论国际商务谈判中利益冲突激化的预防与解决

国际贸易论文编号:GM226      包括:开题报告及任务书,论文字数:9039,页数:13

目  录

1. 绪论............................................................. 2
2. 国际商务谈判中利益冲突存在的必然性 ...............................3
3. 国际商务谈判中利益冲突激化的预防 .................................3
3.1做好谈判前的准备工作是预防冲突激化的有效手段 .....................3
3.2谈判策略的恰当运用一定程度上能避免冲突 ...........................7
4. 国际商务谈判中利益冲突激化的解决对策 .............................8
4.1将个人情感与实质利益相区分 .......................................9
4.2处理谈判双方利益冲突激化的关键在于创造双赢的解决方案............. 9
4.3借助客观标准最终解决谈判利益冲突激化的问题 .......................10
5. 结束语 ...........................................................11
参考文献 ............................................................12
致谢 ................................................................13

摘    要

    随着我国经济的迅猛发展，尤其是加入WTO后，我国各企业和单位所面临的国际商务谈判越来越多。商务谈判中因为双方都希望获得利益的最大化，常常面临利益的冲突。本文认为，谈判中出现利益冲突是正常的，也是必然的现象，但只要我们能了解各国商人谈判的特点、做好充分的谈判准备可以在一定程度上预防利益冲突的激化，谈判策略的恰当运用也可以在一定程度上避免冲突激化。当冲突出现时，要将人的问题与实质利益相区分，创造双赢的解决方案，借助客观标准解决谈判利益冲突激化的问题。

[关键词]  商务谈判  利益冲突  激化 

Abstract

  With the sharply development of economy especially after China’s accession of WTO, Chinese enterprises are facing more and more international business negotiations. Meanwhile, it is frequent to induce benefit conflicts between traders, for both sides in negotiation hope to obtain the maximum benefit. This paper believes that benefit conflicts in negotiation is normal and inevitable. However, so long as we can understand the characteristics of various merchants from different countries, fully prepare for negotiations, the intensifications of benefit conflicts could be prevented to a certain extent. The appropriate utilization of negotiation strategy may also help to avoid the confliction. When confliction appears, we should distinguish human’s problem from the subtractive benefit to create “win –win” solution. With the aid of objective standard, we may solve the problem of intensification of benefit conflicts in negotiation.

[Key words] Business Negotiation; Benefit Conflict; Intensification;