Abstract:Since China’s entry into WTO on November 11,2001, our country is closely connected to the global economy. As a result of globalization of trade and information, international business negotiation has become an increasingly significant topic. Large firms as well as the small and medium enterprises pay greater attention to it. Because international business negotiation is not merely about the success of the deal between two parties, but makes tremendous impact on the propects of the company.
International business negotiation is not only a face to face conversation, it is a game, a contest. The entire process involves several complicate fields such as sociology，psychology，linguistic, logic and so on. In order to achieve the goal, several steps should be taken. Before the international business negotiation, we should make full preparation. Some aspects should be drawn attention. Collecting information of the customer as well as the negotiation strategies are inevitable. Another important thing is to choose a proper time and place for meeting. When we come to the course of international business negotiation, numerous skills are strongly acquired including asking questions, concession, breaking an impasse and using body language. Doing business is difficult and to maintain a good relationship with partner is harder. Thus, we should keep in touch with customers after the negotiation and usually gift will help a lots. As we all know, culture makes difference. Culture diversity has an influence which can not be ignored on the international business negotiation. Only by doing well in all these sections can we succeed in the international business negotiation.
Key words: international business negotiation; preparation; skills; maintain relationship; culture diversity
中文摘要:自从中国在2001年11月11日加入WTO，我国与世界经济联系越来越密切。由于贸易与信息全球化的发展，国际商务谈判已成为日益重要的课题，引起大中小型企业的重视。国际商务谈判不仅仅是关乎于交易是否成功，还对企业的未来发展有着巨大的影响。
国际商务谈判不仅仅是面对面的交谈，也是一场激烈的博弈较量。整个过程涉及到了不少复杂的领域，如社会学，心理学，语言学，逻辑学等。我们需要注意把握几个环节才能在国际商务谈判中取得成功。首先，我们要在谈判前做好充分的准备，其中包括了解客户信息，制定谈判策略以及安排正确的会谈时间和地点。在谈判过程中，我们需要掌握许多方面的技巧，例如提问，让步，处理僵局和身体语言的运用。虽说做成一笔交易难，但要维系双方的合作伙伴关系更难。如何跟客户建立更长远友好的关系也是非常重要的。众所周知，不同的国家有不同的文化特点，这也决定了他们看待事物的不同角度。我们同样不能忽视文化差异对国际商务谈判的影响。
关键词：国际商务谈判，谈判前准备，谈判过程中的技巧，长远合作关系，文化差异
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