国际商务谈判实验报告

1、 实 验 报 告课程名称： 商务洽谈 实验项目： Language skills in international business negotiation and Different negotiation styles 实验类型：综合性 设计性 验证性专业班别： 10届商英2班 姓 名： 李雪萍 学 号： 410080211 实验课室： 厚德楼B301 指导教师： 王雪 实验日期： 日期2013年12月4日-2013年12月11日 广东商学院华商学院教务处 制 一、实验项目训练方案小组合作：是 否小组成员：实验目的：1.In order to learn and understand sk

2、ill of verbal language and skill of non-verbal language.2.Use the kills of language to reach an international negotiation .3.Learn the skills of language among countries.4.Learn the principles of the use of business negotiation language实验场地及仪器、设备和材料HuaShang college ; Multimedia computer more than 40

3、 units; Homemade flag negotiations facilities , a number of students.实验训练内容（包括实验原理和操作步骤）：Factors influencing the use of business negotiation languageSkill of verbal language1.Listening skills in negotiation2.Questioning skills in negotiation3.Answering skills in negotiation 4.Statement skills in neg

4、otiation5.Argument skills in negotiation6.Persuading skills in negotiation Listening skills1.Concentrate on listening2.Pay attention to verbal and nonverbal cue3.Active listening 4.Do not interrupt the other party.5.Take notes.Statement skills in negotiation1.Be clear and concise2.Try to be accurate

5、, consistent, and vivid3.Differentiate primary from secondary issues, and achieve unity and coherence.4.Try to be objective and genuine5.Have a sense of propriety in speech or action.6.Correct mistakes quickly and repeat your words if necessary.Persuading skills in negotiation1.Follow in order and a

6、dvance step by step2.Compliment3.Illustration4.Recognition5.Repetition6.SilenceAmerican negotiation styleBeing confident and having a sense of superiority expressing their opinions freely, giving pressure to the counterpart2. Being frank Seldom conceal their feelings They are extremely nimble and ca

7、n change strategy and tactics flexibly.Being realistic and pragmatic full preparation for each condition in the contract benefit vs. friendship4. Emphasize efficiency and value time5. Respect law (settle problems by legal system)Prefer packet deal (from design, development, manufacturing, sales, to

8、price) overall -specificChinese negotiation styleRelationship Face Top-to-down decision makingBe implicitGrasp main principleBe flexibleJapanese negotiation styleDeep-rooted social status and ranks position of negotiators company hierarchies low female positionTeam spirit negotiation team family bus

9、iness Decisions are made after group discussion. Relationship and reputation establishing good relationship (discussing previous business, recall personal relationship)Ritual and face giving and receiving presents seldom say no directly；ambiguous wordsGermany negotiation styleBeing well-prepared, Be

10、 punctual,Being efficient and practical,Confident but stubborn Being responsible French negotiation style1.Be proud of national history, culture and language2.Cherish personal relationship establish good relationship social culture3.Horizontal negotiation outline-principle-detail4.Making the deal by

11、 individual power5.The concept of time is not strong.6. The higher your position is, the later will you be.British negotiation stylePrudent and confidentConservative and gentleWell-educated behaviorConcept of classBritain is an orderly society and punctuality is mandatory.Italian negotiation styleKe

12、eping no strict timetableSmart-dressed Extrovert and sentimentalLess rigid2、 实验总结与评价The mock negotiation was that we learned a lot of books that cant learn from.For example, to the collective interests, groups, no matter what decision, no team consensus and cooperation, a persons ability is very dif

13、ficult to complete. First of all,we should try our best to get support, and listen to and consider the opinions of the other players.Generally, the main negotiator should be the person who is smart, ambition and brave. And the financial consultant should be sensitive to the numbers. Last but no leas

14、t, our team members could reply the problems flexibility. However, in the process, the only weakness of our team was that we hadnt done well prepare of collecting information of the other group. It led to the situation that our team member didnt have a clear duty of their own.对实验的自我评价：Before the neg

15、otiations, we made division of numbers, collected relevant data, created negotiation planning, after that ,we simulated rehearsal of the negotiation which exercised our group of each members ability, communication skills as well as organizational capabilities.Also promote the friendship between classmates and I, and mutual learning enthusiasm of the discussion.Based on the simulated negotiation, I also exposed many weaknesses, in the process of negotiation