基于知根知底策略的国际商务谈判技巧研究——以澳企在华设厂谈判为例

Research on International Business Negotiation Skills Based on the Strategy of Knowing the Root and Bottom——Taking the negotiation of Australian companies setting up factories in China as an example

随着经济全球化的不断发展,跨国商务谈判也随之增长。但由于各国文化背景、风俗习惯、地理位置的不同导致在谈判场上谈判人员谈判目标、谈判风格、行为言语以及谈判策略等会出现差异。知根知底策略在国际商务谈判上可以发挥重要作用。因此,现以澳大利亚企业在中国设酿酒厂的谈判为案例,从知根知底策略的运用出发,对其中所涉及的知根知底策略进行深入分析和研究,得出相关结论和启示,为国际商务谈判策略的选择提供可能的参考和借鉴。

With the continuous development of economic globalization,transnational business negotiations are also growing.However,due to different cultural backgrounds,customs and geographical locations,negotiators may have different negotiation goals,negotiation styles,behavioral language and negotiation strategies.The strategy of knowing the root and the bottom can play an important role in international business negotiations.Therefore,this paper takes the negotiation of Australian enterprises to set up breweries in China as a case,starting from the application of the root knowledge strategy,conducts in-depth analysis and research on the root knowledge strategy involved,draws relevant conclusions and inspiration,and provides possible reference and reference for the selection of international business negotiation strategies.