must own the idea of equality and mutual benefit in the business negotiation. thirdly, they must have team spirit. the widespread belief in strength in numbers suggests that having m

16、ore players on the team should be an advantage, not a burden. teamwork at the negotiation table has several advantages. first, negotiating teams can create new opportunities for integrative solutions. some researchers compared three types of negotiations: teams versus teams, teams versus solo negoti

17、ators, and solo negotiators versus solo negotiators. the presence of at least one team at the bargaining table leads to higher joint gains. teams stimulate more discussion and more information sharing than individuals do particularly issues concerned interests and priorities. team members also feel

18、more powerful and advantageous than solo negotiators. even under highly stressful situations, as they are accountable to constituents, team negotiators feel less competitive and experience and less pressure than solo negotiators do, with greater number comes a sense of security. however, teams whose

19、 members have not worked together before they are unable to collect information and fail to solve a problem. team members who are less familiar with one another lack the reestablished group norms needed when engaged in high-level problem solving. in contrast, teams made up of individuals who are fam

20、iliar with one another have little difficulty collecting particular information and effectively solving the same problem. familiarity with one another allows team members to share divergent information and engage in the constructive conflict necessary to find a solution. clearly, teams can be an eff

21、ective presence at the negotiation tablebut only if team members are able to uncover, leverage, and efficiently coordinate their diverse abilities. in addition to the qualities of ideology, the negotiators must have steady professional knowledge and a good psychology quality. owning those derives fr

22、om serious and overall preparation.b. the necessary preparations before negotiation “preparation will lead to success, but lack of preparation will result in failure.” (刘园，2004) to a large extent, the good preparation before a negotiation will determine a smooth process and a contrast that is benefi

23、cial to your own party. in addition to information preparation and targets of the negotiation, the overall negotiation scheme is initiated in the preparatory phase. the overall plan is made according to collecting the information and specification of goals and targets of the negotiation. in addition

24、, it includes speciation of the minimum acceptability of various trade conditions in advance and a mock negotiation. what should negotiators prepare for better teamwork?the key to taking a team approach to negotiation is the understanding about how teams work. according to elizabeth a. mannix, (eliz

25、abeth a. mannix is professor of management and organizations at cornell universitys johnson graduate school of management. her research and teaching focus on negotiation in teams, the performance of diverse groups, coalitions, power and alliances, and knowledge sharing in teams.) “with thorough prep

26、aration, you can ensure your team negotiations run smoothly. creating a true team environment requires a great deal of preparation, coordination, and internal negotiation before you even meet the other side. then, much like a perfect golf swing, the negotiation itself becomes all follow-through.” so

27、me executives protest that too much preparation crowds out creativity. actually, the opposite is more likely to be true. randall peterson ( randall s. peterson is professor of organizational behavior at london business school. he teaches executive and mba classes on leading teams and organizations,

28、high performance teams, leadership assessment and interpersonal skill development.) of the london business school, and kristin behfar (kristin behfar is an assistant professor of organizational behavior.) of northwesterns kellogg school of management have found that the most adaptive teams are those

29、 that often meet and work intensely to develop effective methods to face and resolve their conflicts. the deep knowledge acquired through preparation is likely to result in greater flexibility and creativity at the bargaining table. suppose one team member has strong analytic skills, and another has

30、 vast technical and industrial knowledge, and a third has strong relationship-building skills. these ingredients should be combined to form a formidable team. however, if members disagree on the key issues, such as when to make concessions, they are unlikely to take advantage of their differing skil

31、ls. according to professor roy lewicki (roy lewicki is a professor of ohio state universitys fisher college of business.), when a deal is very important, negotiators should spend at least twice as much time on preparation as that devoted to the negotiation itself. one team member should facilitate t

32、he preparatory meeting and another should serve as secretary, taking notes for later distribution to all team members. a bad team does not only give the other party a bad first impression, but also gives some chances to attract to the other party. therefore, team spirit is very important for the fir

33、st impression. and being familiar with etiquettes and formalities in international business negotiation is also very important for negotiators. it is good for establishing a good first impression.c. being familiar with etiquettes and formalities in international business negotiationin business negot

34、iations, especially negotiations with foreign business people, knowing necessary etiquettes and formalities is the basic quality with which the negotiator should be equipped. to learn and be able to practice the usual etiquettes and protocol in business negotiation including dress code, etiquette fo

35、r greeting and seeing-off, hands-shaking, conversation, introducing, wining and dining and gift-sending and agreement-signing and so on.first of all, dress should be neat trimness, and it must correspond to the international business negotiation etiquettes. secondly, welcome and sending-off etiquett

36、e are also very important in international business negotiation. welcome is the beginning of business negotiation etiquettes. moreover, it concerns the atmosphere of the negotiation. and it is also the key of forming first impression. how to welcome and sending-off, which do them according to the ot

37、her partys position, status and the relation with our party and so on. thirdly, how to introduce oneself and other people to the other party in international business negotiation. knowing the introduction etiquettes will give a good impression to other people.fourthly, handshake must be proper in bu

38、siness negotiation. generally speaking initiatively shake hands with the other party, which express friendliness, appreciation or respect. handshake must use the right hand. the time of handshake cannot be too long or too short. it must be proper, from 3 second to 5 second.d. paying attention to the

39、 influences of culturethe business negotiation is not only communication and cooperation between the two parties based on their own economic benefits, but also collision and communication between different cultures. it is particularly true when international business negotiations take place between

40、different countries or different nationalities. the international business negotiation is affected by politic, economic, culture and other factors in each country, and the cultural factor is the most difficult to control, which result from different negotiation styles of business people from various

41、 countries or areas. therefore, it is crucial to understand the cultural factor in international business negotiation and to know further negotiation styles of business in various places.because of various history traditions, political systems, economical conditions, cultural contexts, manners and c

42、ustoms as well as value ideas have obvious difference; therefore, the various countries negotiations form the different style of negotiation in the business negotiation. the negotiation styles mainly refer to using the conversation manner, handling the characteristic matters and customs and hobbies,

43、 owing to the different cultural contexts, countries, and the style of negotiation is also different. the language and the non- language behavior, the manners and customs, the thought difference, the values, interpersonal relationship is the big difference. for example, americans have extroversion,

44、at will disposition. some experts who study americans disposition as their character as: extroversion, frank, sincere, straight-forward, warm, self-confident, speaking incessantly, humorous, pursuing the actual benefit and so on.american negotiation personnel always have extreme self-confidence and

45、the in born feeling of superiority. they always come into the negotiation conference with enough self-confidence, and propose their own rights and interest. they do not often pay attention to the other party. moreover, their language expression is frank and they like playing a joke. they handle agil

46、ely the matters, and do not capture the circle. they think highly of the efficiency and like fighting a quick battle to force a quick decision. the idea of law is deep-rooted in their mind and the attorney plays an important role in the negotiation. they like doing overall balances“ the package deal

47、” in the negotiation plan. american merchants not only pay attention to the quality of the commodity, but also attach importance to the packing of the commodity, etc.besides, the negotiators must know the partys customs and taboos. or it will bring a terrible result, and it also brings a bad impress

48、ion. the different culture will affect the communication. iii.the skills of communication in business negotiationa negotiation is done by means of information exchange between the two parties. information exchange and reception needs listening, asking, answering, stating, looking, judging and other

49、methods. the negotiator must be always conscious of using negotiation technique in the negotiation, so that they can exactly trace the other partys action and thinking.a. verbal communication techniques 1. the technique of listening and speakingmany negotiators who lack experience may not show enoug

50、h patience when listening to the other party. they think their task is to talk about their own conditions, say what they want to say, and talk back the opposite idea of the other party. therefore, in the process of negotiation, they drain their brain to consider what they should talk about next, and

51、 hence ignore the other partys words, which result in that they have missed a lot of valuable information. they have the mistaken idea that a good negotiator can dominate the negotiation by talking a lot. in fact, successful negotiators spend more than fifty percent of the negotiation time in listen

52、ing. moreover, patient listening is also the performance of respecting the other party. it will give a good impression to the other party. and it is good for establishing a good first impression. there is an old saying: “silence is gold.” this is true for two reasons: if the other party is highly op

53、inionated or emotional, and their approach is threatening or extremely demanding, keeping quiet and listening to them until they finish speaking which can make them feel quite unsettled. in fact, the quiet make them to be trapped by their own forcefulness. most people are troubled by silence in the

54、midst of a heated discussion. sometimes silence is viewed as disapproval, but since no specific disapproval has been voiced, it cannot be treated as an attack. on many occasions, when meeting with silence, people will modify their previous statement to make it more palatable. silence is an important

55、 element in the crucial tool called active listening. the job of a good negotiator is to listen to and understand what others are saying. after all, one cannot make an intelligent response to an opinion that he/she does not understand. active listening requires that negotiators focus on what the oth

56、er party is saying and should not spend their time shaping a stinging response that will put them in the other partys favor.active listening has quite a number of advantages. it enables the listener to get a clearer picture of the other partys ideas. and when the listeners response shows just how go

57、od a job he/she has done in terms of listening, it can shock the other party: “good grief, they actually paid attention to me!” another terrific advantage of active listening is that the discipline of focusing on their opinions can also give the listener the chance to reflect on the process and stra

58、tegy. stepping aside and taking a dispassionate view of the going-on can make one a far more effective negotiator. 2. the technique of asking and answering another important technique of negotiation is asking questions adroitly. through asking questions, negotiators cannot only get a lot of informat

59、ion, which are not previously available to them, but also prove their former judgments. the exporter should use open questions (questions not just get replies as “yes” or “no”, but should explain the details of the answer) to grasp the importers needs, for such questions can make the importer be com

60、municative. for example: “can you tell me more about your company?” “what do you think of our proposal?” to a foreign traders reply, the negotiator should write down the key points and main questions for future reference. after the offer, the importer would often ask: “can you do better than that?”

61、to such a question, negotiators cannot make a concession but should ask a question in reply: “what is meant by better?” or “better than what?” these questions can make the importer explain with which aspect they actually dissatisfied. for example, the importer may say: “your competitor is offering b

62、etter terms.” then, negotiators can continue to ask, until they gain a clear knowledge of their rivals offer. after that, they can explain that the two offers are different, and stress the attractions of their offer over that of their rivals. if the other party replies equivocally, such as “no probl

63、em”, such answer should not be accepted, and detailed explanation should be asked for. besides, before asking questions, especially on the preliminary stage of negotiation, it would be beneficial in two ways: if the other party accepts the request, they would cooperate better when answering questions; if their answer is “yes”, such a definite answer would create a positive at