在國際商務談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
關鍵詞……..………………..……………………………………...…………………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

隨著政治經濟全球化，國際交往越來越頻繁。無論是在政治、經濟還是文化科技上國際間的談判都越來越多了。并且國際商務談判也是與日俱增，而且國際商務談判已成為各公司或經理進行交流的主要形式了。本文旨在通過分析一些典型例子對國際商務談判中建立良好第一印象的技巧的描述。本文將從以下幾個方面來對所研究的課題進行分析論述：合格談判人員的要求， 不同文化的影響，在談判中如何巧妙地運用語言，以達到預期的效果，給對方一個良好的第一印象。這樣將是打開談判的大門。

關鍵詞

國際商務談判；良好的第一印象；語言和非語言的交流


Bibliography

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