如何在商务谈判中取得成功 毕业论文10.doc

如何在商务谈判中取得成功 How to Succeed in Business Negotiations 目　　录 1 引言 1 2商务谈判概述 3 2.2商务谈判的特征 3 2.3商务谈判须遵循以下基本原则: 3 3商务谈判的特点 4 4商务谈判过程 6 4.1摸底阶段，即谈判的开局阶段 6 4.2报价阶段 6 4.3磋商阶段 6 4.4缔结协议阶段 6 5成功谈判的原则与方法 8 5.1成功谈判的原则 8 5.2专业的谈判的方法 8 6谈判技巧 9 6.1设定目标 9 6.2研究有利与不利因素 9 6.3商务谈判策略 9 7成功商务谈判中的让步策略 12 7.1目标价值最大化原则 12 7.2刚性原则 12 7.3时机原则 13 7.4清晰原则 13 7.5弥补原则 13 8涉外商务谈判中的礼貌语用策略 15 8.1 涉外商务谈判的原则及礼貌用语的重要-陛平等互惠是任何商务谈判的基本原则。 15 8.2 涉外商务谈判中的礼貌语用策略法国著名作家雨果曾经说过：“语言就是力量”。 15 8.3礼貌语用原则的得体性 17 8.4 结束语 17 9 结论 18 参考文献 19 致谢 20 CONTENTS 1 Introduction 1 2 Business Negotiation Overview 3 2.2 Characteristics of Business Negotiation 3 2.3 Business negotiations must follow the following basic principles 3 3 Characteristics of Business Negotiation 4 4 Business negotiations 6 4.1 Thoroughly stage, that stage of the negotiations start 6 4.2 Quotation stage 6 4.3 Consultation stage 6 4.4 The conclusion of the agreement phase 6 5 Principles and methods of successful negotiations 8 5.1 The principles of successful negotiation 8 5.2 Professional way talks 8 6 Negotiation skills 9 6.1 Goal setting 9 6.2 Of favorable and unfavorable factors 9 6.3 Business negotiation strategy 9 7 Successful negotiation of the concession business strategy 12 7.1 Target value maximization principle 12 7.2 Rigid principles 12 7.3 Time principle 13 7.4 Clear principles 13 7.5 To make up for the principles of 13 8 International Business Negotiation Strategies Polite 15 8.1 International Business Negotiation principles and the importance of polite language - Pi equality and mutual benefit is the basic principle of any business negotiation. 15 8.2 International Business Negotiation Strategies Polite famous French writer Victor Hugo once said: Language is power. 15 8.3 Polite Principle of Appropriateness 17 8.4 Conclusion 17 9 Conclusion 18 References 19 Thanks 20 中　文　摘　要 商务谈判，是人们彼此之间协调利益关系，满足各自需要并达成共同意见的一种行为和过程。因此，人们必须以理性的思维，对涉及到的双方利益，进行系统而具体的分析研究。根据这一规律、规则来制定谈判方案和对策，是商务谈判具有科学性的—面。 这一点必须引起重视，并尽力体现。同时，商务谈判又是人们之间的一种直接交流活动， 在这种活动中，