on language communication skills in business negotiation大学本科生毕设论文.docVIP

湖南商学院 高等教育自学考试学生毕业论文 题 目 On Language Communication Skills In Business Negotiation 学生姓名 程艳 考 号 911710101759 专 业 商务英语 助 学 点 此项全日制学生必须填写 通讯地址 湖南民族职业学院 联系电话 2012 年 3 月 目 录 一、Understanding negotiations…………………………………………………………………1 （一）Negotiation………………………………………………………………1 （二) Characteristics of the negotiation ………………………………1 1、Negotiation is a special communication activities…………………1 2、Negotiation is a special way ……………………………………………1 3、Negotiation is a process of information exchange …………………2 4、Negotiation is a combination of behavior ……………………………2 5、Effect of negotiation………………………………………………………2 6、Negotiation is the embodiment of art and science……………………2 二、Business negotiation …………………………………………………….2 （一）Basic principles ………………………………………………………2 1、The voluntary principles …………………………………………………2 2、Principle of equality………………………………………………………3 3、Principle of mutual benefit………………………………………………3 4、 Seeking the same principles ……………………………………………3 5、Legal principles ……………………………………………………………3 （二）Business negotiation Essentials……………………………………3 1、Understand negotiating team………………………………………………3 2、 Find common ground…………………………………………………………3 3、Establish a good atmosphere………………………………………………3 4、Persuade ………………………………………………………………………4 5、 The attention of development trend of negotiations………………4 6、Ready for the second goal…………………………………………………4 7、 Avoid specious protocol …………………………………………………4 三、The whole process of business negotiation …………………………………….4 （一）Getting ready for a negotiation……………………………………4 1、Collection of news and information ahead of talk …………………4 2、Determine of the negotiating objectives………………………………4 3、plan of negotiation…………………………………………………………4 4、 Simulating negotiation ……………………………………………………5 5、 Negotiation mode selection ………………………………………………5 （二）Contains …………………………………………………………………5 （三）Negotiations to conclude………………………………………………5 四、Business negotiation language skills ………………………………………………5 （一）Expression of la