商务谈判中妥协技巧及其应用_英语论文

Principles and Application of Compromises in Business Negotiation

摘要

随着全球化的不断发展，企业接受这场来自全球市场的“挑战”中已是无可阻挡的。面对市场的多元化和扩大化，企业、消费者、供应商无不站立在新的高度上寻求自身的利益。而在这场“挑战”中，无论谁输谁赢，总会有让步和妥协的一方。妥协并不是无休止地让步，它需要谈判者遵循一定的原则和掌握必要的技巧，否则就会陷入被动之中，无益于谈判的成功。因此，妥协作为一种打破僵局的技巧越来越多的运用于商务谈判中，正确的分析其原则及应用，掌握其一般规律，便可充分发挥妥协技巧在商务谈判中的作用。本文将会对成功商务谈判中的让步策略进行研究和解读。

关键词：妥协；商务谈判；原则；应用

Abstract

    With the development of globalization, it is unstoppable for enterprise to receive the “challenge” from the globe market. Facing the diversification and enlargement of the market, enterprises, customers, and suppliers all seek their own interests in a new level. And in this “challenge”, there always exists one side to compromise no matter which side wins. However, compromise is not the endless concession. It needs the negotiators abide by a certain principles and some necessary skills. Otherwise, the negotiators will fall into passiveness which is worthless to the success of negotiation. Therefore, as a strategy to break a deadlock, compromise is utilized into business negotiation frequently. Analyzing the principles and application of compromises and mastering its normal rule, we can give the skills of compromises in business negotiation to full play. The compromises strategy in the successful business negotiation will be studied and interpreted through this article. 

Key words: compromises; business negotiation; principle; application