集美大学外国语学院翻译理论与实践（3）
商务英语翻译课后练习(三)
Negotiation
Negotiation can work wonders. This is particularly true in international business since it is mostly through negotiation that exporters and importers iron out their differences and reach a satisfactory, fair and mutually benefit deal. Thus, negotiation is one of the important steps taken towards completing import and export trade agreements.
Foreign trade negotiation is a consultative process between governments, trade organizations, MNCS, private business firms and buyers and sellers in relation to investment and import and export of products, machinery and equipments and technology.
In international trade, it is fairly important for the participants to know negotiation principles and tactics in order to arrive at an agreement successfully.
There are generally two basic principles in foreign trade negotiations. First, negotiators should know well their own situation and that of the counterpart and thus not be willfully manipulated by them. Second, negotiators should express their expected purpose definitely and take a firm stand in the negotiation.
Price is usually the most sensitive issue in business negotiations because it directly concerns the economic benefits to both sides. Therefore, this subject should usually be postponed until all of the other aspects have been discussed and agree upon. Generally speaking, you begin negotiating at a bit higher price than you really expected and lower it a little each time. Each time you cut the price, you should remain serious about the desired results. Under this situation, your counterpart may well accept your quotation as the best possible price.
In short, the end of negotiation is to reach an agreement to the mutual advantage of the two parties. Negotiators should try their best to use soft and euphemistical words, speak appropriately and tactically, and create a harmonious atmosphere in negotiation.。