商务谈判知识点总结.doc

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1、Chapter11.1Definitionandcharacteristicsofbusinessnegotiation1)Thedefinitionofnegotiation:negotiationreferstotheactionandtheprocessofreachinganagreementbymeansofexchangingideaswiththeindentionofdispellingconflictsandenhancingrelationshiptosatisfyeachothersneeds.2)Thecha

2、racteristicsofnegotiation:A;EverynegotiationinvolvestwoormorethantwopartiesB;TheobjectiveofanegotiationmustbedefiniteC:NegotiationmustbeconductedonanequalbasisD;AconsensusmustbebuiltonthebasisofmutualconcessionE;Negotiationinvolvesexchangeofideas,communication,persuasi

3、on,compromise,andsuchlike3)Thcdefinitionofbusinessnegotiation:Businessnegotiationisaprocessofconferringinwhichtheparticipantsofbusinessactivitiescommunicate,discuss,andadjusttheirviews,settledifferencesandfinallyreachamutuallyacceptableagreementinordertocloseadealorach

4、ieveaproposedfinancialgoal.4)Thecharacteristicsofbusinessnegotiation:A:TheobjectiveofbusinessnegotiationistoobtainfinancialinterestB;ThecoreofbusinessnegotiationispriceC;ItsprincipleisequalityandmutualbenefitD;Itemsofcontractshouldkeepstrictlyaccurateandrigorous5)Thede

5、finitionofinternationalbusinessnegotiation:referstothebusinessnegotiationthattakesplacebetweentheinterestgroupsfromdifferentcountriesorregions.6)Theadditionalcharacteristicsofinternationalbusinessnegotiation:A;Languagebarrier;B;culturaldifferences;C;internationallawsan

6、ddomesticlawsarebothinforce;D;internationalpoliticalfactorsmustbetakenintoaccount;E;thedifficultyandthecostaregreaterthanthatofdomesticbusinessnegotiationsChapter2principlesofbusinessnegotiation2Jequalandvoluntaryparticipation1)Allparties，bigorsmall.shouldbeequal2)veto

7、powerembodiesequality(否决权体现平等)4)voluntaryagreementembodiesequality3)respectembodiesequality2.3mutualreciprocityandmutualbenefits2.2credibilityfirst2.4maximizingcommonalitiesandminimizingdifferences2.5speakingongoodgrounds2.6separatethepeoplefromtheproblem3.4seethesitua

8、tionfromtheotherside'spointofview3.5presentmoreobjectiveinformationandavoidblamingtheotherside3.6reacttactfully(委婉地)t