Research on the Controllable Conditions of the Success of Business Negotiation_英语论文

摘要

进行一些必要的商务活动是现在社会做交易时很常见的现象。商务谈判在人们交易过程中起着很重要的作用。商务谈判活动是否成功将会大大的影响到商务活动的效果，但目前，对影响商务谈判成功的因素的探讨依旧缺乏一个完整性，多元化的总结。PRAM模式是影响商务谈判成功的重要组成部分，即制定谈判计划，新建关系，达成双方都能接受的协议，还有对协议的执行与关系的维持。它强调了双赢了概念，而本文的具体内容就在于阐述前期准备，谈判团队的形成，环境因素及各类标准对于促进商务谈判成功所存在的影响，并且分析如何提高商务谈判的胜算。

关键词：商务谈判；成功因素；组成成分

Contents

摘  要 I

Abstract II

1 Introduction 1

2 The Importance of Preparation in the Negotiations 2

2.1 Concession Strategy 3

2.2 Making an Agenda 3

2.3 Confirm Facts during the Negotiation 3

2.4 The People and Assessment of the Situation 3

2.5 Choosing the Target Market 4

2.6 Choosing Negotiation Object 4

2.7 Making out some Plans about the Business Negotiation 4

3 The Importance of Proper Negotiators in the Negotiations 4

3.1 Choosing the Right Staff Involved in the Negotiation 5

3.2 The Quality of Negotiators 5

3.3 The Negotiation Skills 5

3.4 The Cooperation between Negotiators during the Negotiations 6

4 Environment Factors 7

4.1. Search for the Objective Evidence from the Market Aspect 7

4.2. Be said to negotiate the Issue Itself to Seek ‘Objective Evidence’ 7

4.3 Look for Objective Basis there from your Negotiating Opponent 8

5 The Standard of the Successful Negotiation 8

5.1 Their Stated Goal Realization Degree and the Parties 8

5.2 Total Cost of Negotiation and Negotiation Efficiency 9

5.3 Maintain and Develop Relationship of Negotiations 9

6 Conclusion 10

References 11