在国际商务谈判中建立良好第一印象的技巧.doc
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在国际商务谈判中建立良好第一印象的技巧,the skills of establishing a good first impression in international business negotiation contentsabstract.......ikey words...i摘要........Ⅱ关键词....
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在国际商务谈判中建立良好第一印象的技巧
The Skills of Establishing a Good First Impression in International Business Negotiation
Contents
Abstract……..………………..……………………………………...…………………I
Key Words……………………………………………………………………………...I
摘要……..………………..….……………………………………...………………Ⅱ
关键词……..………………..……………………………………...…………………Ⅱ
Ⅰ.Introduction……..………………..……………………………………...…………1
A. Background……….………...……….…………..…....………....……………....1
B. Functions of the Good First Impression………..........………..……………1
II. The Eessentials of Establishing a Good First Impression………...…………2
A. The Qualities of Business Negotiators.………….………………...….....2
B. The Necessary Preparations Before Negotiation.……….……...…..……......3
C. Being Familiar with Etiquettes and Formalities in International Business Negotiation……………………………………………………………………………4
D. Paying Attention to the Influences of Culture …………………..………………5
III. The Skills of Communication in Business Negotiation……………….……….....6
A. Verbal Communication Techniques……………………………………….…...7
1. The Technique of Listening and Speaking .....................................……….......7
2. The Technique of Asking and Answering …………..............................….......8
3. The Technique of Stating and Judging………….................................………10
4. Functions of Conditional Question……………....................................……11
B. Non-verbal Communication Techniques…………............................……….....12
Conclusion……………………………………………………………….……….….14
Acknowledgements…………………………………………….…………………..15
Bibliography……………………………………………………………….……...…16
Abstract
With the political and economic globalization, there are more and more international communications. The international negotiations increase in politics and economy, culture and science, and so on. Moreover, international business negotiations increase day by day. In addition, it is an essential form of communication between companies and executives. This paper presents an analytical study of the skills for establishing a good first impression in international business negotiation. This study will reveal the basic skills and tips with some typical examples that negotiators should take notice of, such as the qualified negotiators; different cultures’ influence; and how to communicate smartly in the process of the negotiation. In addition, the international negotiations will reach the expected result, and give the other party a good first impression. A good first impression should be the key to negotiation.
Key Words
International business negotiation; good first impression; verbal and non-verbal communication
摘 要
随着政治经济全球化，国际交往越来越频繁。无论是在政治、经济还是文化科技上国际间的谈判都越来越多了。并且国际商务谈判也是与日俱增，而且国际商务谈判已成为各公司或经理进行交流的主要形式了。本文旨在通过分析一些典型例子对国际商务谈判中建立良好第一印象的技巧的描述。本文将从以下几个方面来对所研究的课题进行分析论述：合格谈判人员的要求， 不同文化的影响，在谈判中如何巧妙地运用语言，以达到预期的效果，给对方一个良好的第一印象。这样将是打开谈判的大门。
关键词
国际商务谈判；良好的第一印象；语言和非语言的交流
Bibliography
[1] Bruss, R. J. 2000. The Deal—the eight rules of negotiating.
[2] 樊建廷. 商务谈判[M]. 大连：东北财经大学出版社, 2004.
[3] 宫捷. 现代商务谈判[M]. 青岛：青岛出版社, 2004.
[4] 蒋三庚, 张宏. 商务谈判[M]. 北京：首都经济贸易大学出版社, 2006.
[5] 金正昆. 国际礼仪[M]. 北京：北京出版社, 2005.
[6] 李剑锋. 打造成功第一印象（successful primacy impression ）[M] . 北京：海潮出版社, 2004.
[7] 李品嫒. 现代商务谈判[M]. 大连：东北财经大学出版社, 2000.
[8] 李志敏. 跟卡耐基学人际交往[M]. 北京: 中国商业出版社, 2005.
[9] 刘向丽. 国际商务谈判[M]. 北京：机械工业出版社, 2005.
[10] 刘园, 贾玉良. 国际商务谈判[M]. 北京：首都经济贸易大学出版社, 2004.71.
[11] 罗树民, 周茂涛. 国际商务谈判[M]. 上海：上海财经大学出版社, 2004.
[12] 宋贤卓. 商务谈判[M]. 北京：科学出版社, 2004.
[13] 孙三宝. 社交礼仪恰到好处（成功推销自我，打造第一印象）[M]. 北京：当代世界出版社, 2005.
字数：31388
The Skills of Establishing a Good First Impression in International Business Negotiation
Contents
Abstract……..………………..……………………………………...…………………I
Key Words……………………………………………………………………………...I
摘要……..………………..….……………………………………...………………Ⅱ
关键词……..………………..……………………………………...…………………Ⅱ
Ⅰ.Introduction……..………………..……………………………………...…………1
A. Background……….………...……….…………..…....………....……………....1
B. Functions of the Good First Impression………..........………..……………1
II. The Eessentials of Establishing a Good First Impression………...…………2
A. The Qualities of Business Negotiators.………….………………...….....2
B. The Necessary Preparations Before Negotiation.……….……...…..……......3
C. Being Familiar with Etiquettes and Formalities in International Business Negotiation……………………………………………………………………………4
D. Paying Attention to the Influences of Culture …………………..………………5
III. The Skills of Communication in Business Negotiation……………….……….....6
A. Verbal Communication Techniques……………………………………….…...7
1. The Technique of Listening and Speaking .....................................……….......7
2. The Technique of Asking and Answering …………..............................….......8
3. The Technique of Stating and Judging………….................................………10
4. Functions of Conditional Question……………....................................……11
B. Non-verbal Communication Techniques…………............................……….....12
Conclusion……………………………………………………………….……….….14
Acknowledgements…………………………………………….…………………..15
Bibliography……………………………………………………………….……...…16
Abstract
With the political and economic globalization, there are more and more international communications. The international negotiations increase in politics and economy, culture and science, and so on. Moreover, international business negotiations increase day by day. In addition, it is an essential form of communication between companies and executives. This paper presents an analytical study of the skills for establishing a good first impression in international business negotiation. This study will reveal the basic skills and tips with some typical examples that negotiators should take notice of, such as the qualified negotiators; different cultures’ influence; and how to communicate smartly in the process of the negotiation. In addition, the international negotiations will reach the expected result, and give the other party a good first impression. A good first impression should be the key to negotiation.
Key Words
International business negotiation; good first impression; verbal and non-verbal communication
摘 要
随着政治经济全球化，国际交往越来越频繁。无论是在政治、经济还是文化科技上国际间的谈判都越来越多了。并且国际商务谈判也是与日俱增，而且国际商务谈判已成为各公司或经理进行交流的主要形式了。本文旨在通过分析一些典型例子对国际商务谈判中建立良好第一印象的技巧的描述。本文将从以下几个方面来对所研究的课题进行分析论述：合格谈判人员的要求， 不同文化的影响，在谈判中如何巧妙地运用语言，以达到预期的效果，给对方一个良好的第一印象。这样将是打开谈判的大门。
关键词
国际商务谈判；良好的第一印象；语言和非语言的交流
Bibliography
[1] Bruss, R. J. 2000. The Deal—the eight rules of negotiating.
[2] 樊建廷. 商务谈判[M]. 大连：东北财经大学出版社, 2004.
[3] 宫捷. 现代商务谈判[M]. 青岛：青岛出版社, 2004.
[4] 蒋三庚, 张宏. 商务谈判[M]. 北京：首都经济贸易大学出版社, 2006.
[5] 金正昆. 国际礼仪[M]. 北京：北京出版社, 2005.
[6] 李剑锋. 打造成功第一印象（successful primacy impression ）[M] . 北京：海潮出版社, 2004.
[7] 李品嫒. 现代商务谈判[M]. 大连：东北财经大学出版社, 2000.
[8] 李志敏. 跟卡耐基学人际交往[M]. 北京: 中国商业出版社, 2005.
[9] 刘向丽. 国际商务谈判[M]. 北京：机械工业出版社, 2005.
[10] 刘园, 贾玉良. 国际商务谈判[M]. 北京：首都经济贸易大学出版社, 2004.71.
[11] 罗树民, 周茂涛. 国际商务谈判[M]. 上海：上海财经大学出版社, 2004.
[12] 宋贤卓. 商务谈判[M]. 北京：科学出版社, 2004.
[13] 孙三宝. 社交礼仪恰到好处（成功推销自我，打造第一印象）[M]. 北京：当代世界出版社, 2005.
字数：31388
