【正文】 t39。 the other is to understand or receive the point which is offered by yourself and basic interest which kept by yourself and the behavior way which is adapted by yourself. The negotiation is not only the interest shared by two sides, but also a kind of cooperative action. Good interpersonal relations are helpful for the success of negotiation After all, negotiation is on the basis of cooperation. It’s a kind of cooperation, as well as the petition. The negotiation is a particular style in munication. They have their mon during the negotiation. Their internal ideas of two sides whether they are same or different are reflected by language. As language is the means which the two negotiators can manifest their option correctly, it is the tie and bridge which can relate two negotiators and the paste which can harmonize the relations of two sides. The language in negotiation should make sure that transferring the correct information without any ambiguity, otherwise that will lead to misunderstanding even worse。ll consider it” and “inconvenient”are some examples of ambiguity in international munication and conversation. “Maybe” and “inconvenient” can mean impossible in some cultures, and in others, “yes” means “maybe” while “perhaps” means “no”. Some languages, for example some Arabic and some Asian languages traditionally contain exaggerations, fantastic metaphors and repetition, which can be misleading for foreigners. It is, therefore, important to be aware of these aspects and read between the lines. This is even more important in nonverbal munication, the personal space, handshakes, ways of greeting each other, munication between males and females, signs of irritation, etc., are important aspects of munication patterns, and knowledge of these can improve the negotiation process and effectiveness. Emphasis on personal relations The importance of emphasis on personal relations is different in different cultures in negotiations. Many countries in the West, the negotiators are more concerned with the issue at hand and the future relationship between the organizations, irrespective of who is representing these firms, while in some cultures, the personality of the negotiator is more important than the organization he is representing or the importance of an issue. So the emphasis on personal relations can be different in different negotiations. 4. Personal styles and their optimal application Below is a listing of 5 different personal negotiating styles. Rarely does a person use one style to the exclusion of all others, and there39。t always what they seem. Often utilized by developing economies with little contract law, passive negotiating convinces the opposition to pat all of their cards on the table in the belief that everything is mutually acceptable. The passive side presents nothing and simply nodsand counterparts believe they39。s program in an effort to keep them on the defensive. Passivity is also used by novice negotiators to learn about the cultural negotiating styles of economies with whom they39。s strictly a matter of attitude rather than physical presence. It shouldn39。s session, we must understandably consider other offers.”We would like our legal counsel to review your proposition. (鄒違華,陳騰華,: 67) Intimidating is much more likely to be used by the western negotiators pared with the Chinese negotiators. In the western culture, people are likely to solve problems with the military power. This could be proved by their use of knife in dietary. However, in Chinese traditional culture, harmony is always advocated. The Chinese are likely to solve problems and settle disputes without intimidation. Technical Technical negotiation centers on the data of the product or service under discussion, and it counts on the opposition being worn down by the onslaught of technical details. Many negotiating teams purposely include a member who is highly knowledgeable about technical processes. Besides being able to answer the occasional question, they can also be used to thwart the opposition39。re attempting to mold as well as the direct effect upon ownership, taxes, and staffing. In most of the developed West, legal considerations (and lawyers) are expected at the negotiating table. Here the legalistic style is used to remind all participants of their responsibilities and potential benefits under local and international law. Time consuming and petty it may seem, but a single negotiator with only minimal lega1 knowledge will be at a decided disadvantage. When one side adopts this posture, counterparts must be quick to respond in kind. The developing world is a different matter. Many Asian business cultures prefer to carry on business both above and below the table (Kitty O Locker, 2000:35). The same is true of many South American, Middle Eastern, Eastern European, and African munities. Agreement with the process is not as important as understanding and manipulating your counterpart39。s style and where it leads will allow for effective preplanning as well as adjustment once discussions begin. Negotiations are like chess. Visualizing all possible moves in advance leads to success.16。t have similar mercial codes. Additionally, using or responding to a legalistic approach will require added res