淺析國際商務談判中的態度

國際貿易論文編號:GM219   論文字數:11859,頁數:17

目  錄

1.  導言 .............................................2
1.1 寫作目的與意義 ...................................2
1.2 相關文獻綜述 .....................................2
2.  談判前應有的態度 .................................3
2.1 積極應對的態度 ...................................3
2.2 平等、互利的態度 .................................5
3.  談判中應有的態度 .................................5
3.1 真誠的態度 .......................................5
3.2 不卑不亢的態度................................... 7
3.3 準確靈活的態度 ...................................7
3.4 因地制宜的態度................................... 8
4.  當談判陷入僵局時的態度 ...........................9
4.1 以誠相待的態度 ...................................9
4.2 冷卻處理的態度 ...................................10
4.3 換位思考的態度 ...................................10
4.4 主動讓步的態度 ...................................11
4.5 以硬碰硬的態度................................... 11
4.6 避重就輕，臨陣換將的態度 .........................12
5.  常見的幾種錯誤談判態度分析 .......................12
5.1 忽視文化差異的態度 ...............................12
5.2 極端的態度 .......................................14
6.  結束語 ...........................................15
參考文獻 .............................................16
致   謝 .............................................17

摘    要

    中國自加入WTO，我們與外商的直接接觸日益增多，國際商務談判的重要性中國來說對不言而喻，談判雙方在追求利益最大化的過程中，對談判人員提出了更高的要求。由于不同文化差異及政治、經濟特征的影響，各國的談判人員的思維方式、群體觀念以及談判態度是不同的，因此，必須正確認識國際商務談判中存在的文化差異、地域差異以及談判態度的差異。
本文將通過列舉人們談判中常有的態度，分析一些常見的錯誤態度，并針對錯誤的態度提出相應的改進要求。文章將分析談判前的準備階段以及談判中正面交鋒時常有的各種態度，尤其分析研究談判陷入僵局時雙方應有的合適態度。從而為實際談判活動提供一定的理論依據與建議。

【關鍵詞】  國際商務談判    談判態度  雙贏

Abstract

In the background of the world’s booming economy, after the entry to the WTO, we are get used to contract our foreign counterparties directly. The importance of international business negotiating is out of the question. And it definitely asks for higher quality of our staff in the process of maximizing the interests of the group. Because the differences of culture, politics and economy exists between the parties at the table, the method of people thinking and the concept of group can not be in the same way. So negotiators from different countries have different negotiating styles and we should pay our great attention to this point.
This thesis lists the commonly adopted attitudes of negotiators and analyzes a certain false attitudes. Then, it puts forward the correspondent improving methods to the false attitudes .The attitudes for preparation and face to face conflicts will be focused in this thesis, especially the applicable negotiating attitudes during the deadlock, which aims to provide a certain theoretical foundation and suggestion to the factual negotiation activities.

【Key Words】 International Business negotiation; Negotiating Attitude; Win-win