摘 要
改革开放以来，随着我国与世界各国的经济贸易关系的飞速发展，国际贸易往来和各种方式
的经济交流与合作日益增多。因此，如何成功地进行国际商务谈判，如何达到双赢，便成为每个外经贸工作者十分关心的话题。成功的商务谈判涉及到许多因素,了解商务谈判策略，做好商务谈判前的准备，掌握一定的商务谈判技巧，掌握商务谈判各阶段的策略都是商务谈判重要成功因素。本文主要从主客观方面出发,从信息,市场,环境到谈判人才,谈判策略,谈判技巧等因素来分析成功谈判的把握点。本文将告诉你如何成功的达成交易。
关键词：商务谈判 ；策略 ；双赢
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Abstract
Since the reform and opening up, along with the rapid development of economic and trade ties with the rest of the world, international trade and economic exchanges and cooperation in various ways are growing increasely. Therefore, how to succeed in international business negotiations and how to achieve a win-win situation , have became a very hot topic of each foreign trade workers. Successful business negotiation involves many factors, the understanding of business negotiation strategies, making business negotiation preparation, mastering certain skills for business negotiation, and mastering the strategies in each stage of business negotiation are important success factors of business negotiation. From the objective and subjective aspects, from the information, market, environment to the negotiator, negotiation strategy and negotiation skills and other factors, this article analyze the grasp points of the successful negotiation. This paper will tell you how to achieve the deal successfully .
Keywords: business negotiation; business strategy; win-win.
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CONTENTS
Abstract…………………………….….………........................ ……………………....9 The preface…………………………….….………....................................................12
I Overview of business negotiation strategy................................................................13
1.1 The meaning of business negotiation strategy.....................................................13 1.2 The type of business negotiation strategy ...........................................................13
II The preparation for business negotiation................................................................14
2.1 The collection of intelligence ..........................................................................14 2.2Drawing up detailed plans ………………..……….….………………….…...15 2.3 Setting the negotiations restricted………….….………......................................16
III The skill of commercial negotiations......................................................................16
3.1 Listening skills …………………………….….……......................................…16 3.2 Questioning Skills…………………………….….…......…………………....…16 3.3 Answering skills…………………………….….…….....................................…17 3.4 Narrative skill…………………………….….…….........................................…17 3.5 Pay attention to transposition thinking…………………….............................…17
IV Business negotiation strategy at each stage...........................................................17
4.1 The opening stage strategy………………………...........................................…17 4.2 The quotation stage strategy…………………........................................…..…18 4.3 The consultation stage strategy………………………....................................…18 4.4 The transaction stage strategy………………………..........................................19
V Conclusion…………………………….….................................................................19
Bibliography…………………………….….…….........................................................20 Acknowledgements…………………………….……………………….....……..........21
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The preface
With the development of our market economy and the further expansion of outside World, international business negotiation as a war prelusive, have been increasingly appears more and more enterprises , especially after joining the WTO, international business negotiation is becoming more and more universal, so we must master business negotiation success factors, following on from the following several aspects to discuss .
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