商务谈判杨朝改.doc

商务谈判How to be a successful negotiator Negotiation plays a very important role in business especially in international trade. In modern society, negotiators are required to be more competent in all key communication and to often maintain their performance under pressure. Then how to be a successful negotiator? As far as I am concerned, there are the following several main points which you need to master to improving negotiating skills. ⒈Well-preparation for the negotiation As a saying goes that “Good begun is half done”, so the first step you should do is to be well prepared. That is to say, you and your members of the team should discuss strategies beforehand and decide the approach you utilize. All of you need to be clear about the target of the negotiation you expect to achieve. In addition, you must clarify the role you are supposed to undertake. Another critical thing before the negotiation beginning is to set an agenda with your partner. Mostly, the host company will be responsible for the agenda. Generally speaking, agenda mainly refers to procedures of the negotiation, including the order of the subjects involved in the negotiation and some chief strategies .When drawing up the agenda, there are two points you need to note. First is the importance of mutual benefit. In other words, you should not only meet you own requirement but also take the partner’s benefits and conventional methods into consideration. Second is the conciseness of the agenda. All key points should be covered in the agenda. As for the details or other sundries related to the objective, you can leave them to deal with under table. Of course, the formal agenda should consist of the following three items: ⑴When the negotiation will be held and how long it will last? If a series of negotiation needed, how many times they will be arranged and how long each time will take? ⑵Where the negotiation will be held？ ⑶What items or matters should be ranged into the discussion? What is the sequence and