商务英语谈判期末论文.doc

2012-2013学年第一学期 商务英语谈判考核 班 级： 09本一 姓 名： 彭赛男 指导教师： 陈 铭 成 绩： The Practical Use of Thirty-Six Stratagems in Business Negotiation In the progress of a business negotiation,people always try to find a win-win solution as a normal ditch.But for some tough cases,strategies and tactics are crucial to a successful business negotiation. The marketplace has been called “a battlefield without the smoke of gunpowder” for a long time. If we treat it as a warfare,then the correct choice of tactics will bring the company an amazing results. The Thirty-Six Stratagems are quintessence of thoughts concluded by the ancient militarists. Nowadays,even there is little real warfare, this book is still useful for many occasions. This article will analysis several practical uses of the Thirty-Six Stratagems in business negotiation, putting forward new negotiation skills and new thoughts for the future business negotiation. 1. Let the enemy off in order to catch him later This stratagem means pretending to loosen and let the opponent go for the sake of deeper control. In the business battle,one part make friends with the other at first in order to get higher profits,and then they drift apart with their partner on purpose to cause a tension. In this way,they always get what they want finally. One year,the bosses of three Japanese companies came to Jiangxi province to order Chinese handiworks. They all offered a same price as the original cost. It should be a good news for this factory. But the manager wondered why these companies who used to sell goods produced in Korea and Taiwan came here and all wanted to cooperate with this factory. He did research and came to a conclusion that the main reason is their good wood quality and artistry. Then the manager paid more attention to the other two small company. His action made the boss of the biggest company felt more