商務(wù)談判活動(dòng)中三大模式的比較分析

國(guó)際貿(mào)易論文編號(hào):GM224     論文字?jǐn)?shù):11197,頁數(shù):16   

目  錄

1   引論 ...............................................2
1.1 選題背景........................................... 2
1.2 文獻(xiàn)綜述 ...........................................2
2.  商務(wù)談判活動(dòng)中常見模式探討 .........................3
2.1 傳統(tǒng)陣地談判模式 ...................................3
2.2 現(xiàn)代理性談判模式 ...................................4
2.3 PRAM談判模式 .......................................5
3.  商務(wù)談判活動(dòng)中三大模式的比較分析 ...................6
3.1 三大模式在典型案例中的運(yùn)用 .........................6
3.2 三種談判模式下的不同談判風(fēng)格....................... 9
3.3 三種談判模式下的不同談判方式 .......................11
4.  三大模式在談判活動(dòng)中的選擇與運(yùn)用 ...................12
4.1 傳統(tǒng)陣地談判模式的選擇與運(yùn)用 .......................12
4.2 現(xiàn)代理性談判模式的選擇與運(yùn)用 .......................12
4.3 PRAM談判模式的選擇與運(yùn)用 ...........................13
5.  三大模式的發(fā)展趨勢(shì)及展望 ...........................13
5.1 傳統(tǒng)陣地談判模式的發(fā)展趨勢(shì)及展望 ...................13
5.2 現(xiàn)代理性談判模式的發(fā)展趨勢(shì)及展望 ...................13
5.3 PRAM談判模式的發(fā)展趨勢(shì)及展望 .......................14
參 考 文獻(xiàn) ............................................15
致  謝 .................................................16

摘   要

    在國(guó)際商務(wù)談判發(fā)展過程中，出現(xiàn)了很多的談判模式，例如傳統(tǒng)陣地談判模式，現(xiàn)代理性談判模式，PRAM談判模式等。這三種模式都各自有著優(yōu)、缺點(diǎn)。相較而言，傳統(tǒng)陣地談判模式的缺陷與不足最多，所適用的范圍最小，面對(duì)現(xiàn)今如此紛繁復(fù)雜的談判活動(dòng)，它是不適合用作主流的；現(xiàn)代理性談判模式，是一種較理性的思考，是建立在談判者理性行為基礎(chǔ)上的，為實(shí)現(xiàn)雙方利益最大化，在現(xiàn)實(shí)中，不可能達(dá)到這一境界，因此它也不是談判者采用的主要談判模式； PRAM談判模式，結(jié)合了前兩種談判模式的優(yōu)點(diǎn)，其中四個(gè)環(huán)節(jié)環(huán)環(huán)相扣，分析到位，因此越來越多地被人們所重用。它將成為談判活動(dòng)的首選模式。
本文將通過對(duì)這三種談判模式中不同的談判風(fēng)格、談判方式進(jìn)行對(duì)比分析，進(jìn)而探討這三種模式在實(shí)際活動(dòng)中的選擇與應(yīng)用，旨在為談判工作者的日常談判活動(dòng)提供一定的可借鑒的依據(jù)。

【關(guān)鍵詞】 傳統(tǒng)陣地談判模式   現(xiàn)代理性談判模式   PRAM談判模式

Abstract

During the intercourse development of negotiation, it appears many models of negotiation such as the three main models：  the model of Conventional Position Negotiation, the model of Modern Rational Negotiation and the model of PRAM Negotiation. They all have their merits and demerits. Comparably, the model of Conventional Position Negotiation has the most defects and the range of adaptation is minimum. So it can’t fit the mainstream of complicated business negotiation during the contemporary society. The model of Modern Rational Negotiation is a kind of ideal model. In this model, both parties have rational actions and obtain mutual benefits. Within the processing, it can not be the main model of negotiation because of  its hard achievement. The model of PRAM Negotiation combines the merits of previous models and four links within it perfectly joint with each other properly. Hence, it will become the best optional model of negotiation and be used widely by more and more people.
This thesis is to give a brief analysis of comparison among the three models of negotiation with different negotiation style and mode and infer that the choice and apply in the practical activities, which is aiming to guide to the future daily negotiating practices.

【Key Words】The Model of Conventional Position Negotiation；   The Model of Modern Rational Negotiation；   The Model of PRAM Negotiation.