1 Introduction
With the event of economic globalization, particularly after the accession to WTO, China's international trade becomes additional and a lot of frequent. Any business will not be separated from the negotiations. Therefore business negotiation plays a very vital role.
1.1 Concept of business negotiation
Business negotiation is an activity that buyers and sellers absorb order to facilitate trading, or to resolve disputes and achieve their own economic interests. Production and development of Business negotiation is beneath the conditions of the commodity economy, and it has become essential to trendy social and economic life. It can be said that there's no business negotiations, can not be in a position to carry out economic activities. (Bazerman, 2006)
1.two Feature of business negotiation
Business negotiation is a science. It is an art that use of multi-disciplinary data within the business. Operators use it to carry out industrial activities, and compared with alternative business activities, it's the following features.
a. Breadth and uncertainties of negotiating
Negotiations are the cross-regional, cross-border. As an example the purchase and sale of products, in theory, might be sold to anybody of us. As a seller, he contains a broad vary of commodity sales; as a buyer, he procures product throughout the Commodity States, even within the world. In addition, so as to form the transaction additional favorable, they need extensive contacts with trading partners. However, whether or not the vendor or the customer, every transaction is finished with a selected transaction object. The precise transaction object is uncertain in the absence of competition.
b. Co-operation and exclusion of the negotiating parties
In the acquisition and sale negotiations, the vendor needs to strive to line prices higher, and the buyer would love to strive onerous to hold down costs; the provision facet hopes delivery is so long as doable and the client requires to take delivery of the goods as soon as possible.
These mirror exclusionary acts on each sides in the negotiations. Without this exclusion, there is no want for negotiations. Conversely, if only this exclusion, there is no consultation and cooperation, and negotiations will not continue.
In the negotiations, each parties get meet from the other side, the 2 sides are thinking every other's necessities and strategy as the starting point, so the negotiation is cooperative. The purpose of the negotiations is to succeed in an agreement, to not defeat the other side. In the negotiations, the 2 sides ought to continue to regulate their own actions and attitudes, to create the mandatory concessions, but additionally understand every other's requirements, therefore that negotiations can be successful, and eventually both sides reach a quite satisfactory agreement.
c. Random and variability of negotiations
With economic operation in the extraordinary competition and rapidly changing market, as an vital component of economic activity, the commercial negotiation, its progress and change are closely connected with the most manner of thinking and behavior of negotiator. So, it changes faster and richer in economic activity, that it's a lot of difficult to predict. And as a result of negotiating structure, atmosphere and strategy, the negotiation will show a selection of changes within the form.
In negotiations, the greater the random, the a lot of variables, controllability becomes smaller, which brings a greater challenge for the negotiating parties, and puts forward higher needs for the negotiators.
d. Fairness and inequality of the negotiations
The international business negotiations are laid low with the availability-demand relations, conjointly stricken by price fluctuations. In the specific outcome of the negotiations, the 2 sides' meet within the demand for the problem of gains and losses are different. In different words, the result of the negotiations is often inequable. There are 2 main factors: Initial, the strength of their respective house owners; Second, their negotiation skills that the negotiating parties obtained.
Author Resource:
Adam has been writing articles online for nearly 2 years now. Not only does this author specialize in Feature of Business Negotiation
You can also check out his latest website about
Extra Large Dog Bed Which reviews and lists the best
Dog Crates Large
![[Valid RSS feed]](http://www.look4articles.com/images/icon_Rss.png "XML Feed For RSS"){kind=icon}
Category Rss Feed
Print This Article
Add To Favorites
![[Valid RSS feed]](http://www.look4articles.com/images/rss.jpg "XML Feed For RSS")