how to perform a successful business negotiation商英本科学位论文.docx

how to perform a successful business negotiation商英本科学位论文.docx

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howtoperformasuccessfulbusinessnegotiation商英本科学位论文

中国某某某某学校

学生毕业设计（论文）

题目：

HowtoPerformaSuccessfulBusinessNegotiation

姓名：

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班级、学号：

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系（部）：

经济管理系

专业：

商务英语

指导教师：

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开题时间：

2009-4-10

完成时间：

2009-10-28

2009年10月28日

目录

毕业设计任务书…………………………………………………1

毕业设计成绩评定表……………………………………………2

答辩申请书……………………………………………………3-5

正文……………………………………………………………6-22

答辩委员会表决意见……………………………………………23

答辩过程记录表…………………………………………………24

课题HowtoPerformaSuccessfulBusinessNegotiation

一、课题（论文）提纲

0、引言

1、谈判的准备工作

2、谈判的基本原则、策略和技巧

2.1平等互利的原则

2.2策略

2.3技巧

3、谈判的语言

4、谈判的礼节及不同国家的人的谈判方式

4.1礼仪的基本原则

4.2不同国家的人的谈判方式

5．结论

二、内容摘要

随着我国进入WTO，国际间的商务谈判已成为中国与世界其他国家交往、沟通的最主要方式之一。

商务谈判是社会经济活动的一项重要内容，也是经济活动的起点。

商务谈判的成功在于谈判前做好充足的准备，同时拥有谈判的基本常识和经验积累，在谈判时作出妥协，达成双赢。

本文主要介绍了商务谈判的定义，谈判的准备，谈判的基本原则、策略和技巧，然后介绍了谈判中的语言的运用，最后以谈判的礼节及不同国家的谈判方式结束。

三、参考文献

［1］王刚.TheBestWayforCommunication.[M]九州出版社.2003.

［2］周俊全.周富浩.商务谈判三十六计.[M]广西人民出版社.1995

［3］肖卫.成功谈判.[M]内蒙古文化出版社.2001

［4］段树庭.谈判和社交技巧----弦外之音与明智的应答.[M]湖南出版社.1992

［5］盛大生.如何实现成功谈判.[M]北京大学出版社.2004

HowtoPerformaSuccessfulBusinessNegotiation

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Abstract:

WithChinaenteringWTO,theinternationalbusinessnegotiationhasbecomeoneofChina’smostimportantwaystocommunicatewithalloftheworld.Businessnegotiationisnotonlyanimportantcomponentofsocialandeconomicactivities,butalsoastartingpointineconomicactivity.Businessnegotiation’ssuccesswasrestwithmakeadequatepreparationsforpre-negotiation,atthesametime,havinganegotiation’sbasicofcommonsenseandexperience,andtocompromisinginnegotiationtoreachperfect.Thispaperdescribesthedefinition,preparationofthenegotiation,thebasicprinciples,strategiesandskills,theuseoflanguageinnegotiation.Italsoanalysizestheetiquetteofnegotiation,andthepeople’sdifferentmannersofnegotiatingindifferentcountries.

Keywords:

businessnegotiation;preparation;principles;strategy;skills;etiquette

0.Introduction

Theso-callednegotiationistheexchangeofinformationandbargainsofthepartiesinvolved,itaimedatharmonizingtherelationshipbetweenthem,gainingormaintainingthemselvesinterests’process.Inthisprocess,bothsidesarenegotiatingtheissuesoncommonconcernorinterest,coordinatingoftheireconomic,politicalorotherintereststoseekacompromise.Sothatthebothsidesfeelthattheyreachtheagreementinafavorablecondition,andbecomebalanced.Thepurposeofthenegotiationistocoordinateconflictsofinterest,tocometurethecommoninterests.

1.Preparationsfornegotiation

Makingafullypreparationisverynecessaryinthepre-negotiation,especiallythementalpreparation.

Asanegotiator,ifyouwanttopersuadetheothersideinanegotiation,youmustwinhisspiritatthebeginning,actually,youdon’tneedsoundloadedoverhim,butnotallowingtheothersidetodothatalso.Beforethenegotiation,thenegotiator,especiallythemainnegotiator,shouldmakeaenoughpreparationforthelongtime.Thisrequiresthenegotiatormakeapreciseandfullyplaninthepre-negotiationwhenthecomplexityofthenegotiationprocess,andforthetimeofthenegotiationpossiblecoststomakeafullestimate,andthusyouwillhaveaadequatepsychologicalpreparationforthedifficultyofthenegotiations.Also,everytimebeforethestartofthenegotiations,certainlybothsideshopetheycanbesuccessfulinthisnegotiationandreachtheirgoals,butusuallythingsarenotashoped,infactnegotiations,theywerenotalwaysbeingsucceed.Becauseofthedifferentinterestsofbothsidesinnegotiation,andotherunpredictablefactorsexist,soitmaybemakethenegotiationbrokendowneventually,butifitisbeyondthecontrolofyourownability,youcannotbedejectedsomuch.

Ofcourse,makingansuccessfulpreparationforthenegotiation,onlymeansyouhavealreadydoagoodjobsothatyouarenotpanicwhenyoumeetanunexpectedsituation,butisnotholdingabreakdownpsychologytonegotiate.Whenyougotonegotiateafteryouhavedoneenoughpsychologypreparations,youmighthandlethethingswell.

2.Thebasicprinciples,strategiesandskillsinnegotiation

2.1Theequalityandmutualbenefitprinciples

Theprinciplesofequalityandmutualbenefitmeansthatthenegotiatingpartiesmustbeequalityandmutualbenefitandtheyareseekingaconsistency,thatitisnotcompeledbysomeone,alsotheywouldnotacceptunreasonableofabouttheotherside.

TheequalityandmutualbenefitasabasicprincipleofChina'sdiplomacy,andhasawiderangeofapplicationsinthenegotiation,asoneofapreconditionfornegotiation,itrequiriespeopletoabidebytheunswerving.

Youshouldguaranteequalityinnegotiation.Theequalitymeansthatthetwosidesareequal.Becausethenegotiationisthatpeopleino