國際商務(wù)談判（英文）chapter8CommunicationSkillsinInternationalBusinessNegotiation

International

BusinessNegotiation1

Chapter8CommunicationSkillsinInternationalBusinessNegotiation2TeachingObjectivesAfterstudyingthismodule,youshouldbeabletoknow:

Inthischapteryouwilllearn1．Howdifferentcultureaffectscommunicationininternationalbusinessnegotiation2．Skillsoftalking3．Skillsofaskingandansweringquestions4．Tipsforgoodlistening3

Closingthedeal

SummaryofthenegotiationTipsoncontractsigning

4123Contents

bargainingtactics

48.1Summary：CommunicatingacrossculturesInternationalbusinessnegotiationshaveoftenfailedasaresultofpoorcommunications.Exportersneedtocommunicateclearlywithimportersiftheyaretosucceedintheinternationalmarketplace.Bybuildinglisteningskills,knowinghowtophrasequestions,andusingotherspecificcommunicationstechniques,negotiatorsshouldbeinapositiontoconducttheirinternationalbusinessdiscussionsmoresuccessfully.

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8.2Skillsoftalking8．2．1NegotiationlanguageInternationalnegotiationsdifferonlyinthefactthatthebuyer／investorisusuallymuchbetterinformedthanastandardcustomer．Bothbuyerandsellerhaveanequalchancetoclosethedeal，andthemoreproactivethedecisionmakeris,thegreaterchanceofcontrollingtheprocesshe’llhave．6

8.2Skillsoftalking8．2．1Negotiationlanguage

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8.2Skillsoftalking8.2.1Negotiationlanguage

Yourpresentationshouldbeexecutedinallattractivemannerthatispleasing，notoffensive．Itshouldbefairandconsidertheprosandcons，notsuspicious．Itshouldbecooperativeandfriendly，notargumentativeorhostile．Itshouldemphasizethepositive，notthenegative,stressthefamiliar，nottheunknown，andbedemocratic，notdictatorial．Yourpresentationshouldbeunderstated，notexaggerated．8

8.2.2HowtoopenandcloseThereareanumberofapproachesyoucanusetoattractimmediateattention.(1)arousecuriositybyaskingaquestionrelatedtoyourtalk.(2)saysomethinghumorous.(3)startoffwithaninterestingnewsitem.(4)beginwithaspecificillustrationorcase,whichtendstolendanairofseriousnessandrealitytoyourtalk.9

8.2.2Howtoopenandclose(5)openwiththeimpactofaprofoundquotation.(6)showavisualillustrationofyourmainpoints,whichcanbeeitherachart,pictureoritemrelatedtoyourtalk.(7)openwithasimpleexplanationofhowyourtopicaffectsthecommoninterestsofthelisteners(8)startoffwithashockingstatement.(9)casuallycommentonsomethingthathasjusthappenedorbeensaidatthemeetingifittiesintoyourpresentation.10

8.2.2HowtoopenandcloseYourclosingstatementcanbethesameasonewithwhichyouwouldendamemorandum,summarizingandbrieflyoutliningthemainpointsyoucover.11

8.2.3Practicaltipsformakingstatements(5)Trytobeobjectiveandgenuine.(6)Haveasenseofproprietyinspeechoraction.(7)Trytobeself-oriented.(8)Correctmistakesquicklyandrepeatyourwordsifnecessary.

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Listenersunconsciouslyjudgeyoubyhowyoutalk.Yourspeakingvoiceisoneofthefirstimpressionspeoplehaveofyou,andthatimpressionisoftendominatedbyyourvoicequality.

8.2.4Severalaspectstobewareof13

8.2.4SeveralaspectstobewareofApersonmaybecharacterizedasfriendlyifhisorhervoicesoundswarmandwellmodulated.Whenyouspeak,yourwordsconveyyourthoughts,andthetoneconveysyourmood.Yourtalkingrhythm—thatis,yourspeechspeedandpauses—willdependonhowcomplicatedyourmessageisandhowclearlyyouarticulateyourwords.14

8.3SkillsofaskingquestionsIninternationalbusinessnegotiations,oneofthemostimportantskillsistheabilitytoaskgoodquestions.Byaskingrelevantquestions,negotiatorscanobtainvaluableinformationfromtheothersideaswellastestvariousassumptionsmadewhenpreparingforthediscussions.Duringthepreparatoryphase,negotiatorscollectinformation,butnotalldataandfactsmaybeavailable;thisneedstobesupplementedduringthetalks.15

8.3.1BasicFunctionsofQuestionsQuestionsappeartobeabletobedividedintofivebasicfunctions:(1)Causeattention.Providepreparatoryconditionsfortheoperationoftheother’sthinking.Example：“Howareyou?〞(2)Getinformation．Providequestionerwithinformation．“Howmuchisit?〞

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8.3.1BasicFunctionsofQuestions(3)Giveinformation．"Providetheotherwithinformation．“Didyouknowyoucouldhandlethis?〞(4)Startthinking.Causetheother’sthinkingtooperate．“Whatwouldyoursuggestionbeonthis?〞(5)Bringtoconclusion.Bringtheother’sthinkingtoaconclusion．“Isn'tittimetoact?〞

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8.3.2Whentoask

(1)

Itispremisetolistenattentivelytotheotherparty.(2)

Don’taskcasually,andwatchchance.(3)

Don’teagertoraisequestionsbeforetheotherpartyfinishinghisreply.(4)

Preparefortheimportantquestionsforward,andimaginesomeanswers,thencountertheseanswerstomakesomemethodsbeforeraisequestions.

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8.3.3HowtodeliverquestionsTherearetwowaystoassureahighdegreeofreliabilityforanswerstoyourquestions.Onewayistolaythefoundationforaskingthem.Thesecondmethodofassuringthereliabilityofanswerstoyourquestionsisthroughtheuseofthetacticcalled“bipolarquestioning.〞19

8.3.4Categariesofquestions(1)Closedquestions

①Selectivequestions②Suggestivequestions

③Clarifyingquestions

④Referencequestions

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8.3.4Categariesofquestions(2)Open-endedquestions

①

Probingquestions②Conferringquestions

③Proof—seekingquestions

④Heuristicquestions⑤Leadingquestions

⑥Conditionalquestions21

8.3.5Techniquesforaskingquestions(1)Preparethequestionsaheadoftime.〔2〕Askquestionssincerely．〔3〕Askquestionsinsimpleandshortsentencepatterns，orthecounterpartwillgetimpatientorfeelfooled．〔4〕Avoidraisingdoubts．〔5〕Askdifferentquestionsaccordingtotheage，position，personality，educationlevel，andnegotiationexperienceofthecounterpart．22

8.3.5Techniquesforaskingquestions〔6〕Askquestionsatarightmoment；askingaquestiontooearlywillrevealtheintentionofthequestionerandaskingyourquestiontoolatewillhinderthenegotiationprocess．〔7〕Donotinterruptthetopicofyourcounterpartatwill，andavoidbringingupanewtopicbeforeyourcounterparthasdiscussedtheoldtopiccompletely．〔8〕Donotdeliberatelyaskquestionstheotherpartyhasmadepainstakingeffortstoavoidanswering．23

8.3.5Techniquesforaskingquestions〔6〕Askquestionsatarightmoment；askingaquestiontooearlywillrevealtheintentionofthequestionerandaskingyourquestiontoolatewillhinderthenegotiationprocess．〔7〕Donotinterruptthetopicofyourcounterpartatwill，andavoidbringingupanewtopicbeforeyourcounterparthasdiscussedtheoldtopiccompletely．〔8〕Donotdeliberatelyaskquestionstheotherpartyhasmadepainstakingeffortstoavoidanswering．24

8.3.5Techniquesforaskingquestions〔9〕Avoidaskingquestionsthatmayhindertheotherpartyfrommakingaconcession．〔10〕Testthehonestyofyourcounterpartwithaquestiontowhichyoualreadyknowtheanswer．〔11〕Keepsilentafteraskingaquestiontowaitpatientlyforthecounterpartytoanswerit，anddonotgiveadditionalremarksoverandoveragain，whichwillmakeitimpossiblefortheotherpartytoanswerthequestion．25

8.3.6Questionsthatshouldnotbeasked(1)Questionsaboutprivatelife．job，income．familystatus，woman’sage，religionandpartybeliefs．(2)Hostilequestions．(3)Questionsthatindicatesuspicionsofthequalityoftheotherparty．

(4)Excessivequestionsirrelevantwiththenegotiationcontents．26

8.4SkillsofAnswering8.4.1Sixprinciplesforansweringquestions〔1〕Inordertoavoidthepossibilityofbeingtrappedorrevealinginformationthatone’spartydoesnotwanttodisclose，donotansweraquestionrashly．〔2〕Answerthequestionthatisasked，andavoidambiguity．〔3〕Beforeansweringaquestion．trytofindsometimetothinkaboutthequestion．27

8.4SkillsofAnswering〔4〕Donotrevealtoomuchinformation，leavingyourpartywithnoalternatives〔5〕Don‘tallowyourcounterparttoposeincessantquestions．〔6〕Askprobingquestionsaboutsomelimitingconditionssuchasorderingquantity，co-operationtimeandthelike．

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8.4SkillsofAnswering8.4.1Sixprinciplesforansweringquestions〔1〕Inordertoavoidthepossibilityofbeingtrappedorrevealinginformationthatone’spartydoesnotwanttodisclose，donotansweraquestionrashly．〔2〕Answerthequestionthatisasked，andavoidambiguity．〔3〕Beforeansweringaquestion．trytofindsometimetothinkaboutthequestion．29

8.4.2Techniquesforansweringquestions(1)Leavingtheotherpersonwiththeassumptionsthathehasbeenanswered.(2)Answeringincompletely.(3)Answeringinaccurately.(4)Leavingtheotherpersonwithoutthedesiretopersuethequestioningprocessfurther.(5)Statemanyanswerswithoutcommittingyourselftoanyone.30

8.4.2Techniquesforansweringquestions(6)Statethattheanswertothequestionisthatthequestioncannotbeanswered.(7)Givea“nothing〞answer.(8)Usehumorinansweringquestions.(9)Counterattackonapointquiteirrelevanttothepointatissue.31

8.4.2Techniquesforansweringquestions(6)Statethattheanswertothequestionisthatthequestioncannotbeanswered.(7)Givea“nothing〞answer.(8)Usehumorinansweringquestions.(9)Counterat