摘要

在谈判中，双方为各自利益而进行攻心斗智是不可避免的，而关键是我们如何运用有效的手段化解存在的矛盾和冲突，找到一种双方都赢的方案，即“双赢”。双赢是商务谈判双方最好的谈判结果,“双赢”谈判强调的是，通过谈判找到最好的方法满足双方的需要。本文通过对商务谈判定义的分析，指出影响商务谈判的诸多因素，进而根据这些问题，制定出相应的谈判策略。通过举例对比说明各种谈判策略的优势和劣势以及谈判人员在不同谈判背景、场合下该运用什么样的谈判策略，从而达到双赢的商务谈判结果。

关键词  商务英语谈判, 变量因素, 策略

Abstract

In business negotiations, it’s inevitable for both sides to intrigue against each other for their benefits. But the key is how we adopt useful strategies to resolve contradictions, and then find a win-win solution. A win-win result is the best outcome of the negotiation for both sides. What a “win-win” negotiation emphasizes is to find the best solution by negotiating. This paper is to research how to use different strategies on different occasions. Based on the analysis of the definition of business negotiations, this paper points out several factors affecting business negotiations and then make out appropriate negotiation strategies. By way of contrast, this paper tries to explore the advantages and disadvantages of the various negotiation strategies and the appropriate negotiation strategies that negotiators should adopt in different backgrounds and on different occasions. The ultimate goal of the paper is to help negotiators achieve a win-win business negotiation results.

Keywords  business negotiation, variable factors, strategies

1  Introduction
    In recent years, National and foreign trade has become increasingly frequent. All kinds of business activities can’t proceed without business negotiation. Business negotiations have already been paid closely attention to by experts. An old saying goes that “Know the enemy and know yourself, and you can fight a hundred Battles without defeat.” If we can fully understand our counterparts during business activities, that is to say “we have prepared for the negotiation”; we will achieve half of our negotiation. Furthermore, once you can skillfully apply relevant principles, procedure, strategies, you can negotiate with effortless artistry in business activities. This paper is to explore how to use different strategies on different negotiation occasions