商务谈判的策略.doc

毕业论文中文摘要 摘要: 人与人之间需要通过语言，肢体的交流等来促进彼此之间的关系。在商务谈判中，良好的沟通更是重中之重。所谓商务谈判，就是双方为了达到一定的经济目的，明确各自的权利和义务的而进行的一场脑力斗争，是一场不简单地社会经济活动。谈判者应该根据自己的实际情况，运用合适的谈判策略，这样才能在谈判中如鱼得水，获得预期的谈判结果。在此，本文将对商务谈判的策略进行分析，总共划归为两类，分为商务谈判的语言策略和非语言策略。主要侧重于语言策略中的委婉表达、模糊语言技巧以及非语言策略中的提问技巧、倾听技巧和化解僵局的策略.通过对这些技巧的详细论述来展现各种谈判技巧的内涵和关键之处。 关键词: 商务谈判；语言策略；国际贸易;非语言策略 毕业论文英文摘要 Abstract: People need to promote relationship by communication, such as language and body signs. A good communication will take the priority in the business negotiation. Business negotiation is a common economic goal reached by both parties, a brain fight to specify their own rights and obligations and a complicated social economic event. Negotiators should adopt suitable strategies on their own practical grounds to negotiate with the other side smoothly, and finally obtain their prospective results. So this paper will elaborate the strategies used in the negotiation here and classify them into two categories：language strategies and non-language strategies.Mainly focus on the language strategies of euphemism, the questions of the fuzzy language skills and the non-language strategy mainly includes questioning techniques , listening skills ,methods to resolve the deadlock .Through discussing these techniques in detail to show the connotation of all kinds of business negotiation skills and the key points. Keywords: business negotiation；language strategy；international trade; non-language strategy 目 录 1 引言………………………………………………………………….……1 2 商务谈判的语言策略……………………………………………….……1 2.1、委婉表达……………………………………………………………….…1 2.2、模糊语言……………………………………………………………….…2 2.3、言语幽默…………………………….……………………………..…..…3 2.4、主、辅谈人员语言的协调配合……………………………………………..3 2.5、低调陈述………………………………………………………………….3 2.6、礼貌策略……………….…………………………………………………3 3 商务谈判的非语言策略………………………………………………….4 3.1、欲擒故纵………………………………………………………………….4 3.2、提问技巧………………………………………………………………….5 3.3、倾听技巧………………………………………………………………….5 3.4、化解僵局的策略…………………………………………………………...6 3.5、货比三家………………………………………………………………….8 3