“双赢”谈判理念是把谈判当作一个合作的过程,视谈判对手如伙伴,与对方共同寻找满足双方利益的方案,真正实现共好双赢。从发展趋势来看,“双赢”谈判无疑有巨大的发展空间。但是,在实际工作中,尤其在处理商务谈判中的利益关系时,却存在着过分重视立场,对关系、利益重视不够、对潜在利益挖掘不充分等诸多问题。文章就商务谈判在把握利益时容易处理失当的几种关系进行了论述,从中探讨出实现“双赢”的谈判思路。 “Win-win ” The idea of ​​negotiation is to treat negotiation as a process of cooperation. Depending on the negotiation opponents, such as partners, we work together with each other to find solutions to meet the interests of both parties and achieve a total win-win situation. From the development trend, “win-win” negotiations undoubtedly have tremendous room for development. However, in practical work, especially when dealing with the interest relations in business negotiations, there are many problems such as paying too much attention to positions, paying insufficient attention to relations and interests, and insufficiently digging potential benefits. This article discusses several relationships that are easy to handle when business negotiations take advantage of interests and discusses the negotiation ideas for achieving “win - win ”.