论文部分内容阅读
涉外经济谈判是企业打入国际市场的重要环节。涉外经济谈判包括准备、谈判和总结三个阶段。要想在谈判中出奇制胜,占据主动地位,首先必须了解和把握如下基本技巧: 1、语言技巧 说话时,必须胸有成竹,深思熟虑。除了精心选择恰当的词汇,充分把握停顿节奏外,有些意思不便说明的可以使用隐语。 2、倾听技巧 谈判中,不仅要用耳朵专心致志地听,而且要用眼睛去观察对方的表情和动作。用心去为对方的话语作设身处地的构想,用脑去思考对方话语背后的动机和目的。 3、陈述技巧 谈判人员使用的语言种类要使对方通晓,口齿清楚,词语通俗;不要随便发表与对方主题无关的意见;陈述不要拐弯抹角;要保证陈述的准确性。 4、发问技巧 一种是封闭式问句,即在一定范围内引出肯定或否定答复的问句。另一种是开放式问句,即在广泛的领域内引出广泛答复的问句。前者可使得发问人取得特定的资料;后者由于范围不限,所以可使答话者畅所欲言,发问者也可以得到广泛的信息。 5、答复技巧 掌握答复技巧要把握三个要点:①事先要有针对性的准备;②不要急于马上回答。要留有充分的思考时间;③答复的艺术在于知道什么时间该说什么,不该说什么。
Foreign-related economic negotiations are an important link for companies to enter the international market. Foreign economic negotiations include preparation, negotiation, and summary. If you want to win in the negotiation and take the initiative, you must first understand and grasp the following basic skills: 1. Language skills When you speak, you must be confident and considerate. In addition to carefully selecting the appropriate vocabulary and fully grasping the pause rhythm, some inconveniences can be explained by the use of lingo. 2, listening skills In the negotiations, not only to concentrate on hearing with your ears, but also use your eyes to observe each other’s expressions and actions. Use your mind to think about your opponent’s words and use your brain to think about the motivation and purpose behind your opponent’s words. 3. Presentation Skills The negotiators should use languages that are well known to each other, have a clear-sounding reputation, and have popular terms; do not casually publish opinions that are not related to the other party’s topic; state that they should not make inconsistencies; ensure the accuracy of the statements. 4. Questioning Techniques One is a closed question, a question that leads to a positive or negative answer within a certain range. The other is an open-ended question, a question that elicited extensive responses in a wide range of fields. The former can enable the questioner to obtain specific information; the latter, because of the unlimited scope, can allow the respondent to speak freely, and the questioner can also obtain a wide range of information. 5. Answering Skills To master the answering techniques, you must grasp three main points: (1) Be prepared in advance; (2) Do not rush to answer immediately. There must be sufficient time for thinking; 3 The art of answer lies in knowing what time to say and what to say.