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

1、how to perform a successful business negotiation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： How to Perform a Successful Business Negotiation 姓 名 ： 0000000 班级、学号 ： 00000000000 系 (部) ： 经济管理系 专 业 ： 商务英语 指导教师 ： 000000 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

2、记录表24课 题 How to Perform a Successful Business Negotiation 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

3、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. The Best Way for Communication.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.19953 肖卫. 成功谈判. M 内蒙古文化出版社. 20014 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. 19925 盛大生. 如何实现成功谈判. M 北京大学出版社. 2004How to Perform a Successfu

4、l Business Negotiation0000000000Abstract: With China entering WTO, the international business negotiation has become one of Chinas most important ways to communicate with all of the world. Business negotiation is not only an important component of social and economic activities, but also a starting

5、point in economic activity. Business negotiations success was rest with make adequate preparations for pre-negotiation, at the same time, having a negotiations basic of common sense and experience, and to compromising in negotiation to reach perfect. This paper describes the definition, preparation

6、of the negotiation, the basic principles, strategies and skills, the use of language in negotiation. It also analysizes the etiquette of negotiation, and the peoples different manners of negotiating in different countries.Keywords: business negotiation; preparation; principles; strategy; skills; eti

7、quette0. IntroductionThe so-called negotiation is the exchange of information and bargains of the parties involved, it aimed at harmonizing the relationship between them, gaining or maintaining themselves interests process. In this process, both sides are negotiating the issues on common concern or

8、interest, coordinating of their economic, political or other interests to seek a compromise. So that the both sides feel that they reach the agreement in a favorable condition, and become balanced. The purpose of the negotiation is to coordinate conflicts of interest, to come ture the common interes

9、ts.1. Preparations for negotiationMaking a fully preparation is very necessary in the pre-negotiation, especially the mental preparation. As a negotiator, if you want to persuade the other side in a negotiation, you must win his spirit at the beginning, actually, you dont need sound loaded over him,

10、 but not allowing the other side to do that also. Before the negotiation, the negotiator, especially the main negotiator, should make a enough preparation for the long time. This requires the negotiator make a precise and fully plan in the pre-negotiation when the complexity of the negotiation proce

11、ss, and for the time of the negotiation possible costs to make a full estimate, and thus you will have a adequate psychological preparation for the difficulty of the negotiations. Also, every time before the start of the negotiations, certainly both sides hope they can be successful in this negotiat

12、ion and reach their goals, but usually things are not as hoped, in fact negotiations, they were not always being succeed. Because of the different interests of both sides in negotiation, and other unpredictable factors exist, so it maybe make the negotiation broken down eventually, but if it is beyo

13、nd the control of your own ability, you can not be dejected so much.Of course, making an successful preparation for the negotiation, only means you have already do a good job so that you are not panic when you meet an unexpected situation, but is not holding a breakdown psychology to negotiate. When

14、 you go to negotiate after you have done enough psychology preparations, you might handle the things well.2. The basic principles, strategies and skills in negotiation 2.1 The equality and mutual benefit principlesThe principles of equality and mutual benefit means that the negotiating parties must

15、be equality and mutual benefit and they are seeking a consistency, that it is not compeled by someone, also they would not accept unreasonable of about the other side.The equality and mutual benefit as a basic principle of Chinas diplomacy, and has a wide range of applications in the negotiation, as one of a precondition for negotiation, it requiries people to abide by the unswerving. You should guarante equality in negotiation. The equality means that the two sides are equal. Because the negotiation is that people in o