【正文】 be a crosscultural perspective, analyze and solve problems, adapt and adjust cultural differences actively, so as to achieve the success of crosscultural negotiations. In short, the international business negotiation plays a role play a decisive role in international trade and international exchanges, in order to achieve the success of the negotiations, to prepare work before negotiation, and be just perfect with different negotiation skills in negotiation. In addition, also need to learn about different countries and areas, customs and negotiating style, pay attention to the impact of cultural differences on the negotiating process and results, and take the corresponding countermeasure. 白城師范學院本科畢業(yè)論文 10 Ⅳ The Tactics of Distributive Negotiation To prepare before the negotiation If you want to profit in the negotiation, at the beginning of the negotiation phase to create a more solid foundation is essential, also is to do the preparation before negotiations. Do everything possible to gathering information related to rival the enemy and know yourself, fight, in order to in an impregnable position, before the talks should be through various channels to learn about each other39。s first enterprise background, the position of the other negotiating team. Intelligence is the most important information about each other, such as: the other enterprise39。s development plan, the other enterprises facing the pressure and problems, the other to our specific business needs, the other enterprise petition situation, the position of the other negotiator, Lord talk about how the decision, the degree of hunger for success, and so on. Only master the other person39。s intelligence, to estimate the other person39。s pressure points, their bargaining power increase appropriately again after paring with each other. Set up the ideal negotiating team In order to minimize the internal check, and don39。t get in the way of using the collective ingenuity, it is best to negotiating team size as five people, but every one of the five people must be independent. Negotiating team of five people, of course, impossible to know everything. Know everything about anything. Sometimes, due to the limitation of negotiating team personnel39。s professional, can be arranged on both sides of the professionals, posed of expert working group, separately from the main negotiations are discussed, and will report the results to the main negotiating groups. If negotiations involve a lot of professional, can arrange experts as a negotiating team consultant, rather than having to attend the negotiation as a formal member. Experts can for negotiators to contribute, but not directly involved in the munication with each other. In addition, five members of the negotiating team must know every task and role, and strengthen the understanding between each other. Team members should support each other, in the process of negotiations, to get the rest of the echo. 白城師范學院本科畢業(yè)論文 11 Select the appropriate negotiation team leader Negotiating team leader must have the ability, at least can be matched with the other party39。s negotiating team leader. Team leaders should the whole team work together effectively, its _ butyl way can be accepted by team members. In order to improve efficiency, team leaders can choose appropriate dictatorship. To develop a good plan ahead of negotiations Plan is to make the negotiations can obtain higher benefits. Negotiation plan should be as concise as possible, so that negotiators will it clearly printed in the brain, and thus more able to deal with rivals。 Plan must be specific, do not have reservations already, also don39。t be careful。 Plan also must have the flexibility, negotiators should be according to the progress of the negotiations, flexible adjustment plan, make the plan more accord with the actual situation to negotiate. Negotiation process to be just right to the use of different negotiation skills Negotiation is a science, but also an art. In international business negotiations, both to protect their own legitimate interests, and to achieve the intended target, is not a easy thing, only properly use different negotiating skills, is likely to achieve goals, to achieve a successful negotiation and signing. Pressurized appropriate skills In the negotiation process. Sometimes in order to achieve a certain purpose, we need to pressure on the opponent. But pressure on the opponent is not an easy thing, but to adopt some techniques and methods. Techniques and methods used improperly may backfire. Pressure enough is enough, otherwise, will be out of the reach of the other party. Always in constant negotiation opponent test each other, each other, try to pass the test and test each other39。s strength, attitudes, skills, layout, etc to find each other39。s weakness, at the same time pressure on each other. Pressure usually, there are three kinds of methods: when the first method is to trade constantly keep clear petitive situation. Can you get the choice of the more the better, until a certain limit? To a certain stage, in order to pressure on each other, the more alternative, the 白城師范學院本科畢業(yè)論文 12 better。 The second approach is often resist or against each other, to continue to cause the other party against and discontent. Hostility in don39。t let the other side, under the condition of moderate pressure, at the same time plementary with personal concern and encouragement, in this way, you have the opportunity to slowly get minimize their expectations. Should let each other clearly see the returns or we can get pensation, but does not allow them to do swap concessions: and the third way is to weaken each other39。s position. To achieve this purpose, have to be careful, it is best to manipulate each other. One misses