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商务沟通与谈判[范文模版]第一篇：商务沟通与谈判[范文模版]商务谈判人员素质的培养在当今社会，经济高速发展，我们时刻面对着各种竞争和压力。
谈判不再仅仅局限在商业活动中，而是已经融入平常生活中。
如何快速有效取得一项谈判的成功，对于我们将来的工作和生活很重要。
谈判有很多类型，而“双赢谈判”则是我们最常见的一种。
双赢谈判是把谈判当作一个合作的过程，谈判的双方通常在利益与需求上存在一定的矛盾，需要通过谈判来化解矛盾，并尝试和对手像伙伴一样，共同去找到满足双方需要的方案，使冲突更少、费用更合理、风险更小。
它强调的是：通过谈判，不仅化解矛盾，同时找到最好的方法去满足双方的需要，解决权利、责任和义务的分配，如成本、风险、市场和利润的分配。
“双赢谈判”的结果是你赢了，但我也没有输。
从倡导和发展趋势的角度说，“双赢谈判”无疑是解决矛盾、保证双方利益和需要的最好途径，但是在实际工作中“双赢谈判”却有着诸多障碍。
作为一名专业的商业谈判者，需要多方面的素质，尤其以知识、心理素质、谈判技能、礼仪素质、身体素质最为重要。
1.知识要广博除了掌握过硬的专业知识，还要对心理学、经济学、管理学、法学、财会学、政治学、历史学等方面的知识有一定了解。
具有较强的法律意识，也要尽可能熟练地掌握本国经济法规以及国际经济法的有关规定。
学习与掌握有关工程技术知识。
熟练掌握外语在国际谈判中具有十分积极的意义。
此外，还要要了解有关国家或地区的社会历史，风俗习惯以及宗教等状况以及对方谈判人员在其特有的文化背景下所形成的谈判作风与谈判方式。
知识的增长主要靠自己有心积累，要观察得细一点，考虑得多一点，在平时多听、多学、多分析、多实践。
同时，谈判人员应该谦虚好学，善于从各方面专家那里汲取所需要的知识。
这样日积月累，知识就会丰富起来，就能得心应手地驾驭谈判的过程。
2.乐观积极的心理耐心、毅力是一个谈判人员应该具备的基本素质。
在商务谈判中，有些对手也会以拖延时间来试图消磨我方的意志，以求获取更好的谈判条件，对付这种伎俩没有坚忍的毅力是不可能的。
International Business NegotiationChapter 11.Negotiation is a conferring process to eliminate conflict, adjust relationship, satisfy each other's need and maintain each other's self-interests. A negotiation must involve two or more participants and have a clear objective. It is a conferring activity on an equal basis and a process of communicating, discussion and persuasion to teach a consensus after each side makes concession.2.Business negotiation is a process of conferring in which the participants of business activities communicate, discuss, and adjust their views, settle differences and finally reach an acceptably satisfying agreement in order to close a deal or achieve a proposed financial goal. Business negotiation covers the exchange and sale of almost everything from tangible to intangible goods. The objective of business negotiation is to gain economic of financial interests. The core of negotiation is the price with equality and mutual benefit as its principle and rigorousness and accuracy as its key.3.International business negotiation refers to the discussion process between different interest groups from different countries or regions to complete a cross-border transaction. Any negotiation of this kind will be complicated and difficult due to the differences in languages, cultures, laws and politics involved. International business negotiators must have a good command of foreign languages,accurate and exact expertise, extensive knowledge of cross-culture communication, sensitive mind to the international politics, strong character or mentality, a firm and indomitable spirit and relevant negotiation skills.4.Due to different major participants, international business negotiation maybe divided into the following types: government-to-government, government-to-enterprise, producer-to-producer, producer-to-trader, retailer-to-producer, trader-to-trader, business-to-consumer negotiation between different countries.5.As far as the subject for negotiation is concerned, international business negotiation is classified as import and export goods negotiation, international technology trade negotiation, international service negotiation and international cooperation project negotiation. As the form are concerned, international business negotiation may be one-to-one, team-to-team, and multilateral. Or international business negotiation is a horizontal or vertical one according to the extent the negotiation concerns.6.Though international business negotiation takes on various forms, they fall into one of the following three basic categories: ①host-court negotiation vs guest-court negotiation; ②oral negotiation vs written negotiation; and ③formal negotiation vs informal negotiation.7.In real practice, there can not be such a line that clearly isolates one form of negotiation from another. For instance, two sides might act as host in turn during the negotiation, or choose a neutral location; oral negotiation and written negotiations are held alternately; informal negotiation can develop directly into formal one, or two sides straightforwardly start with formal negotiation.8.Time, location, people and subject matter should be taken into consideration in choosing the approaches to negotiation. Negotiators should not be rigidly formalistic. Instead, they should remember their goal is to reach a mutually acceptable settlement.。
