In the contemporary frequent businesses of our society, the international business negotiations are indispensable component. As a dynamic process, there are many factors influencing it. The partners in negotiating are subjected not only to the negotiators’ strength and environment but also to the bi-characteristics confronting positions and integration. Since the performers of negotiation are human beings, the basis of business activities are the negotiators’ bi-characteristics. Therefore, understanding the bi-characteristics of the negotiators is able to direct international business negotiations actively.
By introducing the definition of the negotiators’ bi-characteristics, analyzing the influence of the negotiators’ bi-characteristics in international business negotiations, this thesis indicates the means which could be used in dealing with and making use of bi-characteristics in international business negotiations. Through the case of Sino-America Gezhou Dam Negotiation, it aims to offer effective measures for the smooth proceeding of the international business negotiations.
[key words] International Business Negotiations; Negotiator; Bi-characteristics