International Business Negotiation:Paving the Way for a Successful Long-term Cooperation摘要：随着各国之间经济交往的日趋频繁，国际商务成为当今世界经济中越来越重要的活动，国际商务谈判是其中至关重要的一个环节。国际商务的特殊性对其谈判人员在知识、谈判技巧和策略等方面提出了更高的要求。本文主要仔细分析了国际商务谈判中的各个阶段和步骤，指出当中一些值得注意的问题并给予一些建议性的解决办法，同时也说明了国际商务谈判与良好的长期商业合作之间的关系。希望此文对一些国际商务谈判人员及对国际商务感兴趣者能起到一定意义上的启发作用。关键词：国际商务谈判；长期合作；准备工作；策略Abstract: Nowadays with more frequent interactive economic activities between different countries, international business plays a more and more important role. International business negotiation critically influences the success of international business, so business negotiators are supposed to have expertise in certain knowledge, techniques and strategies. This paper looks into the different stages and steps in international business negotiation, discusses some important problems in detail and comes out with suggestive solutions, and points out the close relationship between business negotiation and long-term cooperation. It is hoped that this paper would be helpful to the international business negotiators as well as some people who are interested in international business. Key words: international business negotiation, long-term cooperation, preparation, strategies1. IntroductionNegotiation refers to a discussion aimed at reaching an agreement and the process of negotiating. International business means the commercial, industrial, or professional dealings which relates to or involves two or more nations. In this way, international business negotiation refers to the discussion carried out by two or more parties from different countries to reach an agreement on business affairs. First, the main part of an international business negotiation is to set a correct goal, including the goals of two parties or more parties in the negotiation. Second, an international business negotiation should be conducted on the precondition of the general interest and the chief objective of a company, instead of being based on personal benefits. Therefore, a general goal has to be set before negotiation, and it will be followed by the corresponding negotiating strategies. Third, an international business negotiation is different from a domestic business negotiation. Some people say that international business negotiation should be called cross-cultural business negotiation, for it is closely associated with varied styles of cultures of different countries. As a result, the cultural elements should be paid great attention to in international business negotiation.A successful international business negotiation does not only mean to achieve a deal once, but to establish a long-term cooperative relationship with the other party or parties in business. Especially in international businesses, with the increasingly fierce competition among rivals from different countries, a long-term cooperation means more to a company which is doing business with other foreign parties. How to carry out a negotiation so that it will lead to more businesses with foreign customers in the future is the key point of a successful international business negotiation.This paper tries to find the ways of conducting a successful international business negotiation, including the effective planning and preparation before negotiation, the techniques and strategies in negotiation, as well as the affairs after negotiation to pave the way for a long-term cooperation. 2. Review of literatureThere are many books and articles on international business negotiation, and plenty of negotiating skills and strategies are given.Take some books for example. Breakthrough Business Negotiation: A Toolbox for Managers, written by Michael Watkins(2002), a leading expert in negotiation at Harvard Business School, serves as a guide to negotiating in some business situations. This book presents principles that apply to negotiation situations and tools to achieve expected results. It demonstrates how to understand a situation, build connection, manage internal decision making, persuade others, organize a deal cycle, and create strategic alliances. Another popular book Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William Ury and Bruce Patton(1991) is considered as a universal guide to the art of negotiating personal and professional disputes. It offers a concise strategy for coming to mutually acceptable agreements in every sort of conflict.In China, many authors also write on this subject. For instance, Xie Jinsha(1999) talked about the skills for international business negotiating. Chen Xirong(2001) carried out an analysis on the pragmatic strategies which are employed in international business negotiation. Three aspects of the positive pragmatic negotiating strategies were discussed, including politeness and appropriateness, tact and humor, and implicit and vague expressions. Wu Xiaochuang(2003) pointed out the importance and variability of “time” in the process of internatio