The action and the process of reaching an agreement by means of exchanging ideas with the intention of spelling conflicts and enhancing the relationshio to satisfy each other's needs.
分为三个阶段-- 信息收集、讨价还价、谈判结束
国际商务谈判的特点
1)The objective of business negotiations is to obtain financial interest2) The core of business negotiations is price3) Its principle is equality and mutual benefit4) Items of contract should keep strictly accurate and rigorous
谈判的分类
Classified by chief negotiator
eg. 政府对政府, producer to producer, retailer to retailer
Classified by negotiation objective(根据谈判目标来分类)
eg. Technology trade, service trade etc
Classified by form
one to one, team (小组形式,每队分别几个人), multilateral(每一方都有很多人)