国际商务谈判 复习资料.docx

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1、Partzero1、definitionofnegotiationNegotiationisadialogueintendedtoresolvedisputes,toproduceanagreementuponcoursesofaction,tobargainforindividualorcollectiveadvantage,ortocraftoutcomestosatisfyvariousinterests.Anegotiationisaprocessofcommunicationbetweenpartiestomanageconflictsinorderf

2、orthemtocometoanagreement,solveaproblemormakearrangements.2、businessnegotiation1）definition：Itisaprocessinwhichtheparticipantsofbusinessactivitiescommunicate,discuss,andadjusttheirviews,settledifferencesandfinallyreachamutuallyacceptableagreementinordertocloseadealorachieveaproposedf

3、inancialgoal.2）Characteristics：TheobjectiveofbusinessnegotiationistoobtainfinancialinterestThecoreofbusinessnegotiationispriceItsprincipleisequalityandmutualbenefitItemsofcontractshouldkeepstrictlyaccurateandrigorous3、internationalbusinessnegotiation1）definition：Itreferstothebusiness

4、negotiationthattakesplacebetweentheinterestsgroupsfromdifferentcountriesorregions.Itisanimportantactivityfrequentlyinvolvedinforeigntradeandothereconomicexchange,servingacriticalapproachandmethodfortheseinterestgroupsorindividualstoconfertogethertoreachanagreementorsettletheissuesoft

5、heirinterestconflicts.2）Characteristics：Inadditiontothegeneralcharacteristicsoftypicalbusinessnegotiations,internationalbusinessnegotiationdemonstratedthefollowingfeatures:ThedifficultyandthecostaregreaterthanthatofdomesticbusinessLanguagebarriersCulturaldifferenceInternationallawsan

6、ddomesticlawsarebothinforceInternationalpoliticalfactorsmustbetakenintoaccount3）FormsClassifiedbyforms:①one-to-onenegotiation②multilateralnegotiationClassifiedbynegotiationsite:①Hostvenue②Guestvenue③Thethirdparty’svenueClassifiedbyattitudesoftwoparties:①Softnegotiation②Hardnegotiatio

7、n③PrinciplednegotiationClassifiedbywaysofcommunication:①Oralnegotiation②WrittennegotiationClassifiedbynegotiationobject:①Producttradenegotiation②Technologytradenegotiation③ServicetradenegotiationClassifiedbytheorderofnegotiatorsdiscussproblems:①HorizontalNegotiation②Verticalnegotiati

8、on4）Principl