浅析国际商务谈判中的态度

论文编号:GM219   论文字数:11859,页数:17

摘    要

    中国自加入WTO，我们与外商的直接接触日益增多，国际商务谈判的重要性中国来说对不言而喻，谈判双方在追求利益最大化的过程中，对谈判人员提出了更高的要求。由于不同文化差异及政治、经济特征的影响，各国的谈判人员的思维方式、群体观念以及谈判态度是不同的，因此，必须正确认识国际商务谈判中存在的文化差异、地域差异以及谈判态度的差异。
本文将通过列举人们谈判中常有的态度，分析一些常见的错误态度，并针对错误的态度提出相应的改进要求。文章将分析谈判前的准备阶段以及谈判中正面交锋时常有的各种态度，尤其分析研究谈判陷入僵局时双方应有的合适态度。从而为实际谈判活动提供一定的理论依据与建议。

【关键词】  国际商务谈判    谈判态度  双赢

Abstract

In the background of the world’s booming economy, after the entry to the WTO, we are get used to contract our foreign counterparties directly. The importance of international business negotiating is out of the question. And it definitely asks for higher quality of our staff in the process of maximizing the interests of the group. Because the differences of culture, politics and economy exists between the parties at the table, the method of people thinking and the concept of group can not be in the same way. So negotiators from different countries have different negotiating styles and we should pay our great attention to this point.
This thesis lists the commonly adopted attitudes of negotiators and analyzes a certain false attitudes. Then, it puts forward the correspondent improving methods to the false attitudes .The attitudes for preparation and face to face conflicts will be focused in this thesis, especially the applicable negotiating attitudes during the deadlock, which aims to provide a certain theoretical foundation and suggestion to the factual negotiation activities.

【Key Words】 International Business negotiation; Negotiating Attitude; Win-win

目  录

1.  导言 .............................................2
1.1 写作目的与意义 ...................................2
1.2 相关文献综述 .....................................2
2.  谈判前应有的态度 .................................3
2.1 积极应对的态度 ...................................3
2.2 平等、互利的态度 .................................5
3.  谈判中应有的态度 .................................5
3.1 真诚的态度 .......................................5
3.2 不卑不亢的态度................................... 7
3.3 准确灵活的态度 ...................................7
3.4 因地制宜的态度................................... 8
4.  当谈判陷入僵局时的态度 ...........................9
4.1 以诚相待的态度 ...................................9
4.2 冷却处理的态度 ...................................10
4.3 换位思考的态度 ...................................10
4.4 主动让步的态度 ...................................11
4.5 以硬碰硬的态度................................... 11
4.6 避重就轻，临阵换将的态度 .........................12
5.  常见的几种错误谈判态度分析 .......................12
5.1 忽视文化差异的态度 ...............................12
5.2 极端的态度 .......................................14
6.  结束语 ...........................................15
参考文献 .............................................16
致   谢 .............................................17