【正文】 ons will also be improved. In negotiation: techniques and strategies to achieve a successful business negotiationAfter preparation, it is time to set down and apply some techniques and strategies for negotiation. International business negotiation is special in that the two parties from different countries will have to take the international economic laws and their differing economic systems, social and cultural backgrounds and many other factors into consideration when they are negotiating. Besides, the international transfer of asset is closely connected with such problems as international trade, international finance, international insurance and international transportation. Therefore, in order to achieve a successful international business negotiation, the negotiators have to learn and apply some techniques and strategies.First, attentive listening and observing is very important in negotiation. Many inexperienced negotiators think their task is to talk about themselves and contradict the other party when negotiating, and do not listen to the other party patiently while someone is speaking. Some of them do not pay any attention to what the other party talks about, and as a result, they miss much useful information. They hold mistakenly the view that the best negotiators always win the initiative of negotiation by talking much. 鄒建華. 國際商務談判業(yè)務與技巧. 廣州：中山大學出版社, 1990.In fact, the successful negotiators usually spend over 50% of their time in listening, according to a survey.The chief task for a negotiator is to collect necessary information in negotiation. He or she has to listen carefully to what their counterparts from the other party say, and frequently ask them questions to make sure he or she understands what they say. By listening, the negotiators get to know the real demand of the other party, and while listening, they are on the way to find solutions to problems. Some people point out that in international business negotiation, talking is a task, while listening is an ability. Whether a negotiator is good at listening or not will have a great effect on his or her success or failure. Observing is as important as listening in international business negotiation. The negotiators are supposed to observe carefully at the manners and attitudes of their counterparts. Sometimes they have to change some of their previous plans or decisions when they find that there are some alteration in the expressions or manners of the other party, so as to lead the negotiation to continue and e to an expected end. Many small incidents may happen in negotiation, and close observation can help avoid the adverse effects of these incidents. It is also an important ability for the negotiators to observe in international business negotiation.Second, effective use of verbal and nonverbal language is a useful tool for negotiating. To establish a friendly relationship with the other party is one of the most important steps of negotiation, which will create a favorable atmosphere for the whole discussion. The negotiation may begin with some topics that both parties are interested in, for instance, the clubs they join and the exercises they do. This gives a good beginning for the negotiation and leads it to go on in an easy and polite atmosphere, and furthermore, to build up trust and confidence in each other. It is helpful to use verbal language in a correct way in international business negotiation. From the answers of the other party, we can also gain important information for business. The negotiators may use some words or phrases with neutral meanings, for example, “oh”, “ah”, “yes” and “I see”, to show that they are interested in what their counterparts are talking about and that they want them to continue. Reiteration can also be used in international business negotiation to gain more information or show interest in a certain topic. For instance, if someone from the other party says, “This time we need a significant increase in discount.” A negotiator may repeat the words “a significant increase”, and see what will happen next. Most of the time, the other party will go on to explain what “a significant increase” is, and he or she can further understand the intention of the other party in this negotiation and what they think is the most important. Meanwhile, the negotiators should try to use few words or sentences that will arouse the dislike of the other party. They, especially those negotiators whose mother tongue is not English, have to avoid using words and phrased like “To tell you the truth” or “I will be honest with you…”. Because these will cause a sense of distrust and nonconfidence, which contributes to the negative influence of their cooperation in negotiation. Proper questioning is very useful in negotiation as well. By questioning, the negotiators will get some information that cannot be gained anywhere except in negotiation。International Business Negotiation:Paving the Way for a Successful Longterm Cooperation摘要：隨著各國之間經濟交往的日趨頻繁，國際商務成為當今世界經濟中越來越重要的活動，國際商務談判是其中至關重要的一個環(huán)節(jié)。希望此文對一些國際商務談判人員及對國際商務感興趣者能起到一定意義上的啟發(fā)作用。[4] 洪銀興. 國際商務導論. 北京：中國青年出版社, 1996.[5] . 國際商務談判英語. 成都：四川大學出版社, 1994. [6] . 國際商務談判的技巧. 《北方經貿》, 1999(6).[7] 解金沙. 條件問句在國際商務談判中的作用.《安徽大學學報（哲學社會科學版）》, 1999(2).[8] 謝凱英. 國際商務談判前的準備工作.《商業(yè)經濟文薈》, 1999(4).[9] 謝毅. 國際商務談判中語言的運用及特點.《國際商務研究》, 1999(2).[10] 張古. 國際商務慣例與習俗. 石家莊：河北大學出版社, 1993.[11] 張祥. 國際商務談判：原則、方法、藝術：principles, methods and arts. 上海：上海三聯書店, 1995.[12] 趙銀德. 文化差異對國際商務談判行為的影響. 《對外經貿實務》, 2002(10).[13] 鄒建華. 國際商務談判業(yè)務與技巧. 廣州：中山大學出版社, 1990.[14] 周娟美. 影響國際商務談判的文化因素.《華北工學院學報（社科版）》, 2003(3).[15] 朱美娥. 吳憲和. 國際商務談判. 太原：山西經濟出版社, 1994.11 / 11