文档介绍：国际商务谈判
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
一、国际商务谈判的概念及特点
(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)
(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 .
(一)国际商务谈判的概念
(译文)
谈判是具有不同偏好的两个个体间通过协商达成一致意见的过程。抽象的数学和社会学知识构成了谈判学的理论基础。谈判可以分为信息收集阶段、讨价还价阶段和谈判结束三个阶段,每一个阶段需要相应的技巧。信息收集阶段包括信息探询和谈判计划的制订;讨价还价阶段中所使用的技巧取决于谈判者是采用合作型策略,还是竞争型策略;谈判结束阶段需要谈判者把握结束谈判的火候,以及善于运用协议签订的技巧。谈判技巧未来研究方向涉及三个方面:一是如何发现、培训谈判专家?二是谈判信息对谈判结果有何影响?三是各种谈判技巧在不同文化背景下应用效果如何?
(一)国际商务谈判的概念
国际商务谈判是不同国家利益相关的两个或两个以上的个人之间、组织和团体之间,为解决特定贸易问题,沟通歧见,而各自提出方案,就特定议题或范围进行磋商讨论,最终达成一项双方满意协议的这样一个不断协调的过程。
(一)国际商务谈判的概念
●谈判是愿望的满足交换观点;
●谈判是利益的均衡谋求妥协;
●谈判是协调的手