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1、国际商务谈判授课教案天津工业大学经济学院国际贸易系国际经济与贸易专业黄伟副教授huangweihans@163.com2017年9月ChapterITheoverviewofinternationalbusinessnegotiationsIntroductions：Negotiationsareastruggleofwitsandcapabilitiesaswellasachaseofstrategyandskills.Underthecircumstanceofmarketeconomy,businessnegotiationswhichcov
2、eringeverywhereandanytimecancontributetoasignificantimpactoncompanies’survivalanddevelopment.Inthemeanwhile,astheinternationalcompetitionisfiercerandfiercernowadays,theinternationalbusinessnegotiationsshowitsirreplaceablestatusanddecisiveposition.OneCEOofamultinationalcorporat
3、iononcesaid,“Whethertheinternationalbusinessactivitiesaresuccessfulornotdoesn’tdependonthemanagers’professionalskillsbuttheadministrators’negotiationsskills;thosewhoknowthesecretofbusinessnegotiationsandareverygoodatitcanalwaysearnconsiderableeconomicprofits,whilethosewhodon’t
4、alwaysfeelexhaustedanddon’tknowwhattodo.”Tounveilitsmystery,wemustfirstunderstandandmasterthebasicconceptsandprinciplesofbusinessnegotiations.lConceptandcharacteristicsofinternationalbusinessnegotiationsTheconceptofinternationalbusinessnegotiations(1)TheconceptofnegotiationsNe
5、gotiations,asaverygeneralactivity,cantakeplaceatanytimeinourdailylife.Itcanhappenbetweenyouandyouropponents,oryourfamily.JustaschairmanoftheNegotiationsAssociationclearlystatedinTheArtofNegotiations,theconceptofnegotiationisthesimplest,butitcoversthemost.Everytimeapersonhasade
6、siretobefulfilled,thereisanincentivetolurepeopleintonegotiatingprocess.Aslongaspeopleexchangeideasforchangingmutualrelationshipsornegotiateforreachingadeal,theyareactuallynegotiating.(2)TheconceptofbusinessnegotiationsTheso-calledbusinessnegotiationreferstotheprocessinwhichthe
7、twogroupsengagedinbusinessactivitiesconcludeadealbywayofcommunication,interaction,discussionandcompromiseinordertomeettherequirementsofatransaction.Businessnegotiationsarethemostwidespreadandgeneralactivityunderthecircumstanceofmarketeconomy.Itusuallyincludesnegotiationsforthe
8、saleofgoods,plant-engineering,transferoftechnology,financingn
