摘 要

　　　中國自加入WTO，我們與外商的直接接觸日益增多，國際商務(wù)談判的重要性中國來說對不言而喻，談判雙方在追求利益最大化的過程中，對談判人員提出了更高的要求。由于不同文化差異及政治、經(jīng)濟(jì)特征的影響，各國的談判人員的思維方式、群體觀念以及談判態(tài)度是不同的，因此，必須正確認(rèn)識國際商務(wù)談判中存在的文化差異、地域差異以及談判態(tài)度的差異。
本文將通過列舉人們談判中常有的態(tài)度，分析一些常見的錯誤態(tài)度，并針對錯誤的態(tài)度提出相應(yīng)的改進(jìn)要求。文章將分析談判前的準(zhǔn)備階段以及談判中正面交鋒時常有的各種態(tài)度，尤其分析研究談判陷入僵局時雙方應(yīng)有的合適態(tài)度。從而為實際談判活動提供一定的理論依據(jù)與建議。

【關(guān)鍵詞】 國際商務(wù)談判 談判態(tài)度 雙贏

Abstract

In the background of the world’s booming economy, after the entry to the WTO, we are get used to contract our foreign counterparties directly. The importance of international business negotiating is out of the question. And it definitely asks for higher quality of our staff in the process of maximizing the interests of the group. Because the differences of culture, politics and economy exists between the parties at the table, the method of people thinking and the concept of group can not be in the same way. So negotiators from different countries have different negotiating styles and we should pay our great attention to this point.
　　　This thesis lists the commonly adopted attitudes of negotiators and analyzes a certain false attitudes. Then, it puts forward the correspondent improving methods to the false attitudes .The attitudes for preparation and face to face conflicts will be focused in this thesis, especially the applicable negotiating attitudes during the deadlock, which aims to provide a certain theoretical foundation and suggestion to the factual negotiation activities.

【Key Words】 International Business negotiation; Negotiating Attitude; Win-win