文档介绍：国际商务谈判
袁其刚教授
山东经济学院
Shandong Economics University
E-mail:shl99619@
2007-11-15
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<国际商务谈判>讲课提纲
第一章国际商务谈判的概念、类型和作用
第二章国际商务谈判的“需要理论”
第三章国际商务谈判前的准备工作
第四章国际商务谈判的结构和过程
第五章国际商务谈判的法律规范
第六章国际商务谈判的技巧
第七章国际商务谈判中的权力、时间和信息
第八章国际商务谈判者行为的分析及预测
第九章国际商务谈判者的语言、非语言沟通
第十章一种新的谈判方式——在线商务谈判
第十一章国际商务谈判的礼仪与禁忌
第十二章文化因素对国际商务谈判影响
第十三章中国商务谈判人员特点
第十四章哈佛谈判法则
2007-11-15
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第一章国际商务谈判的概念、类型和作用
一、国际商务谈判的概念及特点
二、国际商务谈判的种类
三、国际商务谈判的基本原则
2007-11-15
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一、国际商务谈判的概念及特点
2007-11-15
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(一)国际商务谈判的概念
1. 谈判无处不在
“在人们的日常生活中,每一个要求满足的愿望和每一次要求满足的需要,都是诱发人们展开谈判过程的潜因。只要人们为了改变相互关系而交换观点,只要人们为了取得一致而磋商协议,他们就是在进行谈判。”
(美国谈判协会会长、著名律师杰得勒)
2007-11-15
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(一)国际商务谈判的概念
美国南加利福尼亚大学派勒德(Lisa Hope Pelled)教授曾对谈判下过定义[1]:
“Negotiation is a process of joint decision making between people with different preferences. It has been studied by game theorists using an abstract mathematical approach and by other social scientists using a more real-life-orientated approach. The findings of both research streams have contributed to current knowledge about negotiation skills. Each stage of the negotiation process-exploration, bidding and bargaining, and settling-calls for a distinctive set of skills. The exploration stage calls for information-gathering and planning skills. Binding and bargaining call for using petitive tactics or collaborative tactics, depending on the negotiation game plan. Key skills in the settling stage include recognizing when it is time to move towards agreement and controlling the drafting of the documents. Future work on the topics of negotiation skills is likely to include further investigation of how negotiation expertise is gained, how information processing influences negotiations, and how the effectiveness of various negotiation skills differs across cultures.”
[1] Edited By Malcolm Warner <THE POCKET INTERNATIONAL ENCYCLOPEDIA OF BUSINESS &MANAGEMENT>1998 International Thomson Publishing .
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