商务谈判与现代经济发展的关系.doc

商务谈判与现代经济发展的关系（一）商务谈判是企业获得良好经济效益的不要手段企业是营利性的经济组织，企业追求的根本目标是通过经营活动取得良好的经济效益。而实现这一目标最主要方法就是企业要实现产销两旺，但是要实现这一目标并非易事。在当前激烈的市场竞争条件下，企业能否实现产销两旺，往往受到各种主客观条件的制约，如企业自身的实力，规模，状况，设备水平，产品开发能力等。还受到企业外部条件的制约，最重要的就是企业的商务谈判者能否及时有效的把产品推销出去。目前，我国的商品市场是买方市场，在这样的市场环境下，往往是很多企业的产品都很好，但最终谁能实现销售在很大程度上取决于企业商务谈判的工作的好坏，直接影响企业的经济效益。商务谈判是企业取得良好经济效益的必要手段，企业要获得良好的经济效益必须加强商务谈判的工作。（二）商务谈判是企业开拓市场，强化横向和纵向联系的主要方法市场是企业生存发展的基础，在占领现有市场的基础上，不断开拓新市场，提高市场占有率，越来越受到现代企业的重视。而开拓新市场就需要寻求新的贸易伙伴，建立横向和纵向的经济联系或写作关系。所谓横向联系，就是指企业间的联系或协作关系；所谓纵向联系，就是指国家和地方与所属企业的之间的联系。企业运用自己的产品优势，价格优势，经营优势，营销手段优势等来开拓市场，寻求新的贸易伙伴，建立横向的，纵向的，国际的，国内的各方面的经济联系。但是，所有这些都是要通市场过商务谈判来是实现。因此，商务谈判是企业开拓市场，强化经济联系的主要方法。（三）商务谈判是企业获取市场信息的重要途径市场信息是对市场运行及其属性的一种客观描述，是经济活动中各种发展变化和特征的真实反映。准确，全面地掌握市场信息是企业采取正确对策的基本依据，是企业生存的基础。现代市场纷繁复杂，瞬息万变，及时准确的搜集市场信息，对企业有特别中要的意义。商务谈判是企业获取市场信息的重要途径。主要表现在三个方面：（1）谈判双方在自身掌握信息及通过谈判了解对方信息的基础上，可以分析出有利于企业发展的有价值的市场信息，及时调整产品结构，开发适销对路的产品。（2）为了使本方在商务谈判中取得有利地位，企业必须竟可能多的了解对方及市场信息，在商务谈判中，就是要求企业为获得谈判的成功，必须全面了解对方的情况及市场信息。这种了解对方并于市场进行比较的过程，本身就使企业获得了大量的信息。（3）谈判双方对谈判内容各个方面的要求及磋商，也是一种信息交流，在一定程度上也反应了市场的需求及发展趋势。（四）商务谈判是企业经营行为协调、统一的重要保证这主要表现在两个方面：1、指企业的外部。不同企业在利益的驱使下，围绕市场机制的运行，通过谈判，各自对其生产、经营策略作适当的调整，以达成协议，取得谈判的成功，实现产品的销售。这个过程本身就是以市场为核心，使企业经营行为与市场需求相协调。2、指企业的内部。谈判协议的签订，是实现企业内部每个成员的经济利益目标的基本前提。这在一定程度上能成为引发企业人员工作积极性的一种内在动力。The Relationship between Business Negotiation and Modern Economic Development(a) business negotiation is a necessary way the to obtain good economic benefit for the enterprises Enterprise is funded economic organization, enterprise pursues the fundamental goal is by operating activities good economic benefit is obtained. And to achieve this goal is the main method of enterprise must realize the production and marketing of two flourishing, but to achieve this goal is not easy. In the current intense market competition condition, enterprise can realize marketing two flourishing, often by subjective and objective restrictions, such as enterprises own strength, size, status, equipment level, product development capabilities, etc. But also by the enterprise external restrictions, most important is the enterprise of commercial treater can timely and effective the product sell. At present, Chinas commodities market is a buyers market, in such a market environment, often be many enterprise products are good, but eventually who can achieve sales depends largely on enterprise business negotiations work is good or bad, directly affects the economic efficiency of enterprises. Business negotiation is the enterprise has achieved good economic benefit necessary means, the enterprises must obtain good economic benefit must strengthen business negotiations work.(2) business negotiations are enterprises to exploit market, strengthen the horizontal and vertical contact the main methodThe market is enterprises survival and development foundation, the occupied the existing market basis, and constantly develop new market, improve market share and paid more attention to by modern enterprises. And explore new market will need to seek new trading partners to establish cross-sectional and longitudinal economic ties or writing relationship. So-called lateral ties between enterprises, is refers to the contact or the cooperation relations, So-called vertical integration, is refers to state and local and its subordinate enterprises connection between. Enterprise to use their own product superiority, price advantage, management superiority, marketing tool advantages to exploit market, seek new trade partner, establish the horizontal, vertical, the international, domestic all aspects of economic ties. But, all of these are the general market to have business negotiation is realized. Therefore, business negotiations are enterprises to exploit market, strengthening economic contact main ways.(3) business negotiation is the enterprise to get market information of important waysMarket information of market operation and its attributes is a kind of economic activity, is objective description of change and development characteristics of reality. Accurate, comprehensive control the market information is the enterprise take correct measures the basic basis, is the enterprise survival foundation. Modern market complex, in the twinkling of an eye, timely and accurate to collect and analyze the market information, enterprise should have a special meaning. Business negotiation is the enterprise to get market information of important ways. Mainly shown in three aspects:(1) the negotiations both sides in itself to grasp the information and understand each other information through negotiations on the basis of the analysis, can benefit the development of the enterprise useful market information, timely adjustment of product structure, develop marketable products.(2) in order to make his in business negotiations obtain advantageous position, the enterprise must have possibly more understanding of each other and market information, in business negotiations, is requests the enterprise in order to obtain the success of our talks, must fully understand each other and market information. This understand each other and in the market comparison process, itself make enterprise obtained much information.(3) the negotiations both sides of negotiation content of all aspects of requirements and consultations, and also is a kind of information exchange, to a certain extent, also reflects the market demand and development trend.(4) business negotiations are enterprise management behavior coordination and unity of the important guaranteeThis is mainly shown in two aspects:1, an enterprise external. In the interests of the different enterprises, driven by the oper