论商务谈判中的让步策略分析.docx

PAGE \* MERGEFORMAT 0 论商务谈判中的让步策略分析 The Anslysis of the Concession Strategies in Business Negotiation 论文指导老师：赵巍巍 系别：外 语 系 专业：商 务 英 语 姓 名：庞 良 玲 时间：2011年3月10日 Acknowledgements My deepest gratitude goes first and foremost to Professor, my supervisor, for her constant encouragement and guidance. Miss zhao has walked me through all the stages of the writing of this thesis. Without her consistent and illuminating instruction, this thesis could not have reached its present form. Second, I would like to express my heartfelt gratitude to Professor, who led me into the world of translation. I am also greatly indebted to the professors and teachers at the Department of English; Professor, who have instructed and helped me a lot in the past there years. Last my thanks would go to my friends and my fellow classmates who gave me their help and time in listening to me and helping me work out my problems during the difficult course of the thesis. 论商务谈判中的让步策略分析 摘要 在谈判过程中，由于双方维护各自的利益，会在一些项目上出现意见分歧，有时甚至使谈判出现僵局。要想打破僵局，双方必须作出适当的让步才能使谈判继续进行。因此，让步技巧在商务谈判中的运用显得尤为重要，它影响着谈判发展的方向，关系到谈判的最终结果。本文主要说明让步策略在商务谈判中的重要性以及如何实施让步策略，重点论述了让步策略的原则、方式和实施策略，进而体现让步策略在商务谈判中的重要作用和地位，达到谈判成功的目的。 关键词：商务谈判，让步，方式，原则，策略 Abstract During the negotiation, as the two parties maintain their own interests, there will be disagreement on some projects. Sometimes the negotiations are in deadlock. Each party must apply concession strategies to make the negotiation go on. Therefore, the skill of concession is especially important in the business negotiation, and it influences development of negotiation as well as outcome of the negotiation. The paper is mainly about the importance of concession strategies and how to implement concession strategies. It focuses on the principles, the approaches and the strategies concerning concession, therefore we can know the importance of concession and status of concession strategy in business negotiation, achieving the purpose of successful negotiation. Key