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摘要在经济竞争日益激烈和文化交往日益频繁的今天,商务谈判已经成为经济文化交往博弈中的焦点。成功的商务谈判能够产生极大的经济效益和社会效益， 因此，深层了解掌握谈判技巧成为当今趋势。论文基于对比分析的研究方法介绍了中英商务谈判的现状：中英谈判的特点、原则以及经典谈判策略。接着对中英商务进行相同和不同点的分析总结,旨在探讨中英商务谈判中出现的问题及解决方法,以便促进中英谈判的有效实施。影响中英商务谈判的因素，尤其是中西文化，谈判风格和意识价值观的差异在谈判中起到了很大作用，需要双方谈判人员引起注意。最后总结了解决谈判中经常出现的问题解决办法，以加强中英谈判人员对谈判策略的掌握，使谈判双方都能取得满意的谈判结果。40823
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毕业论文关键词：商务谈判; 谈判策略；跨文化交际
Abstract Nowadays, With the increasingly fierce competition in economic and cultural exchanges, business negotiation has become the focus of economic and cultural exchanges in the society. Successful business negotiations can produce enormous economic benefits and social benefits, therefore, deeply understanding and mastering negotiation skills become the social trend. This paper introduces the current situation of Sino-British business negotiation on the basis of the theory of “compare and analysis”: Sino-British negotiation characteristic, principles and classic negotiation strategies. Then analyzing the similar and difference in the Sino-British business, it aims to explore the method to solve problems and promote the effective implementation of the Sino-British negotiations. the influencing factors in Sino-British business negotiation, especially the different culture, negotiation style and sense of values in Sino-British negotiations play essential roles. Two sides negotiators need pay more attention to them. Finally, the paper summarizes the solutions to problems that often appeared in negotiation,so as to strengthen the Sino-British negotiations personnel to master the negotiation strategy, also both parties can obtain satisfactory results.
Key words: business negotiation; negotiation strategies; intercultural communication
Contents
摘 要 i
Abstract ii
I. Introduction 1
II. Simple Introduction to Business Negotiation Strategies and Skills 1
2.1 History of Business Negotiation 2
2.2 The Current Situation of Sino-British Business Negotiation 2
2.3 The Use of Business Negotiation Tactics 3
2.4 The Influencing Factors on the Sino-British Business Negotiation 4
III. Strategies and Skills in Sino-British Business Negotiation 6
3.1 Negotiation Strategy at Starting Stage 6
3.2 Negotiation Strategy at Middle Stage 7
3.3 Negotiation Strategy at End Stage 7
3.4 Question Asking and Encourage Skills 8
3.5 Implication and EuphemismSkill 9
IV. The Problems in Sino-British Business Negotiation 9
4.1 Negotiation Characters 9
4.2 Negotiation Principles 10
4.3 Business Etiquette 11
4.4 To Avoid Deadlock 12
V. Conclusion 13
Bibliography 15
Acknowledgements 16
On Strategies and Skills in Sino-British Business Negotiation
I. Introduction
With the development of global economic integration, the international trade becomes increasingly frequent and transnational business negotiations can hardly be avoided. Business negotiation, generally refers to the different economic entities try to determine the possible business opportunities through communication, negotiation, compromise, cooperation, and a variety of ways with their own economic interests. Business negotiation is produced and developed under the conditions of market economy, and it has become an indispensable part of the economic activities in modern society. In other words, no business negotiation, economic activities can not be carried out. Due to different cultures and values between China and Britain, negotiators are also face with conflicts of interests during trade negotiations. International business activity, it relates to the use of language, business knowledge, communication skills, cultural background and other aspects, so the negotiation process is very complicated. In international trade negotiations, the two sides can take good use of business English communication to fully understand each others meanings. While cultural backgrounds of business partners are different in business negotiation, business negotiation styles should vary. It is very necessary to strengthen the management of the negotiation based on cultural difference for improving the efficiency of the negotiations. International trade negotiation is a complex process, how to get advantage in the negotiations, and how to obtain the best results, which becomes an important topic. Successful business negotiations can produce great economic benefits and social benefits, so we must master some common negotiation skills, and to ensure the expected negotiations can be successfully achieved.