成功的商务谈判要素-商务英语毕业论文.doc

广东外语外贸大学 商务英语本科毕业论文 ( 2015届 ) 论文题目 （英文） 论文题目 （中文） 继教（公开）学院 商务英语 自考  Key factors for successful business negotiation Abstract: With the strong national power and rapid development of economy in China, the economic and trade relationship has close connection between China and different countries. International trade and kinds of economic exchanges and cooperation in various ways are growing rapidly. Therefore, how to negotiate with different national businessman and get the win-win successful negotiation is a very hot topic for each oversea salesperson. The succeed business negotiation is effect by many factors, understanding the strategies, making perfect advanced preparation, mastering some skills and different strategies in each stage, doing some proper care and good arrangement are the important factors for succeed business negotiation. This article will from the information, market, negotiation stage and environment to analyze the strategies and skills for business negotiation, and tell you how to achieve the succeed business negotiation and get the cooperation. Keywords: business negotiation; factor; business strategy 成功的商务谈判要素 摘要：随着我国国力不断强大、经济快速发展，我国与世界各国的经济贸易关系有了密切的联系，国际贸易往来和各种类型的经济交流与合作也日益增多。因此，如何成功地与不同的国家进行商务谈判、达到双赢，这是每一个外贸工作者非常关心的话题。成功的商务谈判受很多因素的影响，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和不同谈判阶段的策略，恰当地运用关心和周到的安排都是促成商务谈判成功的重要因素。本文主要从信息、市场、谈判的阶段和谈判环境方面来讲述谈判的策略和技巧，从而分析如何才能做到成功的谈判，达成交易。 关键词：商务谈判；因素；策略 Contents The preface 1 1. Overview of business negotiation strategy 1 1.1 The meaning of business negotiation 1 2. The preparation for business negotiation 1 2.1 The collection of intelligence 1 2.1.1 The requirements of customers 3 2.1.2 The culture of the customer’s country 4 2.1.3 The competitors of yourself 5 2.2 Drawing up detailed plans 6 2.3 Proper dressing 6 3. The skill of commercial negotiations 6 3.1 Listening skills 6 3.2 Answering skills