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1、Internationalbusinessnegotiation——Tobeaqualifiednegotiator姓名：学号：专业班级：1212TobeaqualifiednegotiatorToday’sglobalizationrequiresprofessionalstodealwiththeircounterpartsincountrieswithdifferenteconomic,cultural,legal,andpoliticalenvironments.Youmayneedtoresolveadis
2、putewithasupplier,finalizeacounterproposalforastate-ownedenterprise,orleadamulticulturalteam.Thusinaglobalizedmarket,fewsubjectsareascriticalasnegotiatingacrossculturalboundaries.Whennegotiatorsarefromdiverseculturallysensitivenegotiatingskillsarenecessaryforma
3、naginginaninternationalsetting.So,itneedswedealwithcarefullyandkeenly.Asweknow,ifyouwanttobeagoodinternationalnegotiatoryoushouldpreparewellbeforestartthenegotiation.Themostimportantthingistocollectinformation.Suchas:thebackground,corporatecultureandmanagementm
4、ethodofthetargetco.youwillnegotiatewith.Becausealltheseaspectswillbecloselyrelatedtotheiroffer,theirwayofdoingbusiness,eventhestrategytheywilladaptinanegotiation.Inaddition,knowthepeoplewellwhowillattendinthenegotiationbyallpossiblemeans.Paymoreattentiontotheir
5、negotiationstyle:task-orientedorpeople-oriented?Theirwaysofhandlingthings,directlyorindirectly?High-contextorlow-context?Thephilosophy12theystickto,win-winoneorthewin–lossone?Andifpossible,knowabouttheirpersonalitieswhichmayaffectthegoingofthedealtoacertainexte
6、nt.Apartfromthat,youshouldsparesomeeffortsonyourownpart,thismayinclude:setupyourobjectivesclearly.Alwayskeepwhatyouwanttoachieveinmind,workoutastrategy(accordingtotheirpossibletactics),distributetherolesappropriately,whendoingthis;youshouldbeclearaboutdifferent
7、people’scharacteristics.Lastone;bereadytocooperatewithothermembersinateam.Differentpeoplemayhavedifferentperspectivesandviewstodifferentthingsandinanegotiationtheyplaydifferentrolesandhavecertainemphasis.Sobecooperativeisrathercriticalforasuccessfulnegotiator.1
8、.TargetdecisionPerhapsthemostimportantpartofpre-negotiationplanningisdetermining,withsomeprecision,thenegotiationobjectivethatneedtobeachieved.Abuyercannotgointoanegotiation
