商务谈判成功的要素英语论文_管理学_高等教育_教育专区.doc

中州大学外国语学院学生毕业论文Title/论文题目: Successful factors in business negotiation Name / 姓 名: Number / 学 号: Major / 专 业: 商务英语 Grade/年级班级： 2012级（1）班 Tutor/指导教师: Date / 日 期: 2014年11月3日 中州大学外国语学院毕业论文任务书Title/论文题目: Successful factors in business negotiation Name / 姓名 Number / 学 号: 2 Major / 专 业: 商务英语 Grade/年级班级：2012级（1）班 Tutor/指导教师: Date / 日 期: 2014年11月3日 一、论文主要要求：学生根据自己所学专业，按学院所提供各专业论文参考选题确定题目，也可自选题目，自选题目必须报指导教师，征得同意后方可开题。学生不得跨专业选题。1. 用英文写作，3000词以上。2. 论文为Word形式打印稿，A4纸型，1.5倍行距。英文用Times New Roman字体，中文用宋体字。大标题为3号字加黑，小标题为4号字加黑，正文、注释与参考文献为5号字。 3. 论文格式按学院统一要求，用A4纸打印装订，按规定时间上交。4. 严禁从网上下载或抄袭，否则以不及格论处。5. 全套论文装订顺序为： （1）封面 （2）任务书 （3）指导书 （4）评分卡 （5）英文摘要 （6）中文摘要 （7）正文 （8）参考文献 （9）致谢二、进度安排：1. 确定选题 第6 周 （2013年10月13日10月19日）2. 论文提纲 第6 周 （2013年10月13日10月19日）3. 完成初稿 第7-8周 （2013年10月20日11月 2日）4. 完成定稿 第9周 （2013年11月 3日11月9日）5. 上交论文 第10周 （2013年11月10日11月16日）3、 毕业论文题目：Successful factors in business negotiation 四、毕业论文内容（包括：目标、任务、途径、方法、成果形式）：目标任务：With the rapid development of the economy, Business negotiation is playing an increasingly importantly role in our life. Meanwhile, we should pay more attention to the successful factors in business negotiation . 途径方法：理论研究 成果形式：论文 附：论文提纲题目：Successful factors in business negotiationAbstractThe prefaceI Overview of business negotiation strategy 1.1 The meaning of business negotiation strategy 1.2 The type of business negotiation strategy II The preparation for business negotiation 2.1 Thecollectionof intelligence 2.2 Drawing updetailedplans 2.3 Setting the negotiations restrictedIII The skill of commercial negotiations 3.1 Listening skills 3.2 Questioning Skills 3.3 Answering skills 3.4 Narrative skill 3.5 Pay attention to transposition thinkingIV Business negotiation strategy at each stage 4.1 The opening stage strategy 4.2 The quotation stage strategy 4.3 The consultation stage strategy 4.4 The transaction stage strategy V ConclusionBibliographyAcknowledgements五、主要参考文献：1. Li Kun, Wang Jun. Business negotiation skills M. Shanghai: Foreign Trade University Press, 2007.2. Li Yuan. International business negotiations M. Capital University of Economics and Business press, 20073. Wang lin, Successful business negotiation skills M. China Textile Press, 20064. Xu lin lin, Modern business negotiation M. Higher education press,.2006.5. Sun li jun, Business negotiation M. Tianjin University press,2001.指导教师审批意见： 审批人（签名）： 日期： 中州大学外国语学院毕业论文指导书Title/题目：Successful factors in business negotiation Name / 姓 名: Number / 学 号: 2 Major / 专 业: 商务英语 Grade/年级班级：2012级（1）班 Tutor/指导教师: Date / 日 期: 2014年11月3日 指导过程记录表 / Process Records日期指导内容2014.10.22提纲整体可以，细节部分按照要求改动一下，就可以开始准备草稿了，下次记住标上自己的名字。注意:1、首字母要大写；2、注意小标题的写法2014.10.311、中文摘要首行空2格，已经给你改过来了，摘要要说明文章解决了什么问题，采用什么方法，达到什么效果或目的。另外，关键词是为了后人检索方便，所以你的关键词可以变成：商务谈判，谈判策略等。因为你的中文摘要总结的不够好，所以先把中文摘要修改一下，再相应的改英文摘要。注意要符合英文的语法习惯。2、引言要和正文放在一起，已经帮你改过来了。2014.10.313、正文中有很多地方两端没有对齐，另外，两个单词之间有标点符号的，没有空格，标红色曲线的部分都要认真修改一下。4、参考文献标注不规范，你可以参考第一和第三。致谢要放在最后，已经帮你改过来了。你认真修改一下，加上封面发给我再看一下。2014.11.041、参考文献和致谢改为以下两个词，参考文献在前，致谢在后，后面也要做相应的改动Bibliography Acknowledgements 2、摘要最后一句话和前面有些重复，可以删除，写这篇文章的意义在摘要中没有体现出来。第一个关键词最好改为：商务谈判。2014.11.043、摘要中存在翻译错误，语序颠倒等语法错误，已经帮你改过来了。4、红体字部分需要修改，另外，目录最好放在一页上，标题尽量用名词或相当于名词的词。 5、两三行就能说清楚的，文章中的3级标题存在的必要性不大。中州大学外国语学院毕业论文成绩评定表年级、专业、班级学号姓名2012级商务英语（1）班论文题目Successful factors in business negotiation指导教师意见评审项目指 标权重分数准备工作（10%）选题题目贴切，有一定的科学性；难度适中；题目论域适当；选题过程按要求进行，准备充分。5%资料准备能独立查阅相关文献资料（含中、外文资料），资料准备充分，内容丰富，有综合收集和正确利用各种信息及获取新知识的能力。5%开题报告（10%）论文设计论文整体思路清晰，结构合理，完整有序。5%论文提纲论文提纲结构合理。5%论文（50%）内容论点鲜明，观点正确，论据充分，论证有力，条理分明，英语语言使用准确、流畅。30%格式符合论文基本要求，资料的运用符合规范，字体、字号、行距等写作格式符合学院统一要求。装订规范。10%篇幅正文不少于3000字。10%研究方法与手段（10%）能熟练运用科学研究方法，适当运用相关研究手段，对资料进行加工、整理，并辅助论文写作。10%写作态度（20%）遵守写作进度安排，按期完成规定的各项任务，态度端正，修改认真，写作过程中能多次主动与指导教师联系。20%合计: 分指导教师评审意见：指导教师签名： 年 月 日注：合计分数在90100的论文等级为“优秀”，8089的论文等级为“良好”，7079的论文等级为“中等”，6069的论文等级为“及格”，60分以下的论文等级为“不及格”。 摘要改革开放以来，随着我国与世界各国的经济贸易关系的飞速发展，国际贸易往来和各种方式的经济交流与合作日益增多。因此，如何成功地进行国际商务谈判，如何达到双赢，便成为每个外经贸工作者十分关心的话题。成功的商务谈判涉及到许多因素,了解商务谈判策略，做好商务谈判前的准备，掌握一定的商务谈判技巧，掌握商务谈判各阶段的策略都是商务谈判重要成功因素。本文主要从主客观方面出发,从信息,市场,环境到谈判人才,谈判策略,谈判技巧等因素来分析成功谈判的把握点。本文将告诉你如何成功的达成交易。关键词：商务谈判；策略；双赢 AbstractSince the reform and opening up, along with the rapid development of economic and trade ties with the rest of the world, international trade and economic exchanges and cooperation in various ways are growing increasely. Therefore, how to succeed in international business negotiations and how to achieve a win-win situation , have became a very hot topic of each foreign trade workers. Successful business negotiation involves many factors, the understanding ofbusiness negotiation strategies,makingbusiness negotiation preparation,mastering certainskills for business negotiation, and mastering the strategies in eachstageof business negotiation areimportantsuccess factors ofbusiness negotiation.From the objective and subjective aspects, from the information, market, environment to the negotiator, negotiation strategy and negotiation skills and other factors, this article analyze the grasp points of the successful negotiation. This paper willtell you how toachieve the deal successfully .Keywords: business negotiation; business strategy; win-win.CONTENTSAbstract. .9The preface.12I Overview of business negotiation strategy.13 1.1 The meaning of business negotiation strategy.13 1.2 The type of business negotiation strategy .13II The preparation for business negotiation.14 2.1 Thecollectionof intelligence.14 2.2Drawing updetailedplans .15 2.3 Setting the negotiations restricted.16III The skill of commercial negotiations.16 3.1 Listening skills .16 3.2 Questioning Skills.16 3.3 Answering skills.17 3.4 Narrative skill.17 3.5 Pay attention to transposition thinking.17IV Business negotiation strategy at each stage.17 4.1 The opening stage strategy.17 4.2 The quotation stage strategy.18 4.3 The consultation stage strategy.18 4.4 The transaction stage strategy.19V Conclusion.19Bibliography.20Acknowledgements.21The prefaceWith the development of our market economy and the further expansion of outside World, international business negotiation as a war prelusive, have been increasingly appears more and more enterprises , especially after joining the WTO, international business negotiation is becoming more and more universal, so we must master business negotiation success factors, following on from the following several aspects to discuss .I Overview of business negotiation strategy1.1 The meaning of business negotiation strategyStrategy of internationalbusiness negotiation refers to the negotiatingpersonnel according to thenegotiations are expected tochangethe target requirements and to the negotiations,the sum offlexiblyimplementingnegotiationstrategy plan measures.Isformulated in order to realizethe goal ofthe negotiations,and with thedevelopmentandmodification of theform of negotiationnegotiations on the wholecourse of actionand strategy and themethod of struggle.Business negotiation strategies, from the business perspective, in order to achieve the business objectives,referred to as obtained a series of countermeasures for the survival and development of competition in the market; understanding from negotiators habit perspective, the strategy is to effectively reach the top negotiators period, a total of various actions, methods and measures taken in the process of negotiations; understanding from the commercial negotiations personnel habits, can put the negotiation strategy understanding to the strategic goals change talks and negotiations, the sum of flexibly implementing strategy of negotiating solution measures. In short, the negotiation strategy is in the corresponding action and means can be predicted and can occur in the absence of which should be taken.1.2 The type of business negotiation strategy 1.2.1 Timing strategies The use of time tactics condition is the needs of each parts are changing, it is this kind of change makes the strategies have been the basis for the use of. The key to the use of time tactics, is a kind of be just perfect sense of timing. If the negotiations with the emergence of new factors, is easy to apply the strategy; if all factors are stationary, using up more difficult. However, if used properly, it can change the deadlock, static into dynamic. The timing strategy can be divided into the following categories: patience, by surprise, causing both into reality, quietly retreat, retreat, fake reverse action, setting limits and false action etc.1.2.2 Methods and orientation strategy Methods and orientation strategy is about the means and where to use these means of. The main forms are:partnership, contact, decoupling, crisscrossing,scattering, randomization, arbitrary cases, Italy sausage etc.II The preparation for business negotiation 2.1 The collection of intelligence The so-called information according to the functional classification information includes three categories: public information, public information, non confidential information. According to the information content includes four parts: classification and talks about the situation, the relevant object of negotiation situation, competitors situation, friendly situation. Negotiators are can acquire effective information from the following channels: the government institutions; through the research on patent to find information; the industry consulting company or related institutions; through the large exhibition activities to gather intelligence; through the study tour to obtain intelligence; the question the key customers; the tracking object of negotiation leadership behavior and so.Collected information will be carefully analyzed, grasp the essence of the problem. For example: digital printing technology to Japan in 2003,Canon continued to five percent annual growth rate of turnover reached 16300000000000 yen, holding the industry overlord position, and once dominated the copier industry Xerox Co in 2000 the property a net$700000000, until 2002 to profitability. In 1967 , Canon want to extension the product line from the camera to the office field . But when the United States Xerox Co is hindering the Canon Co to enter the office equipment mountains, facing the powerful Xerox Co, a lot of competition had to look helplessly, but Canon not to wait, but there is no blind confrontation, but also consider the plot plan into the copier manufacturing field. On the one hand, through all patent consulting Xerox Co owned,with reference to its patent resources, innovation and breakthrough in the technical foundation; on the other hand, through the customer survey of buying Xerox,Canon Co found some existing customer complaints to the Xerox machine, on the expensive and complicated to operate, the volume is too large and the confidentiality is not strong. Finally, Canon decided to preempt the occupation of more development prospects of small copier market field. In the negotiations before starting work, negotiators to master various information to be comprehensive, quality analysis and strategy application for negotiation is based on the relevant data collection and sorting of information,more comprehensive analysis, more fully, the negotiations success more likely. 2.2 Drawing up detailed plans 2.2.1 Coming up with various schemeThe negotiations both sides initially out of their respective schemes are quite favorable to ourselves, and both sides hope to get more interest, through negotiations so the outcome of the negotiations is certainly not the scheme initially out of both sides, but after consultation between the two sides, compromise and flexibility results.Often easily in both process push me pull you lost in the initial intention, or by the other into the error, then the best way is to prepare several sets of negotiations on the program, first take out the most advantageous solution, not reached the agreement took out the second scheme, no agreement has yet been reached out again a scheme, even if we do not take the initiative to come up with these programs, but the mind can do several, know to each other to compromise is shifted the framework initially set myself, wont appear so negotiations ended, think carefully found, his own concessions have more than the expected to bear the scope.2.2.2To create a win-win solution In the face of a conflict of interest for negotiations,negotiators should pay attention and try to find both substantive interests, realize the application on this basis some methods agreed by both parties to seek maximum benefits. In order to effectively search for win-win solutions, you can start from the following aspects:1, Make the scheme creation judgment behavior and other schemes to separate. Negotiators should first create a plan, then decision, not prematurely solutions to a conclusion. More effective way is to group discussion, namely between members of the negotiating team each other excited ideal, create a variety of ideas and thoughts, and not think about these ideas is good or bad, whether can achieve. And then gradually on the creative thoughts and ideas of evaluation, specific plan finally decided to negotiation. The two sides in the negotiations is the long-term partner of the circumstances, both sides can jointly discussed.2, Give full play to the imagination, to expand the scope of selection scheme. In the above group discussion, participants were the most easy to mistake is, think everyone in the search for the best scheme. In fact, when the imagination stage is not to find the best solution, to do is try to expand the choice of negotiation. In this stage,the analysis of the same problem from different angles to negotiators. You can even reach different protocols on certain issues and the terms of the contract. If cannot reach a permanent agreement can be reached, the provisional discussion; cannot reach the unconditional agreement,can reach the condition etc.3, For the sake of each other, let the other side to make a decision. If you can make each other feel solution is legal and legitimate, fair to both sides, then the other is easy to make a decision, you scheme has been successful. 2.3 Setting the negotiations restricted Negotiation is a very sensitive to exchange, so the language should be concise, avoid not words, but also the inevitable mistakes in long time difficult negotiation process, which is the best way to set ahead of time that is in the negotiations taboo topic, what is dangerous, what behavior is not to do the bottom line in mind, negotiation etc. This can be the maximum to avoid in the negotiations fell into the trap set by the other side.III The skill of commercial negotiations3.1 Listening skills Skill of listening in refers to the negotiators are able to listen, to patiently listen to each others speech,Dont be eager to express their views, to explain his own situation, refute each others different opinions. In fact, the above successful negotiator 50% time is used to listen to, they listened carefully, get lots of valuable information,increase the bargaining chips. 3.2 Questioning Skills Question is an important means of negotiators in business negotiations to obtain information, can be found by asking questions. In business negotiations, Question is mainly divided type questions