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谈判是我们进行国际商务活动的一个极其重要的环节.它涉及有关项目合作或交易的内容、价格、义务与责任以及其他条件,都必须通过谈判确定下来.谈判的结果如何,将直接关系到双方利益.总结国际商务谈判的经验教训,研究国际商务谈判的规律,探讨谈判技巧的正确运用,妥善处理谈判中出现的各种问题,是我们贯彻对外开放政策,开展国际商务活动的一个重要方面。

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一个完整的谈判过程要包括准备阶段、接触阶段、实质阶段、协议阶段、执行阶段五个阶段, 其相互之间彼此衔接、不可分割,而且一件工作往往需要通过若干个谈判过程周而复始、循环往复地进行才能得以最终完成。

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国际商务谈判中的价格谈判是整个谈判中最敏感和最关键的部分,一次谈判能否取得成功常常取决于价格能不能为双方所接受.国际贸易中的价格也是由多种因素构成的,影响价格的因素非常复杂,涉及范围广泛.国际商务谈判者如果能对影响价格的各种因素进行调查、比较、研究和分析,做到心中有数,那么,常常就会柳暗花明,找到通向成交的捷径。

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合同条款是国际商务谈判必定要涉及的一项基本内容，但是由于国际商务交易的复杂程度各不相同,合同的类别各不相同,合同条款的多少也各不相同,因此在进行合同条款的谈判时,应尽可能按照完善，全面、准确、肯定和严密的要求来处理。

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在国际经济合作中,我们首先要明确: 在商务交往中,风险是难以避免的.国际商务谈判中需要研究的风险既包括商务活动进行过程中存在的风险,也包括由谈判活动所带来的风险。对此,必须搞清在国际商务谈判中一定的作为或不作为所可能造成的直接和间接的经济损失的原因与程度,以及在谈判中可以采取怎样的对策来避免和减少这种损失.

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在国际商务谈判中经常会发生这样一种情况:谈判到一定阶段,双方都会有这么一种感觉,似乎已经退到不能再退的地步,谈判已无法进行下去了。这就是人们通常所说的谈判陷入了僵局。首先就要了解僵局的性质、产生的原因, 看看究竟在 哪个问题上双方出现了不可消除的分歧,只有对情况有通盘的掌握, 并作出正确的判断, 才能进一步采取相应策略, 选择有效方案, 然后重新回到谈判桌前, 解决令双方困扰的难题, 为达成交易开辟道路。

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国际商务谈判所涉及的因素比仅限于国内的商务谈判要复杂得多,因此对参与谈判的人也提出了更高的素质要求。同时, 国际商务谈判又常常是一场群体间的交锋,单凭谈判者个人的丰富知识和熟练技能,并不一定就能达成圆满的结局,整个谈判队伍的组织精良,协调裕如是保证自身利益,获得尽可能令双方满意的谈判成果的必要条件。

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贷款协议签订时,在两个条款上存在疏忽,给日后有关子项目的协议谈判留下了“祸根”.第一, 贷款协议中有两项条款使我们很被动;第二, 因为考虑到时间紧,认为再进行招标进度跟不上,于是在咨询项目上采取了询价的做法,没有广泛接触客户,结果使对方掌握了主动权。

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在某基础设施建设项目中,我们与欧洲的B国合作生产一种重型设备.我方有两家大型企业和一家设计院参加该重型设备制造就由中外这四家企业联合承包,业主是上海M公司。四家单位在合作过程中产生了一些矛盾,使工程在开始阶段就很不顺利，在施工过程中,中外双方常常为一些具体问题争执不下。这是一个典型的合同执行阶段的谈判僵局。

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CommonID:DIR_13794390,ID:3794390,SiteID:14,Type:chapter,Code:null,ParentId:0,InnerCode:155064,name:案例三 一项国际工程招标项目的谈判,ShortName:,SubName:,EnTitle:Case 3 A Negotiation of an International Bid for an Engineering Project,EnShortTitle:,EnSubTitle:,Level:0,BookId:3794019,AbstractCH:

国际工程招标项目中常涉及招标所在国不能全部解决的机械设备和先进技术等问题,这就需要从外国引进或与外国厂商合作生产。因此,国际工程招标项目中常包含进口业务。这种进口业务与单纯商品进口业务相比, 既有其共同性, 也有其特殊性。

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CommonID:DIR_13794391,ID:3794391,SiteID:14,Type:chapter,Code:null,ParentId:0,InnerCode:155065,name:案例四 一条电气化铁路项目管理合同的谈判,ShortName:,SubName:,EnTitle:Case 4 A Negotiation of Project Management Fee,EnShortTitle:,EnSubTitle:,Level:0,BookId:3794019,AbstractCH:

这是一个有关涉外项目管理合同谈判的案例谈判陷入僵局,双方的焦点在于价格, 其背后的原因却在于强迫。一些发达国家利用自己的实力与地位,强迫有求于它们的发展中国家接受其不合理的条件,然而遭到发展中国家的拒绝,这是发展中国家与发达国家商务谈判中一个常见的现象。同时, 我们也可发现一个重要的国际合作项目不可避免地会涉及国家与国家之间的关系,体现了政治与经济的辩证统一.

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