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1、BusinessNegotiationSkillsinEnglish（商务英语谈判技巧）PhasesofNegotiationAccordingtoRobertMaddux,authorofSuccessfulNegotiation,negotiationistheprocessweusetosatisfyourneedswhensomeoneelsecontrolswhatwewant.Inbusinessnegotiations,thetwopartiesendeavortoobtaintheirbus
2、inessgoalsthroughbargainingwiththeircounterparts.Businessnegotiationsareconductedinthefollowingfourphases:thepreparationphase,openingphase,bargainingphaseandclosingphase.Preparationphase1.ChoosingyourteamThenegotiationteamshouldincludemembersinthefollowing
3、areas:üCommercial:responsibleforthenegotiationonprice,deliveryterms,andcommercialpolicyofrisktaking.üTechnical:responsibleforspecifications,programs,andmethodsofwork.üFinancial:termsofpayment,creditinsuranceandfinancialguarantees.üLegal:contractdocuments,t
4、ermsandconditionsofcontract,insuranceandlegalinterpretation.üInterpreter:familiarwiththeforeignlanguageneededaswellasthenegotiation-relatedknowledge,andhavingcertaincommunicationskills.Themostimportantroleintheteamisthechiefnegotiator(CN),whoissupposedtopo
5、ssessthefollowingqualities:sociability,shrewdness,adaptability,patience,endurance.Otherthanthat,extensiveknowledge,clearoralexpressionaswellasstrongleadershiparealsoimportantforaCN.2.GatheringandanalyzinginformationValuableinformationcoverstheareasinpoliti
6、cal,legalaswellasbusinesssystem,marketresearch,financialpolicies,infrastructureandlogistics.Theknowledgeonthecounterpartisalsonecessary.Withtheinformationathand,itistimedoafeasibilitystudytoadjustourgoalstobeachieved.3.ThenegotiationplanTheplandefinesthene
7、gotiatingobjectives,setstheminimumacceptablelevelforeachterm,andstatesthetimecontrol,initialstrategy,thetacticsandothersincludingthelocation,personnelandfacilitiesneeded.Awell-designedplanallowsmoreflexibilityindifferentsituationsandguidesthenegotiatorsthr
8、oughthenegotiationprocesswithoutgettingofftrack.TheopeningphaseItiscommonthatthesellersubmitsproposals.Thenthebuyerconfrontswiththreeoptions:outrightacceptance,outrightrejection,andqualifiedrejection,thelasto
