共14頁(yè)，1.5萬(wàn)余字
Abstract: As we know the winner is always someone who knows his opponent well. Preparation plays a very important role in negotiation. If your preparation is sufficient, that will increase your self-confidence. Coping with the changes happened in negotiation calmly is the base to a successful negotiation. Background investigation, negotiation organizing and plans making are included in the business negotiation. The papers focused on how to do the preparatory work before negotiations and how to develop negotiation program before negotiations.
Key words: business negotiation preparation background investigation
摘要：事實(shí)證明，大部分重要的談判工作是在準(zhǔn)備階段完成的。一次成功的商務(wù)談判離不開精心的準(zhǔn)備和機(jī)智的表達(dá),但并不是一定要表現(xiàn)出精深的妙語(yǔ)或雄辯的口才,大多數(shù)人并不具備也無(wú)須具備語(yǔ)驚四座的特殊才能,但可以通過(guò)掌握一些談判的技巧,成為商務(wù)中的大贏家該篇論文的重點(diǎn)是怎樣做好談判前的準(zhǔn)備工作，論文難點(diǎn)是談判方案的制定。
關(guān)鍵詞：商務(wù)談判 準(zhǔn)備工作 背景調(diào)查



Outline:
ⅠThe importance of preparation before business negotiations
Ⅱ Background investigation
A cultural information
B opponent’s information
Ⅲ　How to organize a negotiation
A negotiator selecting
1 Strong political ideology
2 reasonable knowledge structure
3 personnel's ability
B Negotiator distribution
Ⅳ Negotiations plan making
A negotiations goal
B limit in negotiation
C Offers in negotiation
ⅤConclusion
Bibliography:
1何桂慶,淺談商務(wù)談判教學(xué)的優(yōu)勢(shì)與不足[J],《兵團(tuán)教育學(xué)院學(xué)報(bào)》2003 第二期
2http://info.jctrans.com/jinchu/myht/200552778739.shtm
3 http://www.law-walker.net/detail.asp?id=2481
4 http://www.emkt.com.cn/union/union_skill.shtml
5.http://www.soenglish.com.cn/Category/C0132/C013213/200608/20060801000000