With the sharply development of economy especially after China’s accession of WTO, Chinese enterprises are facing more and more international business negotiations. Meanwhile, it is frequent to induce benefit conflicts between traders, for both sides in negotiation hope to obtain the maximum benefit. This paper believes that benefit conflicts in negotiation is normal and inevitable. However, so long as we can understand the characteristics of various merchants from different countries, fully prepare for negotiations, the intensifications of benefit conflicts could be prevented to a certain extent. The appropriate utilization of negotiation strategy may also help to avoid the confliction. When confliction appears, we should distinguish human’s problem from the subtractive benefit to create “win –win” solution. With the aid of objective standard, we may solve the problem of intensification of benefit conflicts in negotiation.
[Key words] Business Negotiation; Benefit Conflict; Intensification;
