商务谈判中的沟通技巧分析.docxVIP

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摘要

随着我国市场经济的发展和对外开放的进一步扩大，尤其是我国加入世界贸易组织，中国在国际事务中的商业活动更加频繁，在相互交往与工作中，国际商务谈判的作用越来越突出。所谓谈判，就是通过双方或多方协商各自的利益、需求和期望，最后达成协议。在各种商业活动的运作中，商务谈判中的沟通的就显得极为重要，甚至决定着交易合作的成败，对谈判双方都是一种挑战，采取什么样的谈判手段、谈判方法和谈判原则来达到谈判的结局对谈判各方都有利，这是商务谈判的实质追求。但商务谈判并不是简单的沟通和联系,而是具有很强的技巧，沟通不仅让彼此都各有所需，也能清楚准确的明白各自的想法，能使谈判进程更加顺畅。本文从商务谈判的重要性、影响商务谈判的因素、商务谈判的技巧和文化差异的影响入手，使谈判者们能正确认识到不同国家和地区风俗文化存在差异，充分了解谈判对手的文化背景并且以熟练的跨文化交流技巧为基础，对谈判进行充分的准备，制定出合理的谈判策略,学会在商务谈判沟通中把握技巧,从而使谈判结果取得实效并最终实现谈判双方“双赢”。

关键字：商务谈判;沟通技巧;差异

ABSTRACT

WiththedevelopmentofChinesemarketeconomyandthefurtherexpansionofopeninguptotheoutsideworld,especiallytheentryofChinaintoWTO,Chinesecommercialactivitiesininternationalaffairsaremorefrequent,andtheroleofinternationalcommercialnegotiationsisbecomingmoreandmoreprominentinmutualcommunicationandwork.Theso-callednegotiationisthroughtwoormorepartiestonegotiatetheirowninterests,needsandexpectations,andfinallyreachanagreement.Intheoperationofvariouscommercialactivities,communicationinbusinessnegotiationsisextremelyimportant,andevendeterminesthesuccessorfailureofbusinesscooperation,whichisachallengetobothsidesofthenegotiation.Whatkindofnegotiationmeans,methodsandprinciplesshouldbeadoptedtoachievetheendofthenegotiationisbeneficialtoallsidesofthenegotiation,whichistheessenceofbusinessnegotiations.However,businessnegotiationisnotsimplecommunicationandcontact,butwithstrongskills.Communicationnotonlyenableseachothertohavetheirownneeds,butalsoenablesthemtoclearlyandaccuratelyunderstandtheirownideas,whichcansmooththenegotiationprocess.Thispaperstartswiththeimportanceofbusinessnegotiation,thefactorsthataffectbusinessnegotiation,theskillsofbusinessnegotiationandtheinfluenceofculturaldifferences,andthispaperenablesnegotiatorstocorrectlyrecognizethedifferencesincustomsandculturesof