对国际商务谈判前期准备工作的研究.doc

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摘要:国际商务谈判的最终结果是为己方争取最大的利益,并且实现双赢。一场商务谈判能否取得圆满的结果,不仅取决于谈判者采用的策略、战术、技巧,更重要的是看谈判前准备工作是否做得到位、细致。本文由五个章节组成,内容涉及国际商务谈判前期所需要进行的准备工作,包括信息收集,人员构成、计划和策略、时间地点选择和实战演练等,穿插案例加以分析,发现问题并思考如何解决,阐明准备工作对于谈判的重要性,并提出自己的一些见解。最后希望谈判者能正视并做好谈判前的准备工作,把握谈判的主动权,提高谈判效率和胜算。

关键词:国际商务谈判 情报 前期准备 分析

 

Abstract: The main purpose of international business negotiation is getting the most interest for our own side and getting a win-win situation. A satisfactory result of an international business negotiation depends not only on the negotiation strategies, tactics, techniques which used by the negotiators, but on the detailed preparation before the international business negotiation. This paper consists of five chapters, the content involved the preparation work, including information collection, negotiation team forming, plans and strategies, time & location choice and practice, some cases will be recorded and analyzed, the author will find the problem and think about how to slove them, then the author will Illustrate the importance of the preparations for the negotiations, and put forward some of his own opinions. Finally, the author hope that the negotiators should  aprationate and do the preparation work well, to grasp the initiative of the negotiation and improve the efficiency and the odd of negotiations.

Key words: International Business Negotiation Intelligence Preparation Analysis

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