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“双赢”谈判是一种追求高效低耗、注重长远、面向未来的谈判理念 ,进入 2 0世纪 80年代以后 ,这一谈判理念受到国际社会越来越广泛的重视。“双赢”谈判最突出的特点在于 :坚持把谈判的人与谈判的问题区分开来 ;坚持关注利益而不是立场 ;坚持准备可行性方案在前 ,决策在后 ;坚持谈判结果建立在客观标准之上。在对外商务谈判中 ,为获得“双赢”甚至“多赢”的结果 ,需要运用一些基本的谈判策略 ,这些策略包括 :做谈判计划、运用“双赢”规则、不轻易让步 ,注重不同国家和区域间的文化差异等等。
The “win-win” negotiation is a kind of negotiation concept of pursuing high efficiency, low consumption, focusing on long-term and facing the future. Since the 1980s, the negotiation concept has drawn more and more attention from the international community. The most prominent feature of the “win-win” negotiation lies in: insisting on separating the negotiators from the negotiation problems; insisting on paying attention to interests instead of positions; insisting on preparation of feasible solutions before decision-making is followed; and insisting that the negotiation results are based on objective criteria on. In the course of foreign business negotiations, some basic negotiation strategies need to be adopted in order to win the “win-win” or even “win-win” solution. These tactics include negotiating plans, applying “win-win” rules, making concessions without paying more attention to different countries and regions Between the cultural differences and so on.