透析对手心理变化对国际商务谈判的影响研究.docVIP

摘 要 谈判是双方彼此之间交换思想的一种活动,而思想则是人们心理活动的反应和结果。人们在谈判桌上做出的提议，发表的意见，采取的策略，乃至最终做出得决定，无一不是人们心理活动的结果。因此，要使谈判获得成功，就必须研究人们的谈判心理。一方面有助于我们在谈判中把握对手的心理活动，从而占据主动和优势；另一方面也有助于我们适时调整和控制自己的谈判心理活动和心理状态，使之保持在最佳水平，为最终赢得谈判而创造条件。 本文通过阐述论文选题的意义和国际商务谈判的概念，提出了分析谈判对手心理的重要性。接着基于具体案例中日农机设备谈判分析指出对手心理变化对国际商务谈判的影响，最后归纳应对国际商务谈判中对手心理变化的对策建议。 【关键词】国际商务谈判 谈判对手 影响 Abstract Negotiation is a kind activity of exchanging each others’ ideology, and ideology is the reaction and the result of people’s psychological activity. People express the proposition, make the suggestion, take the strategy, and even finally make the decision at the negotiation table, all that is the result of the people psychological activity. Therefore, it is successful of the negotiation to have the research on the people negotiation ideology. On one hand, it can help us to hold the opponent’s ideology, and then occupy the initiative and advantage. On the other hand, it can also help us to adjust and control our negotiation psychological activity and psychological posture on a proper time, and then we may remain at the best level to create a good condition for negotiation. This article elaborates the significance of the paper about selecting topic and the concept of the international business negotiation, proposed the importance of analyzing negotiation opponent’s psychology. Then based on the concrete case about analyzing the negotiation of China and Japan farm machinery equipment pointed out that the change of the opponent’s psychology has impact on the international business negotiation, finally we induces that the suggestion according to the change of the opponent’s psychology in the international business negotiation . 【Key Words】Affection 目 录 1引论 2 1.1论文选题的意义和背景 2 1.2国际商务谈判概述 2 2国际商务谈判中分析对手心理的必要性 3 2.1有助于恰当地表达和掩饰我方心理 3 2.2有助于营造谈判氛围 4 3基于中日两公司农机设备谈判案例分析对手心理变化对谈判的影响 4 3.1中日两公司农机设备谈判案例简介 4 3.2基于案例分析对手心理变化对国际商务谈判的影响 5 4应对国际商务谈判中对手心理变化的对策建议 8 4.1增强谈判人员的应战信心 8 4.2冷处理谈判对手的过度热情 8 4.3灵活应变棘手问题和突发事件 9 4.4了解国外谈判者的谈判风格与心理特征 9 参考文献 12 致