怎么打破国际商务谈判中的僵局

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摘要：在旷目持久的国际商务谈判中经常会遇到这样一种情况:就是谈判进入实际的磋商阶段以后,谈判双方因暂时不可调和的矛盾而形成的对峙似乎已经退到不能再退让的地步,相互形成了严重的分歧与对立,谈判已无法进行下去了,我们把这种谈判搁浅的情况称为“谈判的僵局”，僵局无论何时都有可能发生,任何主题都有可能形成分歧与对立.这是谈判双方都不愿看到但又不得不面对的难题.然而,僵局并非死局,不一定会导致谈判的破裂.但它严重影响谈判的进程,如不能很好地解决,就可能导致谈判的破裂.本文拟就如何突破国际商务谈判的僵局进行探讨.希望能对商务谈判人员及相关专业人士有一定实用价值.

关键词: 突破 国际商务谈判 僵局


Introduction
Negotiators will encounter this kind of situation frequently in the international business negotiations: In international business negotiations activity, specially the negotiations enter the substantive consultation stage after, because some kind of reason reaches a stalemate, negotiations both sides as if already fell back on the situation which cannot make concessions again, the negotiations have been unable to work, namely the people negotiate usually called the deadlock. Carries on the negotiations in process, although negotiations both sides do not hope to present the deadlock, but deadlock whenever the possibility occurrence has, any subject has the possibility to form the difference and the opposition. If the negotiations personnel are not good at inquiring into the deadlock produces the reason, is not positive seeks for the solution on own initiative, the serious influence negotiations advancement, will have the breakage which the possibility will cause to negotiate.

目录：
Chapter One
Chapter Two
Chapter Three
Chapter Four
参考文献：
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战刘特•突破国际商务谈判僵局技巧的思考[J]. 商业经济, 2005,(11).
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作者点评：
In short, in negotiations practice, if wants to process the deadlock which in the negotiations appears, must to the deadlock cause and effect thorough research, then after the analysis compares each kind of possibility the choice, determined again implements some kind or several kind of strategy combination. Certainly, it utilizes successfully must sum up in negotiations quality factors and so on personnel''s experience, consciousness, strain capacity. Meanwhile processes the common interest and the individual benefit effective union in the negotiation process, enables the deadlock to break through, and then achieves the negotiations the anticipated goal.