国际商务谈判（英文版）chapter8 Communication Skills in International Business Negotiation.ppt

International Business Negotiation Chapter8 Communication Skills in International Business Negotiation Teaching Objectives After studying this module, you should be able to know: In this chapter you will learn 1．How different culture affects communication in international business negotiation 2．Skills of talking 3．Skills of asking and answering questions 4．Tips for good listening Contents 8.1 Summary：Communicating across cultures International business negotiations have often failed as a result of poor communications. Exporters need to communicate clearly with importers if they are to succeed in the international marketplace.By building listening skills, knowing how to phrase questions, and using other specific communications techniques, negotiators should be in a position to conduct their international business discussions more successfully.                                Thanks! 8.4.2 Techniques for answering questions (6)State that the answer to the question is that the question cannot be answered. (7)Give a “nothing” answer. (8)Use humor in answering questions. (9)Counterattack on a point quite irrelevant to the point at issue. 8.4.2 Techniques for answering questions (6)State that the answer to the question is that the question cannot be answered. (7)Give a “nothing” answer. (8)Use humor in answering questions. (9)Counterattack on a point quite irrelevant to the point at issue. 8.4.2 Techniques for answering questions (10)Use disarming praise. (11)If the question cannot be refuted logically, use a remark designed to stigmatize the opposer’s point of view. (12)Don’t answer. 8.5 Skills of listening 8.5.1The barrier of listening Studies show that the average person remembers only about half of what he or she hears immediately after the speaker stops talking，no matter how carefully the