| 国际商务谈判中利益冲突的预防与解决 |
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| 引用本文： | 卢秀华,;郭登明.国际商务谈判中利益冲突的预防与解决[J].荆州师范学院学报,2008(6):75-78. |
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| 作者姓名： | 卢秀华 ;郭登明 |
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| 作者单位： | [1]河南中原总机厂石油设备有限公司,河南濮阳457001; [2]长江大学机械工程学院,湖北荆州434023 |
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| 摘 要： | 商务谈判中因为双方都希望获得利益的最大化，常常面临利益的冲突。因此，了解各国商人谈判的特点、做好充分的谈判准备可以在一定程度上预防这些冲突的激化，谈判策略的恰当运用也可以在一定程度上避免冲突。当冲突出现时，要将人的问题与实质利益相区分，创造双赢的解决方案，借助客观标准解决谈判利益冲突问题。
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| 关 键 词： | 商务谈判 利益冲突 预防 解决 |
Prevention and Solution of Interests Conflicts in International Business Negotiations |
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| Institution: | LU Xiu-hua, GUO Deng-ming (1 Petroleum Equipment Co. LTD, Henan ZYZJ, Puyang Henan 457001 ; 2 College of Mechanical Engineering, Yangtze University, Jingzhou Hubei 434023) |
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| Abstract: | In business negotiations both parties are confronted with benefit conflicts because they hope to maximize their benefit. Understanding characteristics of foreign businessmen in negotiations and making good preparations will prevent the confliers worsening to a certain extent. The problem of human and essential interests should be distinguished to solve benefit conflicts in negotiation. |
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| Keywords: | business negotiation interests conflict prevention solution |
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