本科毕业论文：商务谈判技术分析（英文）
Abstract
International business negotiation is an important part of conducting a foreign trade. It is the dealings between supplies and customers in order to reach an agreement on the prices, quantities, payment and other terms and conditions of a sale. Obviously, the conclusion of sales contract results from the business negotiation to the satisfaction of both sides.
Through the business negotiation, it’s important to change the relations and ideas between both sides so that reaching the purposes. Business negotiation should base on the needs of both sides and seek the process of common interests. During this process, in order to negotiation’s success, each party is eager to meet their direct and indirect needs, and also must attend to the other's needs, because only such negotiations can eventually succeed. This paper discusses about the definition and features of business negotiation, the functions and the process of negotiation, the items for attention, and the skills of how to use strategies and gain mutual benefits.
Key Words: International business negotiation, contract, common interests, items for attention, skills.
摘 要
国际商务谈判是对外贸易的重要组成部分。它是买卖双方为了在价格、数量、质量、支付方式以及其他条款方面达成协议所进行的交易。显然，令双方满意的谈判才能促使合同的达成。
通过商务谈判，其目的是改变相互间的关系并交换观点，是基于双方共同的需要，寻求共同利益的过程。在这一过程中，每一方都渴望满足自身直接与间接的需要，但同时必须顾及对方的需要，只有这样谈判才能最终成功。这篇论文将对于商务谈判的定义、特点、作用和流程、以及需要注意的事项和技巧加以探讨。
关键词：国际商务谈判，合同，共同利益，注意事项，技巧。
Contents
Introduction 1
1. The overview of Business negotiation 1
1.1 Definition and characteristics of Business negotiation 1
1.2 Importance of Business Negotiation 2
1.3 The Basic Principles of Business Negotiation 2
2. The General Procedures of Business Negotiation 3
2.1 Beginning stage 3
2.2 Negotiable stage 4
2.3 Transaction stage 5
3. Items for attention 5
3.1 Etiquette and language expression 5
3.2 Culture’s differences 6
3.3 Focus on interests, not positions 6
3.4 Other items 7
3.4.1 Be prepared 7
3.4.2 Never lie 7
3.4.3 Beware of the trap of good cop and bad chop 7
3.4.4 Never narrow negotiations down to one issue 7
4. Skills of business negotiation 7
4.1 Language skills 8
4.1.1 Unobjectionable manner 8
4.1.2 Use the favorable and affirmative language 8
4.1.3 Be flexible 8
4.1.4 Ask questions 8
4.2 Build the relationship and trust 9
4.2.1 Build the relationship 9
4.2.2 Build the trust 9
4.3 Understand the needs 9
4.3.1 Understand the needs of your “adversary” 9
4.3.2 Know what your needs are 9
4.4 Other skills 10
4.4.1 Be patient 10
4.4.2 Own your power 10
4.4.3 Be an emphatic listener 10
4.4.4 Quit while you are ahead 10
4.4.5 Balance must be concessions 10
4.4.6 Seeking win-win opportunities 11
4.4.7 Keeping your emotion 11
References
1. Min Geng, Guangfen Meng, English for Business Negotiation, Beijing: Beijing Institute Of Technology Press, May 2009
2. Gejia Qiu, Guojun Yang, Win-win English for Business Negotiation, Beijing: China International Broadcasting Press, Sep 2006
3. Liyu Zhang, Practical International Trade, Wuhan: Wuhan University Press, 2008
4. Yuzhang Wang, English for International Trade, Tianjin: Tianjin University Press, 1998
5. Jinglun Han, Theory and Practice of International Trade, Tianjin: Nankai University Press,2001
6. 王海云，《商务谈判》，北京：北京航空航天大学出版社，2007年03月。
7. 潘肖钰、谢承志，《商务谈判与沟通技巧》，上海：复旦大学出版社，2008年01月。
8. 王平辉，《商务谈判规范与技巧》，南宁：广西人民出版社，2008年01月。
9. 杨晶，《现代商务谈判》，北京：中国人民大学出版社，2009年版。
10. 付春雨，《商务谈判》，北京：化学工业出版社，2009年版。
Conclusion 11
References 13
