何谓商务谈判?谈判是人们为了协调彼此之间的.关系，满足各自的需要，通过协商争取达到意见一致的行为和过程。
Negotiation takes place between human beings. It is the most common form of social interaction. Almost everybody in the world is involved in negotiations in one way or another for a good part of any given day. People negotiate over where to go for dinner, which movie to watch or how to split household chores.
Negotiation, in its modern sense, is defined in The Roots of Sound Rational Thinking as follows: the ability to deal with business affairs, to arrange by discussion the settlement of terms, to reach agreements through treaties and compromise, and to travel through challenging territory. All of these suggest a purposeful effort to resolve problems through talking and intellectual maneuvering. Negotiation includes consultation, bargaining, mediation, arbitration, and sometimes, even litigation.
Competitive style To try to gain all there is to gain
(竞争式谈判)
Accommodative style To be willing to yield all there is to yield
(通融式谈判)
Avoidance style To try to stay out of negotiation
(回避式谈判)
Compromising style To try to split the difference or find (妥协式谈判) an intermediate point according to some principle
Collaborative style To try to find the maximum possible (合作式谈判) gain for
both parties----by careful
exploration of the interests of all parties----and often by enlarging the pie
Vengeful style To try to harm the other
(报复式谈判)
Self-inflicting style To act so as to harm oneself
(自损式谈判)
Vengeful and self-inflicting style To try to harm the other and also
(报复和自损式谈判) oneself
People who go for the competitive style are known as hard-bargaining negotiators. They start off with outrageous
demands, using threats and other tactics to get what they want. One side typically starts out high and the other low. After several rounds of offer and counter-offer, the negotiators end up “splitting the difference”. In this form, negotiation is viewed as a game where each side tries to get the best deal for themselves. Neither side exhibits concern for the other side.