ABSTRACT
With the rapid growth of the Chinese economy, especially after entering the WTO, many of China import and export international business companies face more and more business negotiations. During a negotiation, both sides hope to obtain the maximum benefit, with minimum conflict of interest. The article believes: firstly, establish a correct concept of Negotiation and International Trade Negotiation. The author thinks that we must have an awareness of two mistaken assumptions about doing business in the international arena. Many economic commentators assume that international business deals will happen naturally if only the correct governmental policies and structures are in place. Corporate leaders assume that they can simply extend their successful domestic strategies to the international setting.
Key Words: analysis and research, the importance, negotiation in the international trade
中 文 摘 要
国际商务谈判是国际商务活动的重要组成部分，在国际商务活动中占据相当大的比重。 根据有关研究表明，在国际商务活动过程中， 销售人员、企业在各个地区的管理人员、律师以及工程技术人员等50％的工作时间用于各种各样的商务谈判之中，其中多数是与来自不同文化背景或不同国家的对手之间的谈判。
我们在国内开展商务谈判，许多谈判技巧和策略都是基于我们自己的文化和地域，是我们耳濡目染的非常习惯的文化、语言和相似的逻辑判断。今天，我们面临的世界和现实的工作不可能把我们仅仅局限在国门之内开展商务活动。为了国家和民族的发展，我们必须融入到世界经济中去。要在世界经济发展过程中发挥力量，贡献中华民族的才智，很显然，参与国际商务活动，开展国际商务谈判就成为必然之选。
关键词：国际商务谈判，重要性，分析与研究
1.1 The Broad Sense Definition of Negotiation 5
1.2 Definition of Negotiation 5
1.3 The Characteristics of the International Business Negotiation 7
II Some Basic Theories and Knowledge on Negotiation 9
2.1 Three Levels of Negotiation 11
2.2 The Application Varieties of Negotiation 11
2.3 The Main Idea of THE NEED THEORY of Negotiation 12
2.4 Applying to THE NEED THEORY in All Kinds of the Negotiation 14
2. 5 The Procedures of the International Trade Negotiation 16
Ⅲ Ways,Skills and Strategies to Make the Win-Win Results in International Negotiation 17
3.1 Establish Correct Concept on International Negotiation 17
3.1.1 Not a Game, Nor a War 18
3.1.2 Cooperative Egotism. 19
3.1.3 Reaching a Life Balance 21
3.1.4 Meeting The Uncontrollable and Unexpected Situation 22
3.2 Carrying Out the Necessary Theories and Information in The International Business Negotiation 24
3.2.1 Factors Influencing cross-cultural Negotiations 24
3.2.2 The Excellent Negotiators 27
3.2.3 The Basic Knowledge on International Cultural Information 28
3.2.4 Using Different Strategies in Different Negotiations 30
3.3 Successful Negotiation Skills 34
3.3.1 More Listening, Less Speaking 35
3.3.2 Asking Questions skillfully 35
3.3.3 Using Conditional Questions 36
3.3.4 Avoiding the Interpretations from the International Culture Communion 36
3.3.5 The Case-study 36
3. 4Some Strategies of Negotiation 37
3.4.1 Learn the other side’s culture 37
3.4.2 Don’t Stereotype 37
3.4.3 Find ways to bridge the culture gap 37
3.4.4 The case study 38
3.5 Pay Attention to the Business Etiquettes in the Cross-culture Negotiations 40
VI Conclusion 41
REFERENCES 41
ACKNOWLEDGEMENT 43
