论国际商务谈判之“双赢”技巧

本文从国际商务谈判的来源、定义与重要性分析入手，以“双赢”为研究视角，探讨国际商务谈判的技巧与“双赢”之间的关系。以国际商务谈判实例为基础，分别对谈判前、谈判中和谈判后的“双赢”技巧做详细的论述，其中以谈判中的言语技巧和非言语技巧为本文的研究重点。言语技巧包括礼貌语、委婉语和幽默语的运用；非言语技巧包括肢体语言、面部表情、副语言和沉默等内容。

关键词：国际商务谈判，双赢， 技巧
On Win-win Skills of International Business Negotiation
 
ABSTRACT

This paper mainly discusses the relationship between win-win situation and skills of international business negotiation in the perspective of win-win. It starts with the analysis of the origin, definition and importance of international business negotiation. Based on the real examples of international business negotiation, this thesis makes specific analysis of the win-win skills of three stages in international business negotiation that is, pre-negotiation, face-to-face negotiation and post-negotiation. The emphasis of this paper is laid on face-to-face negotiation, which includes skills of verbal communication: politeness, euphemism, humor and skills of non-verbal communication: body language, facial expressions, paralanguage, silence.

Key words: international business negotiation, win-win, skills

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