商务谈判活动中三大模式的比较分析

国际贸易论文编号:GM224     论文字数:11197,页数:16   

目  录

1   引论 ...............................................2
1.1 选题背景........................................... 2
1.2 文献综述 ...........................................2
2.  商务谈判活动中常见模式探讨 .........................3
2.1 传统阵地谈判模式 ...................................3
2.2 现代理性谈判模式 ...................................4
2.3 PRAM谈判模式 .......................................5
3.  商务谈判活动中三大模式的比较分析 ...................6
3.1 三大模式在典型案例中的运用 .........................6
3.2 三种谈判模式下的不同谈判风格....................... 9
3.3 三种谈判模式下的不同谈判方式 .......................11
4.  三大模式在谈判活动中的选择与运用 ...................12
4.1 传统阵地谈判模式的选择与运用 .......................12
4.2 现代理性谈判模式的选择与运用 .......................12
4.3 PRAM谈判模式的选择与运用 ...........................13
5.  三大模式的发展趋势及展望 ...........................13
5.1 传统阵地谈判模式的发展趋势及展望 ...................13
5.2 现代理性谈判模式的发展趋势及展望 ...................13
5.3 PRAM谈判模式的发展趋势及展望 .......................14
参 考 文献 ............................................15
致  谢 .................................................16

摘   要

    在国际商务谈判发展过程中，出现了很多的谈判模式，例如传统阵地谈判模式，现代理性谈判模式，PRAM谈判模式等。这三种模式都各自有着优、缺点。相较而言，传统阵地谈判模式的缺陷与不足最多，所适用的范围最小，面对现今如此纷繁复杂的谈判活动，它是不适合用作主流的；现代理性谈判模式，是一种较理性的思考，是建立在谈判者理性行为基础上的，为实现双方利益最大化，在现实中，不可能达到这一境界，因此它也不是谈判者采用的主要谈判模式； PRAM谈判模式，结合了前两种谈判模式的优点，其中四个环节环环相扣，分析到位，因此越来越多地被人们所重用。它将成为谈判活动的首选模式。
本文将通过对这三种谈判模式中不同的谈判风格、谈判方式进行对比分析，进而探讨这三种模式在实际活动中的选择与应用，旨在为谈判工作者的日常谈判活动提供一定的可借鉴的依据。

【关键词】 传统阵地谈判模式   现代理性谈判模式   PRAM谈判模式

Abstract

During the intercourse development of negotiation, it appears many models of negotiation such as the three main models：  the model of Conventional Position Negotiation, the model of Modern Rational Negotiation and the model of PRAM Negotiation. They all have their merits and demerits. Comparably, the model of Conventional Position Negotiation has the most defects and the range of adaptation is minimum. So it can’t fit the mainstream of complicated business negotiation during the contemporary society. The model of Modern Rational Negotiation is a kind of ideal model. In this model, both parties have rational actions and obtain mutual benefits. Within the processing, it can not be the main model of negotiation because of  its hard achievement. The model of PRAM Negotiation combines the merits of previous models and four links within it perfectly joint with each other properly. Hence, it will become the best optional model of negotiation and be used widely by more and more people.
This thesis is to give a brief analysis of comparison among the three models of negotiation with different negotiation style and mode and infer that the choice and apply in the practical activities, which is aiming to guide to the future daily negotiating practices.

【Key Words】The Model of Conventional Position Negotiation；   The Model of Modern Rational Negotiation；   The Model of PRAM Negotiation.