RESEARCH ON THE STRATEGY OF INTERNATIONAL BUSINESS NEGOTIATION

杨雪

Abstract：International business negotiation is the basis of the exchange of multinational enterprises. The correct use of international business negotiation can effectively protect the interests of the country and its own enterprises. This paper mainly explores the strategies of international business negotiation， so as to let us develop better.

Key words：international business negotiation;  business negotiation

In the modern era of increasingly close international ties， international business ties are increasingly inseparable. Both politically and economically， China's foreign business negotiations are particularly important. This is not only a simple money transaction between the two countries， but also a wonderful international negotiation that reflects the temperament and quality of a negotiator， the management and operation of a company， and the economic， cultural and social status of a country.

As far as China is concerned， in the current international negotiations， one side of the stakeholders is usually a foreign government， enterprise or citizen; the other side is a Chinese government， enterprise or citizen. International business negotiation is an indispensable part of foreign economic and trade work. In the modern international society， many transactions often need to go through difficult and tedious negotiations. Although many people think that the success or failure of the negotiation depends on whether the commodities provided by the exchange are of high quality， whether the technology is advanced or whether the price is low， in fact， the success or failure of the transaction often depends on the success of the negotiation to a certain extent. In international business activities， different stakeholders need to negotiate on issues of common concern or interest， coordinate and adjust their respective economic or political interests， and seek compromise on a certain point， so as to make both sides feel beneficial and reach an agreement. Therefore， we can say that international business negotiation is a very important economic activity in foreign economic and trade activities. It is an indispensable means to adjust and solve the inevitable conflicts of economic interests between governments and commercial institutions in different countries and regions.

I think international business negotiation is divided into five stages：

The first stage： preparation. At this stage， the Chinese side must agree on the best requirements of its own company， and also consider all the factors that will affect the negotiation， such as the differences， attitudes， trends， events or circumstances between the two sides. Although there will be a lot of uncertainty in the process of negotiation， the more appropriate your simulation is， the higher your negotiation success rate will be. According to the prior work， simulate a contract in advance as the basis of negotiation.

The second stage： the opening stage. At this stage， first of all， as a country of etiquette， China should treat people with courtesy， and the choice of tea， snacks and negotiation sites should respect the religion， beliefs and habits of foreign friends; second， the clothing should be elegant， not too casual， so that foreign negotiators can see the mental outlook of the Chinese people and believe that cooperation with us will have better development; third， our manners It is necessary to be natural， confident and frank to give negotiators a relaxed atmosphere. At the beginning of the game， we must really observe the other side and then talk. We must not be rash， we must be calm. Negotiation， on the other hand， compares the psychological quality of both sides. If both sides can negotiate calmly， the success rate will be very high. On the contrary， if either side loses calm， the company negotiating with it will have to consider the quality and level of the company. Another point is that if the psychological quality of both sides is very good， then it is necessary to carry out psychological oppression on the other side， so that the other side can be convinced. Of course， this kind of oppression is healthy， positive， personality charm oppression.

The third stage： consultation. After the conclusion of the non-material talks， the two sides of the negotiation should turn the topic to the subject of the transaction， that is， to start the offer. Quotation and negotiation are the core of the whole negotiation process. The quotation here not only refers to the asking price of the product in terms of price， but also refers to all the requirements put forward by one party to the other party， including the quantity， quality， packaging， price， shipment， insurance， payment， commodity inspection， claim， arbitration and other trading conditions of the commodity， in which the price condition is the center of the negotiation. There are many kinds of foreign trade business， but in general， the negotiations are all around the price.

The first point of quotation is to grasp the current international situation and commercial market， not blind quotation. Moreover， when quoting， we should not only consider our own interests， but also consider whether the offer can be accepted by the other party. We must find the best combination point with the success rate of the accepted party through repeated comparison and weighing the benefits. Try to find out the profit brought by the price. It's better to set a "minimum acceptable level" for yourself before quoting. The lowest acceptable level refers to the worst but reluctantly acceptable final negotiation result. It is rare for one party to accept an offer immediately after the other party's offer. Usually， the price is to be returned. Quotation strategy for the seller is to quote the highest price， the other side usually quote the lowest price. It is an undisclosed secret that there is a false head in the quotation， so it is necessary to determine a reasonable false head in the quotation.

After we have a clear understanding of all the contents of the other party's offer， we should judge the intention of the other party through the contents of its offer. On this basis， we can analyze how to make the transaction beneficial to us and meet some requirements of the other party. Compare the intentions and requirements of both sides one by one， find out the differences between the two sides， and judge what is the focus of the other party's negotiation， so as to maximize their own interests on the premise of win-win situation.

Appropriate concession in the negotiation is conducive to the continuation of the negotiation， but do not blindly compromise. Every concession in the negotiation is a process of exploring the price range that the other party may accept. Therefore， when we make concessions on the premise of ensuring our own interests， we should still show that we can't do it. I will lose money like this. Well， in our friendship， I will lose some money. Only in this way can we succeed more easily.

The fourth stage： transaction stage. The main objectives of the first stage are as follows： to reach an agreement as soon as possible after the two sides reach a consensus， to ensure that the interests that have been achieved will not be lost， and to strive for the final interests.

The fifth stage： the signing stage. We must be optimistic about the correctness of the conditions originally negotiated and whether there are legal loopholes in the contract. The results of negotiation should be confirmed and guaranteed by strict agreement， which is the record and confirmation of the results of negotiation in the form of law. They should be completely consistent without any error. When signing the agreement， the contents of the agreement shall be compared with the negotiation results one by one， and the agreement can only be signed after confirmation.

This is what I think of as an international business negotiation strategy.