商务英语谈判.doc

Chapter 1 Principles of Business Negotiation
商务谈判的原则
何谓商务谈判?谈判是人们为了协调彼此之间的关系,满足各自的需要,通过协商争取达到意见一致的行为和过程。
Negotiation takes place between human beings. It is the mon form of social interaction. Almost everybody in the world is involved in negotiations in one way or another for a good part of any given day. People negotiate over where to go for dinner, which movie to watch or how to split household chores.
Negotiation, in its modern sense, is defined in The Roots of Sound Rational Thinking as follows: the ability to deal with business affairs, to arrange by discussion the settlement of terms, to reach agreements through treaties promise, and to travel through challenging territory. All of these suggest a purposeful effort to resolve problems through talking and intellectual maneuvering. Negotiation includes consultation, bargaining, mediation, arbitration, and sometimes, even litigation.
Competitive style To try to gain all there is to gain
(竞争式谈判)
modative style To be willing to yield all there is to yield
(通融式谈判)
Avoidance style To try to stay out of negotiation
(回避式谈判)
Compromising style To try to split the difference or find (妥协式谈判) an intermediate point according to
some principle
Collaborative style To try to find the maximum possible (合作式谈判) gain for both parties----by careful
exploration of the interests of all
parties----and often by enlarging the pi