影响中国商业谈判的因素分析

The Analysis of The Factors That Effect Chinese Business Negotiations

商业谈判是商业活动中一个必不可少的组成部分。为了了解影响中国商业谈判的因素,笔者在北京、温州和邯郸三个城市的几十家企业里组织了102组商业模拟谈判,并对相关数据进行了分析。数据结果揭示了中国商业谈判者的个人特征、谈判策略及谈判气氛等因素对谈判结果所产生的影响,以及这些因素之间的相互作用。文章最后针对这些分析结果提供了相应的现实商业谈判操作启示。

Business negotiation is a necessary part in business activities. For understanding the factors that affect Chinese business negotiations, the author organized 102 groups of business negotiation simulations in Peking, Wenzhou and Handan, and did an empirical analysis. The results showed that the effects on negotiation outcome variables of negotiator's personal characteristics, negotiation strategies and negotiation climate, etc., and the relationships among these factors. Based on these results, corresponding management implications were provided at the end of the paper.