摘要
在商务谈判中,谈判双方在要求上往往有较大的差异,为使双方达成一致意见,谈判时双方均需要做出一定的让步,才能达成预期的效果。在现实中常见的主要有互惠式、丝毫无损和予之远利、取之近惠三种让步策略,可根据实际情况来选择和确定,以保证在谈判中达到应有的目的,使双方能够双赢。
In business negotiations, there are large differences in the both sides of negotiation to the requirements. Therefore, the two sides should make a consensus in order to reach an agreement. Three concession strategies such as reciprocal type tend to ensure the successful negotiation.
出处
《包头职业技术学院学报》
2012年第3期28-29,82,共3页
Journal of Baotou Vocational & Technical College
关键词
商务谈判
差异
让步
策略
business negotiation
difference
concession
strategy
