本科毕业论文-The Strategies and Tactics of Distributive Negotia.docVIP

白城师范学院本科毕业论文学校代码：10206学生学号：084104424 白城师范学院 毕业论文The Strategies and Tactics of Distributive Negotiation学生姓名： 指导教师：学科专业：商务英语 所在单位：外语系2014 年 6 月19- -Abstract The negotiation is everywhere in modern society, the activity at any time, almost everyone in a particular condition to become a negotiator. Negotiation refers to the people based on certain needs, to exchange information each other, reach an agreement, and aims are to coordinate their relationship, Behavior in the process of win or maintain their respective interests. If you want to get satisfied result in a business negotiation in life or in the work practice, must understand that according to their own situation choose a suitable negotiation strategy. Any a successful negotiation is because of apply flexible and skillfully of the negotiation strategies, a good negotiator must be familiar with all kinds of negotiation strategies and skills learn to use negotiation strategy under various conditions, so as to achieve the goal side.International business negotiation has become one of the most main ways of international communication and communication; all stakeholders want to gain maximum benefit in the negotiation. This article on how to successfully on the international business negotiation, pointed out that to achieve the success of the negotiations must prepare amply before negotiations in the negotiations to properly use different negotiating skills, international business negotiation is different stakeholders in the international business activities, in order to reach a deal, trading and the conditions for the process of negotiation. Nowadays, the international business negotiation has become a national association, one of the most main ways of communication. Interest subjects in the negotiations the two sides are usually governments, enterprise or citizen. In modern international society, many transactions often require after hard tedious negotiations, trading success or failure often depends in part on the success of the negotiations.Key words: negotiations, strategies and skills摘 要谈判是现代社会无处不在、随时发生的活动，几乎每个人都在某一特定条件下成为一个谈判者。所谓谈判是指人们基于一定的需求，彼此进行信息交流，磋商协议，旨在协调其相互关系，赢得或维护各自利益的行为过程。要想在生活或工作实践中，特别是在商务活动中取得满意的谈判结果，必须懂得根据己方在谈判中所处的形势选择适当的谈判策略。任何一项成功的谈判都是灵活而巧妙地运用谈判策略的结果，一个优秀的谈判人员必须谙熟各种谈判策略与技巧，学会在各种情况下运用谈判策略，以达到已方的目标。国际商务谈判已成为国际交往和沟通的最主要方式之一，谈判中的利益主体都想在谈判中获得最大利益。本文就如何成功地进行国际商务谈判进行了阐述，指出了要想取得谈判的成功必须在谈判前做好充足的准备，在谈判中要恰到好处地运用不同的谈判技巧，国际商务谈判是国际商务活动中不同的利益主体，为了达成某笔交易，而就交易的各项条件进行协商的过程。现今，国际商务谈判已成为各国交往、沟通的最主要方式之一。谈判中利益主体的双方通常是各国的政府、企业或公民。在现代国际社会中，许多交易往往需要经过艰难繁琐的谈判，交易的成败往往在一定程度上取决于谈判的成功与否。关键词：谈判，策略，技巧Contents不要删除行尾的分节符，此行不会被打印ContentsAbstractI摘 要IIIntroduction1 International business negotiation and Distributive negotiation22.1 The definition of international business negotiation.22.2 The characteristics of international business negotiation22.3 International business negotiation method32.4 Definition of Distributive negotiation32.5 The characteristics of Distributive negotiation4 Strategies of Distributive Negotiation53.1 Equality conditions of the negotiation strategy53.2 Advantage conditions of negotiation strategy63.3 Disadvantages of negotiation strategies73.4 Pay attention to the cultural differences in the negotiations8 The Tactics of Distributive Negotiation104.1. To prepare before the negotiation104.2 Negotiation process to be just right to the use of different negotiation skills114.3 Select concession time134.4 Concessions show sincerity134.5 In other concessions to concessions13 The significance of The Strategies and Tactics of Distributive Negotiation.14Conclusion15References16Acknowledgements16白城师范学院本科毕业论文 IntroductionIn the process of global economic integration, Chinas foreign trade and economic cooperation is becoming more and more extensive，the model of going out, please come in has become the main stream in the development of enterprises in our country. On the one hand, wealthy human resources and natural resources in our country have also become the worlds economic and technological cooperation and investment hot spots. On the other hand, our enterprises have to seek new development space for invest abroad enterprise. Increasingly frequent international economic and trade activities have made international business negotiation become an important part of daily work in many enterprises, its accomplishment and its effectiveness is remarkable. With the development of global integration, business activities with foreign countries is increasing in China, so the business negotiation with other countries is increasing, a successful business negotiation can produce great economic and social benefits. And if you want to do a good job in every business with foreigners, you must understand the culture of the countries all over the world, grasp the corresponding negotiation skills, such as negotiations theme clear, find out each others intentions, pay attention to the speaking style, reserve secrecy, etc., In a word, in a international business negotiation strategies and skills of using is very important International business negotiation2.1 The definition of international business negotiationInternational business negotiation is to point to in international business activities, the party concerned of the business activities in different countries or different regions in order to reach a deal, each other through the exchange of information, the behavior of the various elements of the trade negotiation process. International business negotiation is an important part of international business activities, is the extension of business negotiations and development in China. we can say, international business negotiation is widespread in the foreign economic and trade activities, get to the bottom of the inevitable conflict of interests between different countries business institutions, realize the community of interests of essential means.2.2 The characteristics of international business negotiationInternational business negotiation has the commonness of general business negotiation, but also has the particularity of the international business negotiation. General trade negotiations are based on economic interests for the purpose, to negotiate price as the core. The international business negotiation has the following features2.2.1 Strong policyInternational business negotiation is not only a business deal, is also an international communication activities, with strong policy. Therefore, in international business negotiations, the parties may face more than one country laws, policies and political rights, etc. These laws and policies may not be unified, and even repel each other directly. So, international business negotiation must carry out relevant policies and foreign policies of the country, at the same time, should also pay attention to the country policy, and implement the system of foreign economic relations and trade of a series of laws and regulations. 2.2.2 The factors affect the negotiations are diverse and complexBecause almost negotiators come from different countries and regions, they have different social and cultural backgrounds and political and economic system, and their values, ways of thinking, behavior, language, and also have different customs and habits, so as to make the factors that affect negotiation is more complicated. International business negotiators must be careful. In handling relations with local businessmen, not in unwittingly derivative fixed mode of culture, and to be on the basis of deeply understanding of local culture to make realistic assumptions2.2.3 International commercial law as the criterionDue to the international business negotiation will lead to the result of the transnational transfer of assets, is necessarily involved in international trade, international settlement, international insurance, international transport and a series of problems, as a result, in international business negotiation in international commercial law as the criterion, and on the basis of international practice. So, negotiators should be familiar with international practice, familiar with each other laws of the host countries and familiar with international economic organizations of various regulations and international laws. These problems are generally domestic business negotiation is unable to relate to, and should be paid special attention of people in international business negotiation.2.3 International business negotiation methodGenerally speaking, negotiations with transverse and longitudinal two ways. Lateral negotiation is the horizontal spread way, and the first to list all the issues involved, and then on the issues discussed at the same time at the same time, progress. Longitudinal negotiations are identified on the matter in question, based on various issues are discussed. In international business negotiations, Americans are representative longitudinal negotiation, tend to start specific terms, the Americans are concerned, the transaction process is actually a series of specific provisions and launched a series of trade-offs and compromises. And the French are representative of lateral negotiations tend to start, in general terms, for the French, negotiation is the first general terms reached some consensus, the negotiation process to guide and determine the next.2.4 Definition of Distributive negotiationDistributive negotiation is also termed zero-sum, competitive , or win-lose negotiation ,referring to a negotiation conducted between two parties over one issue refers to the parties to participate in the game, under the strict competition, one party gains inevitably means that the other partys loss, gains and losses of the game parties together sum for ever zero, there is no cooperation. And the results of distributive negotiations is one party eat the other party, one party is just what the other side of the loss of income, the interests of society as a whole does not increase a point. 2.5 The characteristics of Distributive negotiationDistributive negotiation shows the following features: first, the goals of one party are conflicting with those of opponent, and the issue discussed is usually centered on money. Particular example of this kind of negotiation can be found in markets of selling houses or commodities .second, each party tries to get most out of the dealgrab the value from the other party. this is because both parties believe that the resources are fixed and limited , and ones gain is achieved at the expense of the others loss , thus creating a win-lose confronting situation .The bottom line from two parties determines the possibility of the business . Third, distributive negotiation is mainly found in one-shot deal. Both of them may not know each other before. During which time the relationship factor is ignored, both of them do not care about the future relationship between them, nor do they care about the possibility of trading in the future. Strategies of Distributive NegotiationStrategy is based on the development of the situation and formulates guidelines and methods of struggle. In terms of business negotiation, negotiation strategy can be understood as the negotiation strategy according to the change of requirements and the negotiations of. Combined flexible to implement negotiation strategy measures, is in the can take corresponding actions and countermeasures to foresee and likely scenarios, refers to some measures of negotiators in order to achieve the expected results and take, it is the specific application of various negotiation way. Negotiation strategy has many types, and different kinds of function. Business negotiation strategy is the general term for the negotiators in a predictable and may occur in some cases to take a series of corresponding action, measures, skills, strategies and methods. Negotiation strategy is varied, with only a single strategy, negotiation is not likely to be successful, and therefore, successful negotiation personnel must be familiar with and master all kinds of negotiation strategies and skills to learn flexible use of negotiation strategy in the negotiations, in order to promote negotiations to reach the expected goal. Perplexing business negotiation situation. Vary from minute to minute. In order to guarantee the negotiation of complex potential smoothly and achieve the goals. We need to negotiate the degree of potential, develop and apply the appropriate negotiation strategy.3.1 Equality conditions of the negotiation strategy3.1.1 The step-by-step strategyIn negotiations and use each time step, each step will fight a war. This method not only attack hold, is stubbornly into, not for big, but have into, back then the stubborn resistance, fight for every inch of land. Use this strategy focuses on reasoning, to tenaciously, patiently persuade through reasoning, reasoning, or not to give up.3.1.2 Adjournment strategyRecess is the basic strategy, negotiators often use this strategy enables negotiators have the opportunity to rethink and adjust the countermeasure, restore energy, promote the negotiations the negotiations the situation also is not invariable, negotiators should be flexibly according to the situation has been party select the appropriate negotiation strategy, and cannot be copied a blind imitation model. Negotiation strategy is only by a negotiator, and position in time, because of the people, because of love, for flexible use of scene, to play its unique charm in business negotiation. 3.2 Advantage conditions of negotiation strategy3.2.1 No precedent of strategyNo precedent of strategy refers to the seller an advantage of us to insist on his own terms, especially the price terms, rather than give a strong strategy. When the requirements proposed by the buyer to the seller can not accept, the seller to the buyer negotiators explanation: if promised to the buyers request, this time for the seller, is to open a trading precedent, this will make the seller in the future in other similar customers trading behavior occurs, also must provide at least the same benefits, and this is the seller objectively afford. In using the precedent of strategy, not the seller to deal with all the trading terms measure weigh repeatedly, no precedent of facts and reasons, to the buyer are to be believed, also pay attention to whether the other party can obtain the necessary information and information to prove exactly not the precedent. 3.2.2 Price trapPrice trap using commodity price strategy is to the seller the frequent changes of the trap and a psychological anxiety. Put this question each others attention to the price negotiation, so that the buyer ignored for discount in other terms, thus lost than simple price more important things, which affects the actual benefit. This strategy can be effective, because the price is in the importance of the deal made many people centered on the price of the mind-set. In addition, under time pressure and the complexity of the problem, people may not have carefully considered the pros and cons of trading, which ignore the interests of other aspects. 3.2.3 Ultimatum strategyUltimatum strategy means the party negotiations to lock final conditions, be expecting the other to accept this condition and a method of reaching an agreement. Should be paid attention to in implementing the ultimatum strategy when certain skills, such as principle to lock up their position, tell each other, if abandoned in this in principle, the price we pay is too big, and we will not give in. Also can be in black and white locks in his position, such as the negotiation can show each other internal documents, to lock your own position, in order to convince each other, we have to block off a bit, tell each other: Im sorry, in addition to this a few parts I cant give you see, the other can show you. All show him something really looks like fake, curtain off a bit, does not look like the real of fake 3.3 Disadvantages of negotiation strategies3.3.1 Tired strategyTired strategy, mainly through multiple rounds of fatigue, to interfere with each others attention, disrupt their will, thus finding loopholes, seize the favorable opportunity to reach an agreement. In business negotiations, the stronger partys negotiators often aggressive, barb, commanding. Synthetic-aperture posture. For this kind of negotiators, tired strategy is a very effective strategy. Such as cocky gradually kill lan negotiation opponent, at the same time, make your own from negative and passive situation reversed, to the counterpart, exhausted, their own can take this opportunity, keep for attack, push each other to make concessions. Fatigue strategy is in order to delay the negotiation time, tend to put the other entertainment opportunities full, appears for the grand reception, is, in fact, in order to bring down the other side. Wheel tactics sometimes used to cooperate with, namely the negotiating party uses the methods of changing personnel, forcing the other repeat negotiations, so that each other busy cope, exhausted. 3.3.2 Limited power strategyLimited power strategy, is refers to the negotiators face harsh conditions each other, he will declare has not been granted this strategy, so that the other party to adhere to the conditions. This strategy is always the weaker party negotiators resistance to the last moment and a trump card use. The weaker party negotiators often with many restrictions to negotiate make oneself than to centralize power on major issues of negotiators in more favorable position. Because, the negotiators of the power are limited, can make it more robust position, can be elegantly to say: no, this is