NorthChinaInstituteofWaterConservancyandHydroelectric
Power
自考助学毕业设计（论文）
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助学学校
专业
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指导教师
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摘要
在商务谈判过程中，让步策略是谈判成功的必要保证。让步策略是指在谈判过程中，利益主体为了满足自己的某种利益需要，必须放弃另外一些利益需要，以达到解决彼此之间的分歧，互相协调，利益互补的目的。
俗话说“退一步海阔天空”。其实谈判就是一个让步妥协的过程，而让步又是商务谈判中的普遍现象。可以说有商务谈判的存在，就有让步行动；没有了让步行动也就没有了商务谈判。让步其实是双方为了达成有效的协议而不得不采取的行动，那么在商务谈判中的让步究竟又有什么学问呢？本文将会对成功商务谈判中的让步策略进行研究和解读。
Abstract
Inthecourseofbusinessnegotiations,concessionspolicyisnecessarytoensuresuccessofthenegotiations.Concessionsstrategyinthenegotiationprocess,stakeholdersinordertomeettheneedofaninterest,youmustgiveupsomebenefitswillberequiredtoresolvetheirdifferencesandco-ordination,complementarityofinterestspurpose.
ThebusinessnegotiationsActivitiesineconomicactivities,thenegotiatingpartiesthroughconsultationtodeterminetheexchangeofavarietyofconditionsrelatedtoanessentialactivities,whichcanpromoteagreementbetweenthepartiesisanimportantpartofnegotiationsbetweenthetwosides.Businessnegotiationspeoplegluemutualadjustmentofinterests,reducedifferences,and,ultimately,theestablishmentofcommoninterestsdobehavioralprocesses.Ifnegotiationskillstomasterinappropriate,notonlywillmakethetwosidesclashedresultinginthebreakdownoftrade,butalsoleadtoeconomiclosses.Inbusinessnegotiations,shouldbegoodtocollectinformationrelatedtothecontentofthetalks,goodforseriousanalyticalthinking,graspthenatureoftheproblem,thenwhatyouwanttoexpressthecontent,applyingappropriatemethodsandstrategiesaccurate,conciseexpression.Second,understandingtheskillsofnegotiatingtime,place,andtheyalsooccupyanimportantpositioninthenegotiations.Finally,thenegotiationstrategytograsp.Suchas:startstrategy,pricingstrategy,refusedstrategies
Thesayinggoes,"takeastepbackward.Infact,negotiationisacompromisecompromiseandconcessionsisacommonphenomenoninbusinessnegotiations.Canbesaidthattheexistenceofthebusinessnegotiations,thereconcessionsaction;concessionsactiontherewillbenobusinessnegotiations.Concessionsfact,bothpartiestotheagreementhadtotakeaction,thenconcessionsinbusinessnegotiationsexactlywhatknowledgeThisarticlewillstudyandinterpretationoftheconcessionstrategysuccessfulbusiness