国际商务谈判（英文）Chapter 2 Proper Behaviors in International Business Negotiations.pptVIP

Several aspects to beware of The use of questions is a powerful negotiation tool and must be employed with discretion and judgment. The question determines the direction in which the conversation, argument, or testimony will move. The proper use of the question can often command an ensuing negotiation. the use of questions raises several problems. One may innocently touch some emotional chord with a question and arouse considerable antagonism. Experience shows that it is necessary to prepare the ground before asking questions. It is good practice to explain the reason for asking a question wherever this is feasible. It avoids trouble and embarrassment. Another way of avoiding unnecessary or unpleasant emotional response is to avoid asking forcing questions like “What is your excuse?” A nonforcing question, such as “How do you feel about the matter?” permits full and continuing discussion. Effective responding How do you counter questions? Always give yourself time to think. Never answer until you clearly understand what is being asked. Do not be embarrassed to answer a question with another question: “What do you mean by that?” Some questions do not even deserve answers, especially if they are antagonistic or rhetorical. Do not be afraid to give an excuse for ignorance based on incomplete knowledge or not being able to remember. Probably most important of all, anticipate what questions will be asked so that you can plan ahead whether you are going to answer truthfully. It is easy to spot a false answer when the question catches the person by surprise. Even if the other person is barraging you with questions one after the other with lightning speed, do not hesitate to slow him up with each question by giving background information you feel is necessary. For instance, “You have to understand the history of the problem, which began…” or, “I’m going to have given you the detailed procedure before we can even consider your question.” There are some alternatives tha