________职业学院毕业设计如何在商务谈判中取得成功A学生姓名******AA学号20070210127AA系别外语系AA专业商务英语A指导教师****AA填写日期二〇一〇年五月一日AShanxiInternationalBusinessVocationalCollegeGraduationHowtoSucceedinBusinessNegotiationsStudentNameStudentID20070210127DepartmentofEnglishMajorBusinessEnglishInstructorDateofMay1,2010PAGE\*MERGEFORMATIVPAGE\*MERGEFORMATIII目录TOC\o"1-3"\h\z\uHYPERLINK\l"_Toc260754938"1引言PAGEREF_Toc260754938\h1HYPERLINK\l"_Toc260754939"2商务谈判概述PAGEREF_Toc260754939\h3HYPERLINK\l"_Toc260754940"2.2商务谈判的特征PAGEREF_Toc260754940\h3HYPERLINK\l"_Toc260754941"2.3商务谈判须遵循以下基本原则:PAGEREF_Toc260754941\h3HYPERLINK\l"_Toc260754942"3商务谈判的特点PAGEREF_Toc260754942\h4HYPERLINK\l"_Toc260754943"4商务谈判过程PAGEREF_Toc260754943\h6HYPERLINK\l"_Toc260754944"4.1摸底阶段，即谈判的开局阶段PAGEREF_Toc260754944\h6HYPERLINK\l"_Toc260754945"4.2报价阶段PAGEREF_Toc260754945\h6HYPERLINK\l"_Toc260754946"4.3磋商阶段PAGEREF_Toc260754946\h6HYPERLINK\l"_Toc260754947"4.4缔结协议阶段PAGEREF_Toc260754947\h6HYPERLINK\l"_Toc260754948"5成功谈判的原则与方法PAGEREF_Toc260754948\h8HYPERLINK\l"_Toc260754949"5.1成功谈判的原则PAGEREF_Toc260754949\h8HYPERLINK\l"_Toc260754950"5.2专业的谈判的方法PAGEREF_Toc260754950\h8HYPERLINK\l"_Toc260754951"6谈判技巧PAGEREF_Toc260754951\h9HYPERLINK\l"_Toc260754952"6.1设定目标PAGEREF_Toc260754952\h9HYPERLINK\l"_Toc260754953"6.2研究有利与不利因素PAGEREF_Toc260754953\h9HYPERLINK\l"_Toc260754954"6.3商务谈判策略PAGEREF_Toc260754954\h9HYPERLINK\l"_Toc260754955"7成功商务谈判中的让步策略PAGEREF_Toc260754955\h12HYPERLINK\l"_Toc260754956"7.1目标价值最大化原则PAGEREF_Toc260754956\h12HYPERLINK\l"_Toc260754957"7.2刚性原则PAGEREF_Toc260754957\h12HYPERLINK\l"_Toc260754958"7.3时机原则PAGEREF_Toc260754958\h13HYPERLINK\l"_Toc260754959"7.4清晰原则PAGEREF_Toc260754959\h13HYPERLINK\l"_Toc260754960"7.5弥补原则PAGEREF_Toc260754960\h13HYPERLINK\l"_Toc260754961"8涉外商务谈判中的礼貌语用策略PAGEREF_Toc260754961\h15HYPERLINK\