論國際商務談判中利益沖突激化的預防與解決

國際貿(mào)易論文編號:GM226      包括:開題報告及任務書,論文字數(shù):9039,頁數(shù):13

目  錄

1. 緒論............................................................. 2
2. 國際商務談判中利益沖突存在的必然性 ...............................3
3. 國際商務談判中利益沖突激化的預防 .................................3
3.1做好談判前的準備工作是預防沖突激化的有效手段 .....................3
3.2談判策略的恰當運用一定程度上能避免沖突 ...........................7
4. 國際商務談判中利益沖突激化的解決對策 .............................8
4.1將個人情感與實質(zhì)利益相區(qū)分 .......................................9
4.2處理談判雙方利益沖突激化的關鍵在于創(chuàng)造雙贏的解決方案............. 9
4.3借助客觀標準最終解決談判利益沖突激化的問題 .......................10
5. 結束語 ...........................................................11
參考文獻 ............................................................12
致謝 ................................................................13

摘    要

    隨著我國經(jīng)濟的迅猛發(fā)展，尤其是加入WTO后，我國各企業(yè)和單位所面臨的國際商務談判越來越多。商務談判中因為雙方都希望獲得利益的最大化，常常面臨利益的沖突。本文認為，談判中出現(xiàn)利益沖突是正常的，也是必然的現(xiàn)象，但只要我們能了解各國商人談判的特點、做好充分的談判準備可以在一定程度上預防利益沖突的激化，談判策略的恰當運用也可以在一定程度上避免沖突激化。當沖突出現(xiàn)時，要將人的問題與實質(zhì)利益相區(qū)分，創(chuàng)造雙贏的解決方案，借助客觀標準解決談判利益沖突激化的問題。

[關鍵詞]  商務談判  利益沖突  激化 

Abstract

  With the sharply development of economy especially after China’s accession of WTO, Chinese enterprises are facing more and more international business negotiations. Meanwhile, it is frequent to induce benefit conflicts between traders, for both sides in negotiation hope to obtain the maximum benefit. This paper believes that benefit conflicts in negotiation is normal and inevitable. However, so long as we can understand the characteristics of various merchants from different countries, fully prepare for negotiations, the intensifications of benefit conflicts could be prevented to a certain extent. The appropriate utilization of negotiation strategy may also help to avoid the confliction. When confliction appears, we should distinguish human’s problem from the subtractive benefit to create “win –win” solution. With the aid of objective standard, we may solve the problem of intensification of benefit conflicts in negotiation.

[Key words] Business Negotiation; Benefit Conflict; Intensification;