透析對(duì)手心理變化對(duì)國(guó)際商務(wù)談判的影響研究

國(guó)際貿(mào)易論文編號(hào):GM232    包括:開題報(bào)告及任務(wù)書,論文字?jǐn)?shù):9293,頁(yè)數(shù):13

目  錄

1  引論 2
1.1論文選題的意義和背景 .................................................2
1.2國(guó)際商務(wù)談判概述 .....................................................2
2  國(guó)際商務(wù)談判中分析對(duì)手心理的必要性 ...................................3
2.1有助于恰當(dāng)?shù)乇磉_(dá)和掩飾我方心理 .......................................3
2.2有助于營(yíng)造談判氛圍 ...................................................4
3  基于中日兩公司農(nóng)機(jī)設(shè)備談判案例分析對(duì)手心理變化對(duì)談判的影響........... 4
3.1中日兩公司農(nóng)機(jī)設(shè)備談判案例簡(jiǎn)介 .......................................4
3.2基于案例分析對(duì)手心理變化對(duì)國(guó)際商務(wù)談判的影響 .........................5
4  應(yīng)對(duì)國(guó)際商務(wù)談判中對(duì)手心理變化的對(duì)策建議 .............................8
4.1增強(qiáng)談判人員的應(yīng)戰(zhàn)信心 ...............................................8
4.2冷處理談判對(duì)手的過(guò)度熱情 .............................................8
4.3靈活應(yīng)變棘手問(wèn)題和突發(fā)事件 ...........................................9
4.4了解國(guó)外談判者的談判風(fēng)格與心理特征 ...................................9
參考文獻(xiàn) ................................................................12
致   謝 .................................................................13

摘   要

    談判是雙方彼此之間交換思想的一種活動(dòng),而思想則是人們心理活動(dòng)的反應(yīng)和結(jié)果。人們?cè)谡勁凶郎献龀龅奶嶙h，發(fā)表的意見，采取的策略，乃至最終做出得決定，無(wú)一不是人們心理活動(dòng)的結(jié)果。因此，要使談判獲得成功，就必須研究人們的談判心理。一方面有助于我們?cè)谡勁兄邪盐諏?duì)手的心理活動(dòng)，從而占據(jù)主動(dòng)和優(yōu)勢(shì)；另一方面也有助于我們適時(shí)調(diào)整和控制自己的談判心理活動(dòng)和心理狀態(tài)，使之保持在最佳水平，為最終贏得談判而創(chuàng)造條件。
本文通過(guò)闡述論文選題的意義和國(guó)際商務(wù)談判的概念，提出了分析談判對(duì)手心理的重要性。接著基于具體案例中日農(nóng)機(jī)設(shè)備談判分析指出對(duì)手心理變化對(duì)國(guó)際商務(wù)談判的影響，最后歸納應(yīng)對(duì)國(guó)際商務(wù)談判中對(duì)手心理變化的對(duì)策建議。

【關(guān)鍵詞】國(guó)際商務(wù)談判 談判對(duì)手 影響

Abstract

Negotiation is a kind activity of exchanging each others’ ideology, and ideology is the reaction and the result of people’s psychological activity. People express the proposition, make the suggestion, take the strategy, and even finally make the decision at the negotiation table, all that is the result of the people psychological activity. Therefore, it is successful of the negotiation to have the research on the people negotiation ideology. On one hand, it can help us to hold the opponent’s ideology, and then occupy the initiative and advantage. On the other hand, it can also help us to adjust and control our negotiation psychological activity and psychological posture on a proper time, and then we may remain at the best level to create a good condition for negotiation.
This article elaborates the significance of the paper about selecting topic and the concept of the international business negotiation, proposed the importance of analyzing negotiation opponent’s psychology. Then based on the concrete case about analyzing the negotiation of China and Japan farm machinery equipment pointed out that the change of the opponent’s psychology has impact on the international business negotiation, finally we induces that the suggestion according to the change of the   opponent’s psychology in the international business negotiation .

【Key Words】International Business Negotiation; Negotiation Opponent; Affection