试论商务谈判在国际贸易中的独特功效

On the unique function of business negotiation in international trade

商务谈判是公司企业在国内外经济贸易活动中的重要手段和必经过程，有其自身的规律、规则，是科学性与艺术性的统一。商务谈判攸关贸易的成败、关系到公司企业的生存与发展。如何进行商务谈判呢？首先要弄清楚什么是谈判，美国谈判学会会长尼尔伦伯格指出：“谈判的定义最为简单，而涉及的范围最为广泛。每一项寻求满足的需要，至少都是诱发人们展开谈判过程的潜因。只是人们是为了改变相关关系而交换观点，只是人们是为了取得一致而磋商协议，他们就是在进行谈判。”商务谈判是一项集政策性、技术性、艺术性于一体的贸易经济活动，除了包含一系列经济活动的特点之外，仍然具有一般谈判的特征。

With the development of our country market economy, after we entered into the World Trade Organization, the trade activities both at home and abroad have been growing day by day, Now various negotiations constantly are carrying on, therefore, we need understand and grasp the commercial negotiations. Firstly, we must know about the concept and the characteristic of commercial negotiations, and know that it is a process with each other coordination and mutually affects, which as an achievement science and an art for win-win; Secondly, we must be familiar with important link of commercial negotiations. After we fix our goal, we should analyze ourselves, the negotiator, the competitor and kinds of social environment. We can build the good atmosphere in the start stage, then quote price and bargain after knowing the real situation in the substantive stage; Finally we can march into the conclusion and achieve the transaction. Certainly in a series of processes, the negotiator not only be required good quality, but also be desired to play necessary attention to correlation item when they use strategy and skills in order to show best in the nimble negotiations.