skills in business begotiation英语专业论文本科学位论文.docx

skills in business begotiation英语专业论文本科学位论文.docx

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skillsinbusinessbegotiation英语专业论文本科学位论文

中国某某信息学校

学生毕业设计（论文）

题目：

SkillsinBusinessBegotiation

姓名：

0000

班级、学号：

000班、00号

系（部）：

经济管理系

专业：

商务英语

指导教师：

000

开题时间：

2008-4-10

完成时间：

2008-11-12

2009年11月12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

一、课题（论文）提纲

0引言

1国际商务与商务谈判

2谈判前的方法和策略

2.1重视环境因素

2.2信息的收集

2.3确定谈判的态度

2.4准备多套谈判方案

3谈判中的方法和策略

3.1建立和谐气氛

3.2巧妙提问

3.3使用模糊语言

3.4曲线进攻

3.5话语适中

3.6针锋相对

3.7使用幽默语言

3.8马拉松战术

3.9感情激将法

4谈判后的遗留问题解决

5结论

二、内容摘要

全球经济化趋势的增强,使得各国企业彼此之间的合作也越来越紧密了，而谈判又是社会经济活动中的一项重要内容，它作为经济活动的起点，对企业商务交易的成功，对市场经济的繁荣有着非常重要的作用。

要使企业能良好发展，在商务谈判过程我们就必须得争取获得最大的利益,这就是谈判目标，而作为谈判人员我们需要使用恰当谈判技巧来实现，恰当地使用技巧不仅可以保护自身的利益给企业带来效应，还可以维护更长久的交易关系。

在谈判前我们要注意收集信息和确定谈判态度等来为谈判充分做好准备，而在谈判时我们就要灵活地使用那些谈判策略，像巧妙提问，曲线进攻，使用马拉松战术等。

三、参考文献

[1]姜利军；彭江.商务谈判[M].北京：

中国物质出版社，1988:

12

[2]刘园.国际商务谈判[M].北京：

对外经济贸易大学出版社，1999:

1

[3]建修.商务谈判36计[M].北京:

当代中国出版社,2002:

11

[4]乔淑英;王爱晶等.商务谈判[M].北京：

北京师范大学出版社,2007:

2

[5]潘肖珏;谢承志.商务谈判与沟通技巧[M].上海：

复旦大学出版社,2006:

8

[6]叶柏廷.决战谈判桌[M].内蒙古：

内蒙古文化出版社,1997:

11

[7]仇志荣.对外商务谈判中的问题与对策[M].北京:

中国经济出版社，1994:

8

SkillsinBusinessNegotiation

ChenHongling

Abstract:

Withthedevelopmentofglobaleconomictrend,thecooperationbetweenenterprisesfromdifferentcountrieshasbacamemoreclosely,andnegotiationasastartingpointthathasaveryimportantrole,nomatterforthesuccessofbusinesstransactionorfortheprosperityofmarketeconomy,andalsoitisaveryimportantpartofthesocio-economicactivities.Ifwewanttomaketheenterprisededevelopwell,weshoudtryourbesttogetmostprofitsintheprocessofnegotiation,that’sthenegotiatingobjectives,whiletobeanegotiator,weneeduseproperskillstoachievethisobjectives,whichnotonlycanhelpusprotectowninterests,butalsocankeepthefurthercooperationship.Inpre-ngotaitionweshouldcareahouttheinformationgatheringandnegotiationattitudetofullypreparefornegotiation,andwhenwenegotiationweshouldflexiblyusethisskills,suchas,askingquestionskillfully,agressingindirectly,Marathon-styletactics,ect.

Keywords:

skills;businessnegotiation;goal

0.intruduction：

Asthetendencyoftheworld’seconomyglobalizationbecomestrongerandstronger,cooperationandrelationshipbetweencountrieshavebecomemoreandmorecloser.WiththeongoingofchinaopeningandreformpolicyandsucceedinentryWTO,theforeigntradehavebeeningdevolopedwithflyspeed.Asacenterofthetrade,businessnegotiationmadeagreatimpactiononoperationofenterprise,andalsoanimportantpartofconductingaforeingntrade.nomatterwhatlineorwhatproducts,buyerwanttoimportgoodstheyneedtonegotiate,atthesametime,sellerwanttoexportgoodstheyneedtonegotiate.Itisthedealingbetweensupplierandcustomersinordertoreachagreementonprice,quantity,quality,paymentandothertermsandconditionsofasale.obviously,it’sverycomplexandtryingprocessandimportanterthanwhatweimage,soit’snecessarytohavemasterystrategiesandtacticeswhichisthekeytogetatransaction.

1.Internationalbusinessandbusinessnegotiation

Therearemanyinternationalbusinessbetweencountriesinthiseraofeconomicglobalizationaanditreferstoanybusinessactivitythatcrossnationalboundaries.Whatweexchangenotonlyincludeproducts,butalsoinvolvefund,technic,information,service,ect.andaswekownthatourfinalpurposetodothisbusinessactivityistogetatransactionandtogetbenefits,thenhowwecandothat?

allthatweneedtothroughbusinessnegotiation,nomatterwhatkindofbusinessortransactionifwewanttogetmutuallyagreement.Asanimportantandnecessarypartofinternationalbusiness,businessnegotiationhasaspecialfunction,itisanactionofdifferentpartyexchangetheirinormationinordertogetatrasactionandnegotiateforimportantclauseofthebusines.Throughnegotiationwewillimprovetherelationshipsbetweeneachotherandexchangeviewpointtoreachmutualbenefit.Butthekeyishowwecansolvethenegotiationproblems,andthenweneedtousesomespecialnegotiationskillstohelpus.

Negotiationskillsisthefloorboardoftheuseofmatters,measures,strategiesandtacticeswhichbeadoptbynegoatorsinordertoachievethegiventargetinprocessofneotiation.Ithasadirectimpactonresultofnegotiationandrelatedtotheinterestsofthepartiesandtheeconomicefficiencyofenterprises.Theproperuseofthenegotiationskillsisanimportantprerequisiteforthesuccessofbusinessnegotiations.Itwasapowerfulmeanstoavoidweaknessandgaintheinitiativeinthenegotiation,alsoisaneffectivetoolforenterprisetomaintaintheirowninterests.

Generally,theprocessofinternationalbusinessnegotiationismadeupofthreedifferentstage（pre-negotiation,negotiation,andpost-negtiation）,andeachstateisdifinedasaspecificpartoftheprocessandcoverallactionsandcommunicationbyeithersidepertainingtonegotiationsmadeduringthatpart,anywaypre-negotiationandnegotiationareparticularlyimportantforasuccessfulbusinessandmoreneedtouseskills.

2.skillsinpre-negotiation

Thepre-negotiationstagestartsfromthefirstcontactbetweenthetwosideswhoseinterestedindoingbusinesswitheachotherisshownfromthisstageon,bothsidesbegintounderstandone’sneedandevaluatethebenefitsofenteringintotheprocessofnegotiation.Thisstagemoreusuallyimportantthantheformalnegotiationintheinternationalbusinessrelationship,asifyounotpreparewellthereisnobigchancetogetyougoal,andthatneedn’ttonegotiate.Trustandconfidenceineachotherareforgreathelp,bothsidenowstarttoformtheirskills,forfacetofacenegotiationaswellastrytoforeseeandtakeprecautionagainstpossibleeventstofullypreparedbeforethenegotiation,negotiatorsshouldhavetotakethefollowingfouraspectsintoconsideration.

2.1Evironmentalfactors

Theenvironmentalfactorsrefertopolitics,religious,belief,legal,system,business,practices,social,customs,financialstateandclimate,whichwillaffectthenegotiationinadirectorindirect,itmayinsomewaydeterminethesuccessorfailureofthenegotiation.Sobeforenegotiationyoushouldkowntheprobablethingsabovethat,likewhentheydobusinesswhatpracticestheyoftenuse,isthereanyinfluenceonyourtransactionthattheyeconomicsystemwillcaused,what’swordcann’tsaywhenwecommunicate,whatistheirreligious,whichareveryimportantthatcann’tlookdowntoaviodtakingmistakeandmaketheopponentuncomfortableandleaveabadimpression.

2.2Gatheringinformation

Negotiationisaoccasionofcommunicate.Ifyouwanttogettheinitiativeduringtheprocessofnegotiation,youmustprepareallinformation（credit,financeect.）youmayneedinadvance,anddonotforgettoreseachandanalyzeit.Certainly,thatnotsayallinformationsareabletouse,youmustmakesurethatwhatyougetarereliable.Thenhowtoefficientgettheusefulinformationhasbecomeoneofmostdifficultyfornegotiation,andthechannelofgatheringtheinformationseemstobeoneofcrucialfactorstoasuccessfulnegotiation.

2.3Theattitudeofnegotiation

Therearemanykindsofnegotiationinbusinessactivity,wecannotdoawaysgivethesameattitudetoallnegotiation,whichweshouldbasisontheimportantextendofthenegotiationcontentandresult.

Ifthenegotiationobjectisveryimportantforcompany,suchaslongtermcooperationclients,butthecontentandresultnottoomuchimportant.thenyoucantaketheconcessionattitudetonegotiate,thatistosayyoucansatisfiedyouclientsunderthesituationofnolossingandbadinfluence,whichseemsmorebenefitforfurthercooperation.

Ifbothclientsandresultareimportantforthecompany,youshouldkeepafriendlycooperationattitudeandtryyoubesttogetwin-winsituation,maybeyoucanturntheconflicttothethirdpart.

Butiftheclientisimportant,andtheresultisnotimportant.Wellthen,ifyoudonotneedtoconsidertheopponent,theonlywhatyoushouldtodoistryyoubesttopersuadetheclientstotrustyouandgetadealforyoudesire.

2.4Prepareseveralnegotiationplans

Inthebegainningwhatplanthenegotiatingpartiestakeoutarealwaysbenefittothemselves,whilebothsidewishtogainmorebenefitsthroughnegotiations,sotheresultswillcertainlynottheoriginalplan,buttheresultafterconsultation,compromise,andmodificationsbytwosides.What’smore,ifyounotprepareotherplans,youhavenoideaofconcessionanditiseasytofallintoatrapthatsettedbyyouopponet.Alsoaftereachotherargueisofteneasygetlostintheoriginalwillingandatthistimeyouwilldisorderyourthinkingevendonotkownwhat’syoupurpose,thenthebestwayistoprepareseveralnegotiationplans,firstcomeupwiththemostadvantageousproposal,ifnoagreement,comeupwiththesecond,likethatcomeupagain.

3.Skillsinnegotiation

Atthisstagebothsidescanfacetofacecommunicate,andnegotiateforprice,quality,quantity,termsofpaymentandshippmentect.Andalsotheplacewhereistheconllisionanddissensionappear,becausethereisbenefitsorprofitstheywanttoargue,howevernegotiation’sdirectaimistogetanagreementbothsidessatisfied,sotheyneedtocooperationinspiteofthefactthateachsidemayviewthesituationinitsownway.Ontheotherhand,asitdirecteffecttheendofthenegotiation,soweshouldtakemorecareofitandusesomeskills.

3.1Buildaharmoniousatm