国贸经济管理类毕业论文-谈判者的二元人格对国际商务谈判的影响分析

?CR4WFJ0JA1 ?WQktkU5Bo%_iko_4I9UykH98K+y%otKktE8KoYk48Kk+6-e#o*+8K#C+kUs-Wi8kM48K+kRU+y8KUYJckgU|Roo KdB o8K?CR4WFJ0JA2AbstractIn the contemporary frequent businesses of our society, the internationalbusiness negotiations are indispensable component. As a dynamic process, thereare many factors influencing it. The partners in negotiating are subjected not onlyto the negotiators strength and environment but also to the bi-characteristicsconfronting positions and integration. Since the performers of negotiation arehuman beings, the basis of business activities are the negotiatorsbi-characteristics. Therefore, understanding the bi-characteristics of thenegotiators is able to direct international business negotiations actively.By introducing the definition of the negotiators bi-characteristics, analyzingthe influence of the negotiators bi-characteristics in international businessnegotiations, this thesis indicates the means which could be used in dealing withand making use of bi-characteristics in international business negotiations.Through the case of Sino-America Gezhou Dam Negotiation, it aims to offereffective measures for the smooth proceeding of the international businessnegotiations.key words International Business Negotiations; Negotiator;Bi-characteristics?CR4WFJ0JA3- 1 -LuvB8TB8T65,sl .41.1 -LuvB8T,y .41.2B8T65sl,y .5B8T65,sl)-LuvB8T, .62.1)-7), .62.2)B8TNl, .72.3)B8T, .75:#b0;A7B8T6 .83.1 x1 .83.2 B8T65sl, .93.3 -;B8T65sl)-LuvB8T, .93.4 5-;B8T65sl)-LuvB8T, . 114 -LuvB8T)Y+XB8T65,sl .124.1 )B8TG9x,% .124.2 BXA.!.B;+ .1269)d .148* BX .15?CR4WFJ0JA4B8T65,sl)-LuvB8T,6-5:#b0;A7B8Tx6B3F-91JJ+aCoCr7CU,8$-LuvB8TaCU5L-VGWa,x+OEJF0CUGEC/nJ9M,#pF2&NN+Oi_B8T659slF0=-?,(Wp.D0B8T65sl)-LuvB8T,9G?,?y0M9vB8T,NYF|*6hAzAA,*6#k|j7-(jM0?j*.pj0,8$|j,+OrM0?,%Cp.D0B8T65j8f,M0?FJE0,?#)B!,B8T65j8f,Z,M0?F6)0*u6AAj8f,W(+J)B8T654*6XB8T#kL$,3+f*9Y9x,B8Tx4*6B8T,L.WLN9),7,?y0M9Y0F|vB8TCt$1*6_1J,G?,Ct$NvB8TCt$,1*6_1J?-pG63)pXvB8T#k,G?W$j0*9u6B8T65slj8f,M0?7-$9Y0F|vB8TCt$1*6f6|B4,AG6)|F 9AAB8T65sl)-LuvB8T,+XXFJE)x,6sl)0,AB8T65,sl)-LuvB8T,1 -LuvB8TB8T65,sl1.1 -LuvB8T,yB8T_2,0/(!?_2%C8DM0?,G?FD?ji-(3+6|.v_B8TB8T#k#X2/nJ!ZG-J#F/#k=_)+O,*7-0$_0ZAF!,7B8T9_.BF :“)F+|_ZW,B8Tj=1o=o?G-_65 19-,WCX2,=h+O#k63+07,2#k_74=|,.v 2A,_-LuCW(,.v_B8T#k,kA/?,B8TB8TE0;04_Z,?,B8T65#?B8T,G?W6B8T,.D0aLMB8T,ksp)0ZvB8T656/nJLu(1,6/Z,-OM0?L)F,M#?%Lu(-(7a/,s,l Q? 36)j5-ky*6Lo_5gP#K*,M0?r!QB$+O*6M0?M0?(aM0?:GM0?8A)M0?r.*6M0?5O,M0?1y3Zr!Q,M0?XvB8T)j8fWM0?/nJWM0?(CXWM0?2/WM0?1yXB8TE0;44F-,M0?CB8T)!&B8T65ZJX00;:aj8f,l(6Z644B8T 41P 2006vB8T5,fY+X-2j 09O2)#( ,HEU 2002-LuvB8TNl)1E0Q1yC0Q 04O3# 20032j4#sFl|oL 02O4P$5 1998B8T65,sl)B8T,F+| 12O?CR4WFJ0JA6B8T65,sl)-LuvB8T,B8T65Z,M0?r!Q-;m19M0r*M0?9M0rQr!QM0?v_Ap,44F-7-(F(_p,63+$j7-$j%C*+O#kM0?pM0,CW1fX,)WCX,7-Zl,)G-OxX,a-(63+F/X,63+Jm07j)44,M0?644M0?90,0B8T65F_o?644M0?nXOf644M0?108$(_ZM0?LM0?+OFK)0,&I6LN9EG5CU6F9-(f4,3P!B8T65j44M0?,-63.Y,EG5CUFB8TH+*F.8#A9Z-7r!QB8T)E-7.d-7,A44,Y,%CZ,M0?2.2)B8TNl,B8T65,slF+XB8T4XB8TE0;,B8TNlB8T Q?6L$,B8TB8T4,B8TNl Q?_+aB8T44,ZNl86?,GLCOCS9M,C_6+Bf63+7,6B8T),K;B8TNla7-+a,j.8EjEaB8T Q?LEjE8!XB8TE0;+aB8TNl Q?,E97-6n,44M0?!-(Aa9,Y,44M0?=%C2.3)B8T,B8T65,B8T_-LuvB8T5,3P06|jOELNCYB8T,-,7-B8T,$k?99Z)&44Z3PCXv#k_X0,)F|,B8T&,F9_-$B8?CR4WFJ0JA8T),G?3PB8Tl0Z1,LN=fXB8T65,sl+O)0&97-jB8T65B8T;L,;B8T&96jkjj19jpB8T65A#6B8TXjB8T65j%CZM0?6|j?A5f7-8A!bKf7-B34*6Lu3+,7-1yJCG?,+X!B8T65,ZM0?:NLB8T5#65,B8Tk0;8AKw9!aA7,?r*9Z&10p9A7_ 1985+O,1A7,_(?EA7, 80%:19A7,l=7-CEA7l, 40%)F9N&5-*6(/jI:_A7!n10EB8T5k4*6d+Oa6k0;8*F|6365B8T1AC8Ej!l70 J75s_G./+X,65-2j$9-(,M&G&$33,_9EEX5-.1diP=:CWE6F8i8a,F8CisC,pBCA7d=E?CR4WFJ0JA9_06.dK&Jip1A,8X(p9G6|,j8F4!LuF 28489Js,A7A!nKO#fFP(Lu 4.3 sCOj11.2sAX!QB8TF(,k4*6d+O$_(5(bFJ0D1JY,jO/6+O,1A7,_(?EA7, 80%:19A7,l=7-CEA7l, 40%FXM0?r!Q*6A1J,JZ%C,(CXM0?5*6(I:/j44,M0?108$aA7?r*,9Z8,ZM0?7-O%C644M0?X2n3B8TpO,)8Dl9pa,%COM0r*6A0Qr!Q,8A),M0? -2/rM,0QM0?,M0?=_*,+O*6(a:G,M0?65*6(EAF-A=:#b9J(X!QB8T,Y,F(+aCg,GCO6:#b9J(0M,A#9-pCX,3.3.2 )B8TNl,iB8TB8T Q?,=5*6(,K;_9H,B8T?4,B8TNl1F8f6d+OO$_E(k?N,sl+OFK)06B8T?4!-$J9CS+,k0;8AKw9!#n*63B8TF0k0d+OO$_E(k?N,:#b9J(,Y,ZM0?,C#,=_1J9,Y,6,B8TNl Q?+OEX,B8T_#1JM0?,B8TB8T?418,B8TNlaEE8XF/;+ad+O1yB8TNl,Pn,44M0?Fj|9a:#b9J(9,Y,?CR4WFJ0JA113.3.3 )B8T,+ad+OO$_E(k?N,sl,)0B8T?4,B8TU;L04,8$B8T5+OCXXB8T,)&x,B8T&F9X5-YQ,MF!d+OO$_E(k?N,7-=Ci6AKw9!k0;8_0X9NLk.,2-j:#b9J(B8T,B8T#6ZM0?:N&8A!bK,f7-E6.dB8TL;LXF/);*):#b9J(N#,59GW*,a7-OG3.4 5-;B8T65sl)-LuvB8T,5*6(-;m1FJE=!,!9Yv_Y+X:#b9J(B8T)0,slE-,F0lAM63XB8T,7Lf!F_B8TE0;5*6(?*:#b9J(B8T,ZM0?DF/ZM0?44M0?X0!&9T/Y,vX-l0/_!C%C1J44M0?7-9,Y,0/_=!C%CB8T65ZM0?7-9Y,FJE)FT/Y,E5*6()6565WAJm1F_0/.O,=!,|jXY,P;5*6(F9%C(B8T,ZM0?ECB#H95*6(9)(B8T65,ZM0?6(F|!C,B8Ta6*)0/|jB3v_XB8TK?)B8T65,ZM0?FJE%CB8T65ZM0?jB8T$5L.,B8TlAOHf6|j46,8$(,&?slB8T65B8T),6J)B8T65,sl)-LuvB8T9-p=G,+X?CR4WFJ0JA124 -LuvB8T)Y+XB8T65,slA$5B8T65G-_#k+O+O,),AB8T65G-=_0,B6.)Y+XB8T65,sl7-vB8T$NYF|4.1 )B8TG9x,%)B8T65,slFG,%9 (1)AA8*6,GfG=_)B8T65,X2j4#);PB8T65,7- (2)W,0j*B8T65h+O#k (3)6G9AHW,B8T+ (4)w6|F2s (5)jJ1y1yBB$F%DG-_0,j7-%CB8T65j8f ”,4/M0?vLN,K_gF+XF-=JjF15K6j44,M0?-(08$1J447-E&#k)B8Tsl,-,B3,0W0,%7-u6U,0+Xj1J=4.2 BXA.!.B;+X-LuvB8T,E0;4*6),LN7-JjB8T,5V?#=,F9&+J8#_3,F),-;#_1J9$JY,*.pXB8TOx#?AD4?48,-;#0Z-l-;,F+|_1X05-;,568!-;#-(k8F9A8!-;#,6LN60C8!,LN5)F6|7CS,8$),f*6!EFOGLb/1FF|+19A),A#F|:UFP0/,B$9FL)8!,aF|7CSFajD%-AW*(x/n35 IlDV_l 1986B8T,8_:#6+B*(x(4# 20032j4#sFl|oL 02O5)#(HEU 2002-LuvB8TNl)1E0Q1yC0Q 04O6 2004vB8TM0?,JW/nJ0(x 03O7$, 2003A,ZWXvB8T,+X4#,: 24O8 2002)vB8TM0?*6,6Y+X$vL 01O9P$5 1998B8T65,sl)B8T,F+| 12O10P 2006vB8T5,fY+X-2j 09O11Jeffery Edmund Curry 2002 International negotiating E