国际商务谈判(英文)chapter8-Communication-Skills-in-International-Business-Negotiation[精]课件.ppt
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1、L/O/G/O1International Business Negotiation2 Chapter8 Communication Skills in International Business Negotiation3Teaching Objectives After studying this module,you should be able to After studying this module,you should be able to know:know:In this chapter you will learn 1How different culture affect
2、s communication in international business negotiation 2Skills of talking 3Skills of asking and answering questions 4Tips for good listening4 Closing the deal Summary of the negotiationTips on contract signing 4123Contents bargaining tactics 58.1 Summary:Communicating across cultures International bu
3、siness negotiations have often failed as a result of poor communications.Exporters need to communicate clearly with importers if they are to succeed in the international marketplace.By building listening skills,knowing how to phrase questions,and using other specific communications techniques,negoti
4、ators should be in a position to conduct their international business discussions more successfully.8 8.2 Skills of talking8.2.1 Negotiation language Your presentation should be executed in all attractive manner that is pleasing,not offensiveIt should be fair and consider the pros and cons,not suspi
5、ciousIt should be cooperative and friendly,not argumentative or hostileIt should emphasize the positive,not the negative,stress the familiar,not the unknown,and be democratic,not dictatorialYour presentation should be understated,not exaggerated 9 8.2.2 How to open and close There are a number of ap
6、proaches you can use to attract immediate attention.(1)arouse curiosity by asking a question related to your talk.(2)say something humorous.(3)start off with an interesting news item.(4)begin with a specific illustration or case,which tends to lend an air of seriousness and reality to your talk.10 8
7、.2.2 How to open and close(5)open with the impact of a profound quotation.(6)show a visual illustration of your main points,which can be either a chart,picture or item related to your talk.(7)open with a simple explanation of how your topic affects the common interests of the listeners(8)start off w
8、ith a shocking statement.(9)casually comment on something that has just happened or been said at the meeting if it ties into your presentation.11 8.2.2 How to open and close Your closing statement can be the same as one with which you would end a memorandum,summarizing and briefly outlining the main
9、 points you cover.12 8.2.3Practical tips for making statements (5)Try to be objective and genuine.(6)Have a sense of propriety in speech or action.(7)Try to be self-oriented.(8)Correct mistakes quickly and repeat your words if necessary.13 Listeners unconsciously judge you by how you talk.Your speak
10、ing voice is one of the first impressions people have of you,and that impression is often dominated by your voice quality.8.2.4Several aspects to beware of14 8.2.4 Several aspects to beware ofl A person may be characterized as friendly if his or her voice sounds warm and well modulated.l When you sp
11、eak,your words convey your thoughts,and the tone conveys your mood.l Your talking rhythmthat is,your speech speed and pauseswill depend on how complicated your message is and how clearly you articulate your words.15 8.3 Skills of asking questions In international business negotiations,one of the mos
12、t important skills is the ability to ask good questions.By asking relevant questions,negotiators can obtain valuable information from the other side as well as test various assumptions made when preparing for the discussions.During the preparatory phase,negotiators collect information,but not all da
13、ta and facts may be available;this needs to be supplemented during the talks.16 8.3.1 Basic Functions of Questions Questions appear to be able to be divided into five basic functions:(1)Cause attention.Provide preparatory conditions for the operation of the others thinking.Example:“How are you?”(2)G
14、et informationProvide questioner with information“How much is it?”17 8.3.1 Basic Functions of Questions (3)Give informationProvide the other with information“Did you know you could handle this?”(4)Start thinking.Cause the others thinking to operate“What would your suggestion be on this?”(5)Bring to
15、conclusion.Bring the others thinking to a conclusion“Isnt it time to act?”18 8.3.2 When to ask(1)It is premise to listen attentively to the other party.(2)Dont ask casually,and watch chance.(3)Dont eager to raise questions before the other party finishing his reply.(4)Prepare for the important quest
16、ions forward,and imagine some answers,then counter these answers to make some methods before raise questions.19 8.3.3How to deliver questions There are two ways to assure a high degree of reliability for answers to your questions.l One way is to lay the foundation for asking them.l The second method
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