个性在商务谈判中的重要性

学 年 论 文

题 目 The Importance of Personality in the

系 别 外语系

专 业 英语

年 级 2010级

层 次 本科

学 号 [1**********]0

姓 名 何丽娜

指导老师 张妤 讲师

2012年07月20日

学年论文 成绩 等级

评语：

指导教师（签名） 年 月 日 Abstract：With the development of economy, business activities are increasing. Business negotiation plays an important role as the beginning of the business activities. In the era of rapid economic development, to people who engage in business negotiations, the learning of theoretical knowledge and mastery of the skills

strategy is extremely important. This paper is writing from the meaning and principles of business negotiation and personality which focus on personality characteristics of negotiator, expounds the importance of personality in the commercial negotiations.

Key words：commercial negotiations; personality; importance

中文摘要:随着经济的发展，商务活动日益增多,商务谈判作为商务活动的重要开端，对交易的成功起着重要作用。在经济飞速发展的时代，对从事商务谈判的人来说，学习理论知识和掌握技能策略是极其重要的。本文从商务谈判和个性的含义和原则出发;着重于谈判者的个性特点;阐述人的个性在商务谈判中的重要性。

关键词:商务谈判；个性；重要性

1. The Meaning and Principles of Business Negotiation and

Personality

Business negotiations are one people to meet their needs in order to coordinate the relationship between the behavior of coordination and agreement.

Business Negotiation is a process of coordination, business negotiations is the "cooperation" and "conflict" unity of opposites, business negotiation is mutually beneficial, business negotiations is based on economic interests. Negotiation mainly includes people,time,place and work. As for the "people" refers to the negotiators. Every negotiation, depending on the negotiation strategy, different negotiating partners, the purpose of negotiations, choose what kind of person become an important factor to accomplish the task.

Say simply, the character is a trait of a person's personality, such as intelligence, temperament, skills and virtues. Negotiators on behalf of the character is very different, but ruled out our own personality, it can usually be divided into three categories: leadership, conservative, and to convince type.

2. Personality Characteristics of Negotiator

2.1 Led negotiators

Led negotiators often go their own ways, self-awareness, and even stop at nothing to achieve the purpose. Their self-realization is intense, fanatical pursuit of results. Its characteristic mainly is: strong power desire, dare to decision, challenging, and quick returns.

When you meet this type of negotiators，When you encounter this type of negotiator, you have to fully prepared, and take measures accordingly, neither obedience nor can resist, we usually use two methods: playing hard, and beating around the bush. Do not let the opponent successfully achieve their own aims, and give some advantage to negotiate. Do not tell the true meaning, opponents to achieve their goals at the same time pay a price.

2.2 Conservative

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This type of people are unwilling to accept new challenges.The status quo is their biggest wish, they often pay attention to material, their main characteristic is poor independence. For this kind of person,the key is patience, you need to calm down, in order to win the the opponent's trust you should satisfy their needs, so that you can influence opponent's psychological activities and access to opponent's recognition.Then you can reach your own purpose. 2.3 Persuaded This type of negotiators are easygoing and informal section, they can cater to all kinds of rival, they can persuade someone unconsciously, they often very focus on their reputation, pay attention to social.They look friendly and mild, work with passion.

 In negotiation, you should not eager to hope for success, no sweet without sweat. Even if you want to reach agreement very much, you should not be anxious for success, negotiations need patience,you can keep up the pressure on opponent, then gradually reach own purpose. 3. Why Personality is Important

Like the old saying “Know your enemy and know yourself and then you will easy to succeed” We not only should know the individual character of negotiation opponent, also should build our personality. For our own sake, an efficient negotiator, he firstly should has good temperament and character.In modern society,negotiator's ability need more and more high,individual character is the basic guarantee to be succeed in the negotiations. Each man has his own personality traits, the negotiator also is . Understand the basic character of the negotiators, then we can according to their individual characteristics to prepare for the corresponding measures, that negotiation is more likely to succeed.

Personality is very important in negotiations.Because good character can impress people deeply, it is easy to make people to remember you.A good negotiator, his personality should has certainly positive effective, he can find his opponents' mistake 2

in the negotiation process, and accurately judge himself what to do. As a negotiator,he should has the following characteristics. First of all, negotiator should has a correct sense of himself, he should has a correct understanding of various aspects to himself.Such as ability, advantages, weaknesses, form and so on. In negotiation he should keep fully alert and good mindset.Secondly, he must has the ability to make decision,and can't be neglect and careless. He should has a high degree of responsibility and ambition and discipline. Outgoing negotiator's enthusiasm is bold and unrestrained, decisive and lively, introverted negotiator is cautious, conscientious and easy to calm down.

4.Conclusion

No matter which personality each negotiator has,he must know that personality is a important part in commercial negotiation.Things always have two sides, everyone should pay more attention to them, especially negotiator.

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Bibliography：

[1]石春玲. 谈判个性和心理[J / OL].互联网.2011.

[2]无名氏. 为什么说良好个性是谈判成功的基本保证[J / OL]. 互联网.2009.

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