论文部分内容阅读
【Abstract】With the development of economy，international business English negotiation have become increasingly frequent. However，it is necessary to prepare well before the negotiations if they want to “win-win” in business negotiations. This paper will discuss what preparations should be made before Business English Negotiation.
【Key words】preparations； business English； negotiation； interest； strategy
I.Introduction
With the development of society，international business negotiation is playing more and more important role. Generally speaking，business negotiation is a bargaining situation in which two or more parties have a common interest to cooperate，but at the same time have conflicting interests over exactly how to share. Without common interests there is nothing to negotiate for，without conflicting issues there is nothing to negotiate about.
International Business English Negotiation should focus on interest，not position. Interest means why you want and position means what you want. Negotiation takes place only over issues that are negotiable； Negotiation takes place only between people who have the same interests； Negotiation takes place only when negotiators are interested not only in taking but also in giving； Negotiation takes place only when negotiating parties trust each other to some extent.
II.Preparations that should be made before Business English Negotiation
2.1 Choosing your team
2.1.1 Keep your team as small as possible
There are several reasons to keep you team as small as possible. Firstly，communication is a source of strength within the negotiation team. As major decisions are made in a matter of seconds，large groups are difficult to handle. Secondly，Keeping the negotiation team small makes it possible and convenient to make timely adjustments to the negotiation plan and to disseminate that information quickly. What’s more，the members of the negotiation team have other job duties unrelated to the negotiation. The fewer people you take away from their regular assignments the better. At last，don’t use the assignment as a reward. The best way is to choose only talents specific to the success of the negotiation.
2.1.2 Select team members
Business English negotiation is a team sport. The members in the team must possess the specialized skills，communication ability，team spirit and gamesmanship. The commercial，technical，financial，legal members and interpreter should be included in the international negotiation team. Employees who constantly complain even under good conditions，people who like to work their own agenda，“hothouse flowers” and bigots should not be included in the negotiation team. 2.1.3 Select chief negotiator
The chief negotiator is a decision-maker and is responsible for unifying the team and designing the strategies and tactics to be used in the coming negotiation. He must keep the team on track under trying circumstances. So the chief negotiator must be knowledge. He must have： shrewdness，patience，adaptability，endurance，sociability，the ability of articulate and so on.
2.2 Gathering of information
In the business English negotiation，once the negotiating team has been organized，the first and most important step in preparing is gathering information. It is very important for negotiators to learn as much as possible about the potential client or partner. Only when they have known them quite well can they have the initiative in business negotiations. Various kinds of information are necessary，finance，market，technology，policy，even the particular’s background，family status，their strengths and weakness. And then is to analyze the various data you obtain in order to size up the probable goal and preferences of your counterpart，using his perspectives rather than yours as well as your own.
2.3 Making a feasible negotiating plan
Having set up the hopeful target and made the market research，the negotiation plan should be made out. The plan should define the initial strategy，state the measures or tactics that may possibly be adopted and decide on the location for the negotiations. In defining the initial strategy and stating the possible measures or tactics，set down some basics and allow flexibility in different situations； choosing the location of negotiation is perhaps the most important factor for several reasons，both practical and psychological. Having the “home court” opportunity will be of advantage to you，for the home team will have all its information resources readily available，while the traveling team brings the minimum necessary resources and information.
III.Conclusion
The pre-negotiation is usually more important than the formal negotiations in the international business relationship. Preparation is an under-rated art. It is not just important to your negotiation，it is vital. Good preparation builds a solid foundation for your negotiation. It gives you the confidence that you need to be successful. The other option—bad，limited or even no preparation—is a poor alternative. It will leave you exposed，put you on thin ice. To contribute to success in your negotiations，your preparation should be aimed at achieving an overarching objective—that of making sure that you go into your negotiation knowing more than the person you face.
References
[1]Fu Chunyu. Business Negotiation. Jan，2009
【Key words】preparations； business English； negotiation； interest； strategy
I.Introduction
With the development of society，international business negotiation is playing more and more important role. Generally speaking，business negotiation is a bargaining situation in which two or more parties have a common interest to cooperate，but at the same time have conflicting interests over exactly how to share. Without common interests there is nothing to negotiate for，without conflicting issues there is nothing to negotiate about.
International Business English Negotiation should focus on interest，not position. Interest means why you want and position means what you want. Negotiation takes place only over issues that are negotiable； Negotiation takes place only between people who have the same interests； Negotiation takes place only when negotiators are interested not only in taking but also in giving； Negotiation takes place only when negotiating parties trust each other to some extent.
II.Preparations that should be made before Business English Negotiation
2.1 Choosing your team
2.1.1 Keep your team as small as possible
There are several reasons to keep you team as small as possible. Firstly，communication is a source of strength within the negotiation team. As major decisions are made in a matter of seconds，large groups are difficult to handle. Secondly，Keeping the negotiation team small makes it possible and convenient to make timely adjustments to the negotiation plan and to disseminate that information quickly. What’s more，the members of the negotiation team have other job duties unrelated to the negotiation. The fewer people you take away from their regular assignments the better. At last，don’t use the assignment as a reward. The best way is to choose only talents specific to the success of the negotiation.
2.1.2 Select team members
Business English negotiation is a team sport. The members in the team must possess the specialized skills，communication ability，team spirit and gamesmanship. The commercial，technical，financial，legal members and interpreter should be included in the international negotiation team. Employees who constantly complain even under good conditions，people who like to work their own agenda，“hothouse flowers” and bigots should not be included in the negotiation team. 2.1.3 Select chief negotiator
The chief negotiator is a decision-maker and is responsible for unifying the team and designing the strategies and tactics to be used in the coming negotiation. He must keep the team on track under trying circumstances. So the chief negotiator must be knowledge. He must have： shrewdness，patience，adaptability，endurance，sociability，the ability of articulate and so on.
2.2 Gathering of information
In the business English negotiation，once the negotiating team has been organized，the first and most important step in preparing is gathering information. It is very important for negotiators to learn as much as possible about the potential client or partner. Only when they have known them quite well can they have the initiative in business negotiations. Various kinds of information are necessary，finance，market，technology，policy，even the particular’s background，family status，their strengths and weakness. And then is to analyze the various data you obtain in order to size up the probable goal and preferences of your counterpart，using his perspectives rather than yours as well as your own.
2.3 Making a feasible negotiating plan
Having set up the hopeful target and made the market research，the negotiation plan should be made out. The plan should define the initial strategy，state the measures or tactics that may possibly be adopted and decide on the location for the negotiations. In defining the initial strategy and stating the possible measures or tactics，set down some basics and allow flexibility in different situations； choosing the location of negotiation is perhaps the most important factor for several reasons，both practical and psychological. Having the “home court” opportunity will be of advantage to you，for the home team will have all its information resources readily available，while the traveling team brings the minimum necessary resources and information.
III.Conclusion
The pre-negotiation is usually more important than the formal negotiations in the international business relationship. Preparation is an under-rated art. It is not just important to your negotiation，it is vital. Good preparation builds a solid foundation for your negotiation. It gives you the confidence that you need to be successful. The other option—bad，limited or even no preparation—is a poor alternative. It will leave you exposed，put you on thin ice. To contribute to success in your negotiations，your preparation should be aimed at achieving an overarching objective—that of making sure that you go into your negotiation knowing more than the person you face.
References
[1]Fu Chunyu. Business Negotiation. Jan，2009