摘要
商务谈判是人们在各类经济业务中，为使双方（或多方)的意见趋于一致而进行的洽谈磋商。谈判的业务内容不仅包括产品，还包括资金、技术、信息、服务等，如商品供求谈判、技术引进与转让谈判、投资谈判等。通过商务谈判，其目的是改变相互间的关系并交换观点，以期达成协作的求同过程。这是一个较为复杂的过程，既要确定各自的权利与利益，又要考虑他方的惠利方面，因此，商务谈判犹如对弈，在方寸上厮杀，但又要共同联手合作，这是既矛盾又统一的，既个体又整体的利益所在。如何才能立于不败之地，是各商家的追求目标。成功的商务谈判是谈判双方出色运用语言艺术的结果。本论文研究的重点主要在于从商务谈判的语言沟通艺术来探讨商务谈判的技巧。
Business Negotiation is the economy in all types of business, in order for the two (or more) in line with the views of the negotiations carried out consultations. The talks include not only the content of business products, including capital, technology, information, services, commodities such as supply and demand in the talks, negotiations and transfer of technology, investment talks and so on. Through business negotiations with the aim of changing the relationship between each other and exchange views, with a view to reach a collaborative process with the demand. This is a more complicated process, it is necessary to determine the respective rights and interests, but also to consider the other benefits, therefore, business negotiation game as if, in confusion in the fighting, but also the common joint, which is both contradictory and The reunification of both individual and the overall interests lie. How can we remain invincible, is the pursuit of business objectives. The success of the business negotiations the two sides are negotiating the excellent use of language arts. This paper is the main focus of the study from the talks the language of business communication and the arts to explore business negotiation skills.
【摘要】随着我国经济的迅猛发展，尤其是加入WTO后，对外开放的进一步扩大，国际商务谈判作为商战的序幕，已越来越频繁地出现在经济中，我国各企业和单位所面临的国际商务谈判越来越多。不同国家地区文化背景使其谈判风格迥异，从而给谈判的成功增加了难度。如何有效避免谈判中僵局的出现而使谈判获取成功？当冲突和矛盾出现时又如何化解呢？谈判是一项艰巨、复杂的脑力劳动，谈判人员的心理状态对谈判的结局产生重要的影响。双方谈判人员运用语言传达观点、交流意见的过程，在商务谈判中语言运用对谈判的进程与结果也起着举足轻重的作用。因此，了解各国商人谈判的风格做好充分准备，制定恰当的谈判策略及语言艺术的运用，可在一定程度上避免冲突。本文将对此做出探讨。 【关键词】商务谈判 谈判风格 谈判策略 语言艺术
With the rapid development of China's economy, especially after joining the WTO and further opening up , international business negotiations appeare more and more frequently as a prelude to commercial warfare.
China's enterprises are facing an increasing number of international business negotiations.
Negotiating style can be very different because of distinct regions and cultural backgrounds.
Thus, the successes of the negotiations are more difficult to achieve. How to prevent the negotiations from impasse to obtain success? How to solve the problems of conflicts and contradictions?
Negotiation is a complex and mental work which the psychological have a great impact on it.
The negotiation process of conveying ideas and exchanging views by communication also plays a decisive role.
Therefore,to some extent, good preparations and understanding of various negotiations styles, appropriate negotiation strategies and verbal art can be the approach to avoid conflicts.
This paper will do further research into this issue.
Key words: Business Negotiation, negotiating style, negotiating strategies, Verbal Arts
