4、周海涛，《商务谈判成功技巧》，中国纺织出版社，2006年7月第一版； 5、刘文广，《商务谈判》，北京出版社，2006年4月第一版。 6、陈文汉，《商务谈判实务》〔M〕.北京：电子工业出版社，2005.8 7、赵春明，《商务谈判》〔M〕.北京：中国财政经济出版社，2000.6 8、董广坤，《商务谈判与跨文化交际》[J].商场现代化，2007.? 9、金正昆，《商务礼仪简论》[J].北京工商大学学报，2005
10、洪刚，《成功让步的谈判艺术》〔J〕.郑州煤炭管理干部学院学报，2001. 6
11、赵吉存，《企业技术引进的谈判技巧》〔J〕.经济管理（经济与管理杂志社）2002.9
感 谢 信
大学三年学习时光已经接近尾，在此我想对我的大学，我的父母，我的老师和同学们表达我由衷的谢意。感谢我的家人对我大学三年学习的默默支持；感谢我的学校给我在大学三年深造的机会，让我能继续学习和提高；感谢老师和同学们三年来对我的关心与鼓励。老师们课堂上的激情洋溢，课堂下的谆谆教诲；同学们在学习中的认真热情，生活上的热心主动，所有这些都让我的三年充满了感动，这次毕业论文我得到了老师和同学的帮助，其中我的论文指导高老师对我的指导。从论文开题到研究方法的确立，以及研究过程中遇到的各种问题，无不得到孙老师的悉心指导，在整个论文完成过程中，高老师认真的态度，以及系统精湛的专业知识都给我留下了深刻的印象，使我受益匪浅。
感谢人：官玉萍
The first chapter trade preparation before negotiation
1intelligence collection
The so-called information according to the intelligence function classification includes three categories: public information, public information, classified information. According to the information content to the classification consists of four parts: negotiation with the relevant information, relevant negotiations object situation, competitors, our situation. Negotiators are from several channels of access to effective information : 1government institutions; II through the study of the patent to find information; the consulting companies or agencies; and through the large exhibition activities to collect information; and through study tours to obtain information; the question the key customers; the track of negotiation leadership behaviour. For example:2003 Japan Canon digital printing technology continue to five percent annual growth rate of development of turnover reached16300000000000 yen, maintained the industry dominant position, which once dominated the Xerox copier industry
company in 2000net loss of $700000000of property, until 2002to profitability. Canon in 1967to the product line from camera extends to office area. But at a time when the United States Xerox is hindered by Canon office equipment company in the mountains, in the face of Xerox 's strength, many competition to be obliged to look for helplessly, but Canon no passive waiting, but there is no blind confrontation, but also the plot concerns the planning into the copier manufacturing field. On one hand, through access to Xerox has all patent, the patent resources, to the corresponding technology based on innovation and breakthrough; on the other hand, through the purchase of Xerox customer survey, Canon company found a number of existing customers of Xerox 's complaint, the expensive and complicated to operate, the volume is too large, confidential sex is not strong wait. Finally, Canon decided to occupy the more promising small sized copier market. In the negotiations before work is started, the negotiators to information to grasp the overall, because negotiations and strategy application analysis is based on the collection and collation of relevant information based on the information, the more comprehensive analysis, more fully, the more possibility of successful negotiation.
The 2Negotiation plans
Negotiation plan is foreign trade negotiator in talks on the objectives of the negotiations before the contents and steps of the arrangement, negotiators behavior and direction pointer. Negotiation plan main content has: determine the objectives of the negotiations; timing; negotiation place arrangement etc..
The 2.1negotiation objectives
Negotiation objectives to target is a negotiation to achieve specific goals, it indicates the direction and goal of negotiations. Enterprises of the negotiation objectives are to guarantee the successful negotiation of the foundation. In determining the objectives of the negotiations, we must fully distinguish between what you want and need content, and it is listed. The negotiations have many common problems will appear, including price, quantity, quality, delivery, discount, after sale service. Before the talks, list their goals, to consider the other party may concern, according to the priority of points out, then list a rival target, consider each other may be concerned about.
2.2time arrangement
\if the schedule is not fully prepared, rush, rush, flighty and impetuous, difficult to calm in the negotiations on the implementation of various strategies; if the schedule is delayed, not only spend a lot of time and energy, but with time delay, a variety of environmental factors will change also may miss some important opportunities.
The 2.3negotiation venue selection
Negotiating the choice of location, often involving the negotiation of environmental psychology back problem, advantageous negotiation place can increase their bargaining power. For example: Japan iron and coal resource shortage, while Australia is rich in iron and coal, Japan is keen to buy Australia's coal and iron, and in the international market, the Australian side was anxious to find a buyer. Logically speaking, the Japanese people 's negotiating position lower than in Australia, at a disadvantage, and the Australian side at the negotiating table and occupy the initiative position. In order to obtain the advantage in negotiations, a Japanese businessman always try various devices to the other side of the negotiators to Japan to talk about the business. Once the Australians to Japan, Japan and Australia at the negotiating table mutual status changed. Japan this successful negotiation just that home has many advantages in negotiation. In their familiar negotiations with each other, all will be used, in daily life, diet, sleep stop are not affected, since they are host identity, processing various negotiation affairs are more active, more sufficient leverage.
The second chapter of foreign trade negotiations in the bargaining skill points
In international trade, price negotiation is most sensitive, the most complex, and most need certain skill. Often in a Bargaining ( for a supply of sth. ) in the course of negotiations between the two parties, the quality can be honed and embodiment, such as response is agile; can use polite to all conversations; is overbearing, or persuade through reasoning; can do to a proper extent retort, but not hurt each other; whether seize opportunity\Therefore trained in different environments, the appropriate time, qualified, suitable
price, the amount of application ability is the core of bargaining, bargaining, is the key.
1timely
Have a good grasp of the opportunity to offer, it can promote the rapid turnover of orders. When a customer inquiry, we are not in a hurry to quote. If the customer does not determine the specific model or on the market, suitable fuzzy pricing, such as: our product models have several, price from scratch. Don't quote. When the customer directly for price, as far as possible through the questions and answers in the form of understanding the customer. For example, can ask the number of customers need, quality requirements, there is no special needs, best can grasp the customer's budget and peer quotation. We must understand the customer 's direct user or middlemen.
2human
Each company has its operational procedures. When quoting to distinguish the contact is the undertaker or decision, the undertaker and the decision whether the person is the same person. And contractors should offer a little higher, let a person have a bargaining space, let the undertaker won the price of the sense of achievement and a chance to show up. With decision-makers negotiations, to make a pause tone after the decisive strike, the strike price is to be decisive point, let a person feel your quotation after careful consideration that market prices.
3right price
The price is appropriate according to the customer's product positioning, market quotation and negotiation is formulated in terms of the. To develop an appropriate price to pay attention to: offer amount cannot be integer, should be zero, so that customers from the perspective on offer precise sense, such as 12.5 yuan, but also cannot too fragmentary, such as 12.535. To allow bargaining space, generally 15-20% elastic space, appropriate price should have sufficient conditions, let people understand consumption.
4the amount of