国贸经济管理类毕业论文-论国际商务谈判中利益冲突激化的预防与解决

?CR4WFJ0JA1 ?5zEGJk; WTOek_cy%yoECeBkoosoks3ok-kxQ4_KoUY%isk-UY%i9sosk1K|,k-Eks|oKdB s ?CR4WFJ0JA2AbstractWith the sharply development of economy especially after Chinas accession ofWTO, Chinese enterprises are facing more and more international businessnegotiations. Meanwhile, it is frequent to induce benefit conflicts between traders,for both sides in negotiation hope to obtain the maximum benefit. This paperbelieves that benefit conflicts in negotiation is normal and inevitable. However, solong as we can understand the characteristics of various merchants from differentcountries, fully prepare for negotiations, the intensifications of benefit conflictscould be prevented to a certain extent. The appropriate utilization of negotiationstrategy may also help to avoid the confliction. When confliction appears, weshould distinguish humans problem from the subtractive benefit to create “winwin” solution. With the aid of objective standard, we may solve the problem ofintensification of benefit conflicts in negotiation.Key words Business Negotiation; Benefit Conflict; Intensification;?CR4WFJ0JA3- 5A .4-LuvB8TY,0X,fW .5-LuvB8TY,0%F,NLb .53.1B8T,7_NLb0%F,9x! .53.2B8T1+,F+X00;:7-F0 .9-LuvB8TY,0%F,)1 . 104.16ZOCXY,-(j6 . 114.24*6B8TY,0%F,KXKFPC,x . 114.3O?704B8TY,0%F,LN . 125B . 1369)d . 148*BX . 15?CR4WFJ0JA4A-LuvB8TY,0%F,NLb5AY;,jYY;HH,jY(PEX 2000Ja2EF )Y,F-rv_)_Mp9HH,G-7-)F-rY,oKB8T_)Y#,K!PFx_B8T5,?B8T,y#FGB$44*)X42)B8T,yE9W,95-B8TJkXp:,B8T,8_07*B8T,y0j16|B8T9!-65 P.D.V.P 1971:,8B$B8T_0L0=B$_0L8_=Em1B8T,yNJAF_*0ZEF,yB8Ta_jEA4B8TFJE#q-(A!pF|,FJ|jL-pv4#,F+|!+O-p82,Fv4#,CX-;v4#a_0/4#6NU8!,B8T7-7-Xv4#9$J,6A-41JpMd,-LuvB8TCCJp-LuvB8TX)/nJ4/4#kCCG?FJEL5-F-(M,2)A=L)-LuvB8TFZM,.D0k?Lv/lB8TFTWMX/lM.D0,Ak?9Z/l/l/n/l6|j/lo/lv/lJ/l/l=/l#F/l/l?CR4WFJ0JA5F8/XB8TMk?_.D0B8T,#1+71yM6h,4P.A-pG.D0F-LuvB8T0,%FvB8T,04-,_EAC9xFB8T%p,*)6A-LuvB8TY,0X,fWOxAx-;-;,ZLNB8Tw|=T),OF)RMXB8TF010j,?.vLNXB8T*Z,3PCX;-(WG-9Fg,O?F=_A!QB8T&G-JFw,LNG_,FZLNAXvB8TFJFA,G-JFw,0Z+J8#Gf6|j,+OM0?B8TF/B3E0;-LuvB8TY,0%F,NLb3.1B8T,7_NLb0%F,9x!-LuvB8T?M),B8T)B8=n,2!ANXB8Tu6,77-XB8T&)8F03.1.1B8T,GLA!40Z&2j4#,k?F2/nJ),FX110c7JDXC9Y,B;raN#LL4M,B38!,4#J1+,0W+XXA=.WjA,17,XB8T0)4/Ct,?Mj)B8T9,CtCM6Cu6aC7-F,0B8TWaCWCt,96_B8T7,0ZG?MXAFJE654rG:(CJ25ACt-(GL-(fL&AB#?-OW3+5WWJ)W9o1#o14#)#CidF)8f)+O1B8TANB8T)!.A8!F3M6F|62jB8T73.1.26B8T)B8TXB8T)MAo#(F6)4#)_)1)FMF|6B8T_X0,#f0(,o4#F01y);F|,J-$FL$B8TFFP=?,0XB8T7),B36_q6G?,Ap),a&A0)A8DB$A.8!,M0r8D,H,+O0&F_,F_=7-?CR4WFJ0JA7A!,6|AA0NF0NmG5Y.B8T&L$q62AFB;+7JA9*69-2j-Lu2j,C+J8#04+Xg,11y4ZMB$)fl?r5-XB8T0N-&LApB8N-,CX?ll5GCWO!n?1y!nFF5BN-AA0+O8K0=j7-$848p7-,1y6E?_MN1$59+L?=DL$5VICE,Y,0+J8#B8TL%p$!-P5F,BM#F?A$!$!#,$!4X|j?:44)*_0Z-Ct$5jL9AjOFaFjA-O63FO;G-_Mh?,FG-X00;:F0,*)N-FqA-N-,ChCKEFON-ChC0-N-vXKO,ChCD%03_,4PhX=Y!,ChCB8T:N?-0 jB8T,jXB8Tk_?F|u6,B7B8T#G/lKFP8,B8TDKF+XB8TN-F0?F9#n4P,B8TQu677-&#k7-9x,F0,*)v63XF+|AJ-O?%j6G?y)+a4p4),=?CR4WFJ0JA89AWLv9p=|AF6?+a617-p61,Z-Oa8#G?3.1.349x,B8T*-LuvB8TX/0;:_B8T,EGB8T,xB8T,.AM*6M,3PCX+a-LuvB8Tp#,3P#6*64#1*6CR.AFB9-,vNOB8TN-(,0;_1yM,.AEjM,.A591B8T65,8,6!Fj0Z-LuvB8T65F70/u%89L2/,*6(19Fg7-XLM=dNLM=d7-!?aCU7Yj-LuvB8Thh_0j5L$,K;B8T65Z,.A47-=0a7-E6%,5pp?F98F2,F94B8T*)B8TB8T*48,.A5?9W6|0;?BN1y|j?I?/lX,E0;9G?+XOxFJL$,OOl,:Uj,:UO!Q9A-A?,/lC,:(ad;FLL2X0ZXh+O#k9/l(6BBVa,:Gpv&k#G/l_Z4483PCX,)_A0*8B,M0?|vB8TH+,7-_vB8T9C,0jK,3PB8T,H+B$XvB8T#kH+,h_8F2!QvB8T,f7MD*I0jiB8T*6AI_=7-i,9+I,B8T_9?yl,B8TMDKX)C,x?xAAG-7-)48,-7vB8T_C,A,p?A7*G-7-,0xa7-FJ=?,0X.x,;Aa?63AB8T,0 jB8T).9j8DY,0WF,)3+v$G?,F_83+_j89,&)pXB8T?+X0B8TmFj&0,*)B8TL%p)B8TB$G-_aCU;a4/J-(#XB8T0;B8T65,1=E6j.=EEa65CjT),8$3+.d65ICf6 790Pw(75A#WOjABC 346OjfFPv#mB86xB8=0NFW5fWB6*6 34Aq6J*6Lx,*611!QB8TL%pAL)uQd;)F2B8T65G&H,1+q69xFJEAJ8,K_HCQD,B8T65O+OF$WaKDEE1y)2+1,&Ijk+9XB8T)A*N?r7-G%C=P:-*,1=6p9,?rA6.d5-CFkFa939&XpGLN:Ox*A!)XGWLN:,A!Y6|,W!R,5:F B8TG-90,*6AWXB8TD%_s7F,AAjF+|:90Z_F284/=r,77-9F/FF/5/(,;7-XvB8Tk0,xB-(B8ThF9),*,1)X7(,1+#p9,B8Tp9,G-?M8!XD%JF+X-LuvB8TY,0%F,)1?CR4WFJ0JA114.16ZOCXY,-(j6B8T,Y,0=X?6|jJ0?A)O?B8TEA,ZE0;A_#,PXAE_0?5)+M:G)lZ63B8T0G?,0=8!-(,?&!#q=xg7-61xa_8!x6TG66,7_8!?G6G-=3fAF9F_0Z,C1aFFN,10gY,0,KX0ZC,xB8T,5=_CAEFEACB8TOx?A0C,%0jB8T,5pBB8T,G-?9C,O?Gxg,B8T!B8T#B8TIEB8T,5p)B8T4G-9YF_vB8T,CXF-r!M)B8T,Y,0B8T65G?A#*CXY,pXX!*.p:+X0G-A,#+r0WY,)?CR4WFJ0JA12CX5WJ,B8TG-B_X,KFPW,x%CY,M0?Fa?rB8TB7-OA)x,T|j60B8T65BxKFPxf1=?E)x;5AE9x,#_G+XpBC,d7AN_,?4AAB8T?4!L$%*6#KFP*4/#?6F!)KFP,#k?F|A04B8T,xXB8T_KO8Id,;|F/?4AAfu6U#BWx,F993$X:F ?4AA650C(,+a_?WX+0,x6/)-p#A)C*17-A)?x8#!)G-Fx)aC*1,xa94.3O?704B8TY,0%F,LNXB8TE0;X!,Y,pX5m7Aqj+r4/Y,xMhG?)3+v_,Y,0LNf=_FxC,F/;a0ZY,LN=;=A!jB3C#!&?7,+XXvB8TaCMhG?,+X)B8T4hFw,lLN#EA&0?72jl/_Ml1y1y!/?XLuB8TMh9x=TDFOB8TXlLN?CR4WFJ0JA13:,Y,0FgLN|J79xW)1yI-(I1y?7,F9?)0,?o8#DX*6AD%w_|,1*0,Y,6#WvChC+aOCW2jF|*CXT6L16-(1y,Ct1J#nk4*6G+OE#1y196B8TY,6LNpL+?XB8TJL)*FZx,*6A_xjx,FZl_1*FZl,1LF 8!,*6+a)8*6!,?0?+XU,FkE*6B$=)Aj,7N)F+XpFJ(+jOAx*=A!,*l1yvAF/G-?A)LxF *6+aApF,?75BX-LuvB8TB8TM63E0;Lu:a_=FJKFPl,E0;G-X+r8!0WY,x,)u6#q,0WY,*KFP4/x+X-()E?,A!0W,Y,6 199