摘要

全球经济的迅速发展和经济一体化的不断深入，为国家与国家之间、国家内部之间的商务活动提供了越来越多的便利。在商务活动中，从事活动的双方不可避免的要进行接触和谈判，而在商务谈判过程中,当双方对所谈问题的利益要求差距较大, 双方又不肯做出让步时，就会出现谈判僵局。僵局出现以后,迅速而妥善的处理僵局十分重要，它对谈判能否取得成功起着决定性的作用。
本文以内容分析和案例分析为研究方法，致力于研究案例中僵局产生的原因，并针对其原因提出了解决的方法。文章首先对谈判和谈判僵局进行了简要介绍，其次，通过案例研究总结了僵局产生的几个主要原因，并从谈判者和谈判课题本身两个方面进行说明，具体原因主要包括双方谈判没有谈判空间，某一方或双方过多关注自身利益，谈判者间存在交流障碍等。最后，针对这些问题，文章也提出了避免和解决谈判僵局的方法，包括提前做好谈判准备，在谈判过程中保持客观，出现问题可寻求外力帮助等。
本文不仅是对商务谈判研究的必要补充，对商务谈判人员及相关专业人士也具有一定参考价值。

关键词：商务谈判，僵局，化解 

Abstract

The rapid development of the global economy and the increasingly growing progress of the globalization provide more and more convenience for the business in a country and between countries. In business, the two parties would have to get in touch and negotiate with each other. And during the process of negotiation, when their demanding interests have a gap but either party does not compromise, the deadlocks will appear. In this situation, it is very important to manage to handle the deadlocks, as it plays a crucial role in the success of the negotiation.
Employing content analysis and case study as study methods, this thesis mainly focuses on the reasons of the deadlock occurrence and raises a number ways to avoid and handle it. It first gives a brief introduction of the business negotiation and the deadlocks of negotiation. After that, it presents a number of reasons of the deadlock occurrence on the basis of studying many cases and illustrates the reasons with typical cases chosen from the case pool. The reasons are mainly as follows: there is no room for an agreement; one party or both parties insist their own interests; there are obstructions of communication between the negotiators. At last, it provides some ways to avoid and handle the deadlocks in the negotiation, such as doing good preparation before negotiation, being objective during the negotiation and finding help from outside if necessary.
The result of this thesis will be a supplement to the business negotiation study. What is more, it has some referential value to the business negotiators and the related people.

Key words: business negotiation, deadlocks, deadlock solving