商务谈判技巧探析

Discussion on Techniques of Business Negotiation

Abstract

Negotiation is something that we do all the time. And with the rapid development of economic globalization and the prosperity of international business, business negotiation is on the dramatic increase and playing a more and more crucial role. In view of this, it’s necessary for us to study the skills and strategies about business negotiation.
Nowadays, more and more negotiators have the common understanding on that achieving a win-win outcome is a right result benefiting each party. So in order to maintain a long term cooperative business relationship with each other, negotiators should learn and select the proper skills to obtain a win-win outcome. Proper selection of skills in business negotiation would directly lead to a satisfactory result. And the pragmatic skills in business negotiation play a most important role. It can be divided into two subcategories: verbal pragmatic skills and nonverbal pragmatic skills. And nonverbal pragmatic skills play a more crucial role in business negotiation. By observing the nonverbal language a negotiator uses, his opponent may obtain new information which can help him to make a sound judgment of the real communicative intention of the other party. These can be reflected in this thesis.

Key Words: negotiation; skill; strategy; culture

摘  要

   我们无时不刻不在进行着谈判。并且随着经济全球化的高速发展，国际经济的繁荣, 商务谈判正呈现着惊人增长，扮演着越来越重要的角色。有鉴于此，我们有必要对商务谈判的技巧和战略进行研究。
    现今，越来越多的人达成共识，认识到双赢的谈判才是对双方都有益的选择。为了维持彼此的长期的友好合作，谈判者应该学习和选择适合的技巧来达到双赢的结果。对谈判技巧的正确选择运用将直接导致想要的结果。在这篇中作者主要讨论的是商务谈判的实用的语用技巧，可以分为两类：言语性语用技巧和非言语性语用技巧。 其中又以非言语性的语用技巧更为重要。 通过观察谈判者的非言语性的语言表达， 可以获得信息从而判断对方的交谈目的。 所以这1部分也是作者的重点探讨部分。

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