(格式模板1-尤.docVIP

On The Strategies of Handling the Deadlock in Business Negotiation 论商务谈判中僵局的应对策略 论文指导老师：刘彩霞 作 者：尤艳娇 2010年5月10日 ACKNOWLEGEMENTS For the completion of my paper, first and foremost, I wish to express my deepest gratitude to my supervisor miss Liu Caixia, who kindly introduced me into the field of business negotiation, offered me the most valuable instruction and advice, made a lot of necessary corrections as to the language and improved some ideas in my paper. Secondly, I would like to express my gratitude to all the teachers who have taught me in the Henan Finance and Taxation College. Their lectures have broadened my knowledge and horizons. I have benefited a lot from their earnest teaching and enlightening which are of my great help for my study. Thirdly, my gratitude goes to my classmates. They help me a lot and their friendship brings me warm and happy life during the college days. Finally, I will appreciate my family. They have had a profound influence on me and given me much support and encouragement in both my study and life. 论商务谈判中僵局的应对策略 摘 要 僵局是谈判中的一种不进不退的状态;当双方均不对分歧做出妥协时，谈判进程就会出现停顿，谈判也就进入了僵持状态。在谈判中，大多数人都像躲避瘟疫一样躲避僵局，他们害怕它。但事实上，“僵持是谈判中最有利的的战术之一，几乎没有什么能像僵持那样更有效地考验对方的力量和决心。”（建修，P314）“百足之虫，僵而不死”，僵持只要运用得当，完全可以化解其对谈判进程的损害，亦或利用其为自身谈判目的服务。 要知道，谈判高手往往敢于和善于利用僵持战术。因为他们知道，如何应对僵局的关键在于能正确认识出现僵局的原因，讲策略地利用僵局，巧妙地避免僵局，具体对症下药缓解僵局；只要能把握住这一点，就可使它变成争取成功的转机。该论文从意见分歧、感情上的伤害引起对立和谈判人员素质三方面分析了僵局的根源，并从僵局突破和利用两方面提出种种灵活具体的应对策略，如：多方案选择、场外调停、利益协调、低潮回避和以硬碰硬等。 关键词：僵局，原因，策略，避免 Abstract The deadlock in the negotiation is in a non-refundable state; When both sides do not make the compromise to the difference,the negotiations will come to a halt and also enter the negotiation stalement. During the negotiation ,most people avoid deadlock like the plague,and they are afraid of it. But in fact,the deadlock is one of the most favorable tactics in the negotiation and almost nothing can be more effective than a stalemate in testing the opposite party’s