商務(wù)談判與現(xiàn)代經(jīng)濟發(fā)展的關(guān)系.doc

商務(wù)談判與現(xiàn)代經(jīng)濟發(fā)展的關(guān)系（一）商務(wù)談判是企業(yè)獲得良好經(jīng)濟效益的不要手段企業(yè)是營利性的經(jīng)濟組織，企業(yè)追求的根本目標(biāo)是通過經(jīng)營活動取得良好的經(jīng)濟效益。而實現(xiàn)這一目標(biāo)最主要方法就是企業(yè)要實現(xiàn)產(chǎn)銷兩旺，但是要實現(xiàn)這一目標(biāo)并非易事。在當(dāng)前激烈的市場競爭條件下，企業(yè)能否實現(xiàn)產(chǎn)銷兩旺，往往受到各種主客觀條件的制約，如企業(yè)自身的實力，規(guī)模，狀況，設(shè)備水平，產(chǎn)品開發(fā)能力等。還受到企業(yè)外部條件的制約，最重要的就是企業(yè)的商務(wù)談判者能否及時有效的把產(chǎn)品推銷出去。目前，我國的商品市場是買方市場，在這樣的市場環(huán)境下，往往是很多企業(yè)的產(chǎn)品都很好，但最終誰能實現(xiàn)銷售在很大程度上取決于企業(yè)商務(wù)談判的工作的好壞，直接影響企業(yè)的經(jīng)濟效益。商務(wù)談判是企業(yè)取得良好經(jīng)濟效益的必要手段，企業(yè)要獲得良好的經(jīng)濟效益必須加強商務(wù)談判的工作。（二）商務(wù)談判是企業(yè)開拓市場，強化橫向和縱向聯(lián)系的主要方法市場是企業(yè)生存發(fā)展的基礎(chǔ)，在占領(lǐng)現(xiàn)有市場的基礎(chǔ)上，不斷開拓新市場，提高市場占有率，越來越受到現(xiàn)代企業(yè)的重視。而開拓新市場就需要尋求新的貿(mào)易伙伴，建立橫向和縱向的經(jīng)濟聯(lián)系或?qū)懽麝P(guān)系。所謂橫向聯(lián)系，就是指企業(yè)間的聯(lián)系或協(xié)作關(guān)系；所謂縱向聯(lián)系，就是指國家和地方與所屬企業(yè)的之間的聯(lián)系。企業(yè)運用自己的產(chǎn)品優(yōu)勢，價格優(yōu)勢，經(jīng)營優(yōu)勢，營銷手段優(yōu)勢等來開拓市場，尋求新的貿(mào)易伙伴，建立橫向的，縱向的，國際的，國內(nèi)的各方面的經(jīng)濟聯(lián)系。但是，所有這些都是要通市場過商務(wù)談判來是實現(xiàn)。因此，商務(wù)談判是企業(yè)開拓市場，強化經(jīng)濟聯(lián)系的主要方法。（三）商務(wù)談判是企業(yè)獲取市場信息的重要途徑市場信息是對市場運行及其屬性的一種客觀描述，是經(jīng)濟活動中各種發(fā)展變化和特征的真實反映。準(zhǔn)確，全面地掌握市場信息是企業(yè)采取正確對策的基本依據(jù)，是企業(yè)生存的基礎(chǔ)?，F(xiàn)代市場紛繁復(fù)雜，瞬息萬變，及時準(zhǔn)確的搜集市場信息，對企業(yè)有特別中要的意義。商務(wù)談判是企業(yè)獲取市場信息的重要途徑。主要表現(xiàn)在三個方面：（1）談判雙方在自身掌握信息及通過談判了解對方信息的基礎(chǔ)上，可以分析出有利于企業(yè)發(fā)展的有價值的市場信息，及時調(diào)整產(chǎn)品結(jié)構(gòu)，開發(fā)適銷對路的產(chǎn)品。（2）為了使本方在商務(wù)談判中取得有利地位，企業(yè)必須竟可能多的了解對方及市場信息，在商務(wù)談判中，就是要求企業(yè)為獲得談判的成功，必須全面了解對方的情況及市場信息。這種了解對方并于市場進行比較的過程，本身就使企業(yè)獲得了大量的信息。（3）談判雙方對談判內(nèi)容各個方面的要求及磋商，也是一種信息交流，在一定程度上也反應(yīng)了市場的需求及發(fā)展趨勢。（四）商務(wù)談判是企業(yè)經(jīng)營行為協(xié)調(diào)、統(tǒng)一的重要保證這主要表現(xiàn)在兩個方面：1、指企業(yè)的外部。不同企業(yè)在利益的驅(qū)使下，圍繞市場機制的運行，通過談判，各自對其生產(chǎn)、經(jīng)營策略作適當(dāng)?shù)恼{(diào)整，以達成協(xié)議，取得談判的成功，實現(xiàn)產(chǎn)品的銷售。這個過程本身就是以市場為核心，使企業(yè)經(jīng)營行為與市場需求相協(xié)調(diào)。2、指企業(yè)的內(nèi)部。談判協(xié)議的簽訂，是實現(xiàn)企業(yè)內(nèi)部每個成員的經(jīng)濟利益目標(biāo)的基本前提。這在一定程度上能成為引發(fā)企業(yè)人員工作積極性的一種內(nèi)在動力。The Relationship between Business Negotiation and Modern Economic Development(a) business negotiation is a necessary way the to obtain good economic benefit for the enterprises Enterprise is funded economic organization, enterprise pursues the fundamental goal is by operating activities good economic benefit is obtained. And to achieve this goal is the main method of enterprise must realize the production and marketing of two flourishing, but to achieve this goal is not easy. In the current intense market competition condition, enterprise can realize marketing two flourishing, often by subjective and objective restrictions, such as enterprises own strength, size, status, equipment level, product development capabilities, etc. But also by the enterprise external restrictions, most important is the enterprise of commercial treater can timely and effective the product sell. At present, Chinas commodities market is a buyers market, in such a market environment, often be many enterprise products are good, but eventually who can achieve sales depends largely on enterprise business negotiations work is good or bad, directly affects the economic efficiency of enterprises. Business negotiation is the enterprise has achieved good economic benefit necessary means, the enterprises must obtain good economic benefit must strengthen business negotiations work.(2) business negotiations are enterprises to exploit market, strengthen the horizontal and vertical contact the main methodThe market is enterprises survival and development foundation, the occupied the existing market basis, and constantly develop new market, improve market share and paid more attention to by modern enterprises. And explore new market will need to seek new trading partners to establish cross-sectional and longitudinal economic ties or writing relationship. So-called lateral ties between enterprises, is refers to the contact or the cooperation relations, So-called vertical integration, is refers to state and local and its subordinate enterprises connection between. Enterprise to use their own product superiority, price advantage, management superiority, marketing tool advantages to exploit market, seek new trade partner, establish the horizontal, vertical, the international, domestic all aspects of economic ties. But, all of these are the general market to have business negotiation is realized. Therefore, business negotiations are enterprises to exploit market, strengthening economic contact main ways.(3) business negotiation is the enterprise to get market information of important waysMarket information of market operation and its attributes is a kind of economic activity, is objective description of change and development characteristics of reality. Accurate, comprehensive control the market information is the enterprise take correct measures the basic basis, is the enterprise survival foundation. Modern market complex, in the twinkling of an eye, timely and accurate to collect and analyze the market information, enterprise should have a special meaning. Business negotiation is the enterprise to get market information of important ways. Mainly shown in three aspects:(1) the negotiations both sides in itself to grasp the information and understand each other information through negotiations on the basis of the analysis, can benefit the development of the enterprise useful market information, timely adjustment of product structure, develop marketable products.(2) in order to make his in business negotiations obtain advantageous position, the enterprise must have possibly more understanding of each other and market information, in business negotiations, is requests the enterprise in order to obtain the success of our talks, must fully understand each other and market information. This understand each other and in the market comparison process, itself make enterprise obtained much information.(3) the negotiations both sides of negotiation content of all aspects of requirements and consultations, and also is a kind of information exchange, to a certain extent, also reflects the market demand and development trend.(4) business negotiations are enterprise management behavior coordination and unity of the important guaranteeThis is mainly shown in two aspects:1, an enterprise external. In the interests of the different enterprises, driven by the oper