谈判者的二元人格对国际商务谈判的影响分析

论文编号:GM230    包括:开题报告及任务书,论文字数:9078,页数:13

摘   要

    在现代社会频繁的商务活动中，国际商务谈判是其必不可少的组成部分。谈判作为一种动态过程，影响因素较多。参与谈判各方除了受制于他们的实力和环境因素的影响外，还取决于商务谈判者二元人格的对立或统一。谈判活动的主体是人，商务活动的基础是谈判者的二元人格。所以，了解商务谈判者的二元人格，对指导国际商务谈判有积极的意义。
本文通过对谈判者二元人格的定义及其对国际商务谈判作用的分析，结合中美葛洲坝工程二手设备谈判案例，探讨了案例中谈判者的二元人格对国际商务谈判的影响，从而提出在国际商务谈判中应对和利用谈判者二元人格可以采用的方法，旨在为国际商务谈判的顺利进行提供有效的措施。

【关键词】国际商务谈判 谈判者 二元人格

Abstract

In the contemporary frequent businesses of our society, the international business negotiations are indispensable component. As a dynamic process, there are many factors influencing it. The partners in negotiating are subjected not only to the negotiators’ strength and environment but also to the bi-characteristics confronting positions and integration. Since the performers of negotiation are human beings, the basis of business activities are the negotiators’ bi-characteristics. Therefore, understanding the bi-characteristics of the negotiators is able to direct international business negotiations actively.
By introducing the definition of the negotiators’ bi-characteristics, analyzing the influence of the negotiators’ bi-characteristics in international business negotiations, this thesis indicates the means which could be used in dealing with and making use of bi-characteristics in international business negotiations. Through the case of Sino-America Gezhou Dam Negotiation, it aims to offer effective measures for the smooth proceeding of the international business negotiations.    

[key words] International Business Negotiations; Negotiator; Bi-characteristics

目  录

1   国际商务谈判与谈判者的二元人格 .............................................2
1.1 国际商务谈判的定义 .........................................................2
1.2 谈判者二元人格的定义及其构成 ...............................................3
2   谈判者的二元人格对国际商务谈判的影响 .......................................4
2.1 对目标实现的影响 ...........................................................4
2.2 对谈判风格的影响 ...........................................................5
2.3 对谈判力的影响 .............................................................5
3   中美葛洲坝工程二手设备谈判及其分析 .........................................6
3.1 案例简介 ...................................................................6
3.2 中方谈判者二元人格的构成 ...................................................7
3.3 从中方角度看中方谈判者二元人格对国际商务谈判的影响 .........................7
3.4 从美方角度看中方谈判者二元人格对国际商务谈判的影响 .........................9
4   国际商务谈判中如何应对和利用谈判者的二元人格 ...............................10
4.1 对谈判人员采取有效的激励措施 ...............................................10
4.2 谨记“知己知彼”谋略 .......................................................10
参考文献 .......................................................................12
致  谢 .........................................................................13