【正文】 exhausted. Limited power strategy Limited power strategy, is refers to the negotiators face harsh conditions each other, he will declare has not been granted this strategy, so that the other party to adhere to the conditions. This strategy is always the weaker party negotiators resistance to the last moment and a trump card use. The weaker party negotiators often with many restrictions to negotiate make oneself than to centralize power on major issues of negotiators in more favorable position. Because, the negotiators of the power are limited, can make it more robust position, can be elegantly to say: no, this is not my problem。 國際商務(wù)談判已成為國際交往和溝通的最主要方式 之一，談判中的利益主體都想在談判中獲得最大利益。 關(guān)鍵詞： 談判，策略， 技巧 白城師范學(xué)院本科畢業(yè)論文 III Contents Abstract .................................................................................................................................... I 摘 要 ........................................................................................................................................ II Ⅰ Introduction .........................................................................................................................1 Ⅱ International business negotiation and Distributive negotiation ..................................2 The definition of international business negotiation………………………………... 2 The characteristics of international business negotiation ....................................................2 International business negotiation method ..........................................................................3 Definition of Distributive negotiation .................................................................................3 The characteristics of Distributive negotiation ...................................................................4 Ⅲ Strategies of Distributive Negotiation ..............................................................................5 Equality conditions of the negotiation strategy ...................................................................5 Advantage conditions of negotiation strategy .....................................................................6 Disadvantages of negotiation strategies ..............................................................................7 Pay attention to the cultural differences in the negotiations................................................8 Ⅳ The Tactics of Distributive Negotiation .........................................................................10 . To prepare before the negotiation ....................................................................................10 Negotiation process to be just right to the use of different negotiation skills ...................11 Select concession time.......................................................................................................13 Concessions show sincerity ...............................................................................................13 In other concessions to concessions ..................................................................................13 Ⅴ The significance of The Strategies and Tactics of Distributive Conclusion ..............................................................................................................................15 References ..............................................................................................................................16 Acknowledgements ................................................................................................................16 白城師范學(xué)院本科畢業(yè)論文 1 Ⅰ Introduction In the process of global economic integration, China39。s high status people visit each other equal status, to attract each other39。s strength, attitudes, skills, layout, etc to find each other39。t get in the way of using the collective ingenuity, it is best to negotiating team size as five people, but every one of the five people must be independent. Negotiating team of five people, of course, impossible to know everything. Know everything about anything. Sometimes, due to the limitation of negotiating team personnel39。s negotiators often aggressive, barb, manding. Syntheticaperture posture. For this kind of negotiators, tired strategy is a very effective strategy. Such as cocky gradually kill 233。任何一項成功的談判都是靈活而巧妙地運用談判策略的結(jié)果，一個優(yōu)秀的談判人員必須諳熟各種談判策略與技巧，學(xué)會在各種情況下運用談判策略，以達(dá)到已方的目標(biāo)。s foreign trade and economic cooperation is being more and more extensive， the model of going out, please e in has bee the main stream in the development of enterprises in our country. On the one hand, wealthy human resources and natural resources in our country have also bee the world39。s attention. Will benefit the next formal negotiations. Cultural differences also affect the negotiators style negotiations. As the saying goes in different wind, ten different customs. Because of the existence of significant differences in countries all over the world historical tradition, political 白城師范學(xué)院本科畢業(yè)論文 9 system, economic status, cultural background, customs and values, so the negotiators style are different. American humor, pay attention to efficiency。s weakness, at the same time pressure on each other. Pressure usually, there are three kinds of methods: when the first method is to trade constantly keep clear petitive situation. Can you get the choice of the more the better, until a certain limit? To a certain stage, in order to pressure on each other, the more alternative, the 白城師范學(xué)院本科畢業(yè)論文 12 better。s pressure points, their bargaining power increase appropriately again after paring with each other. Set up the ideal negotiating team In order to minimize the internal check, and don39。s attention, disrupt their will, thus finding loopholes, seize