时间流逝得如此之快，我们的工作又迈入新的阶段，请一起努力，写一份计划吧。那关于计划格式是怎样的呢？而个人计划又该怎么写呢？下面是小编带来的优秀计划范文，希望大家能够喜欢!
在国际商务谈判前我们首先要承认文化的差异，做好心理准备，这样在出错的时候能及时调整好心理状态。在谈判时尽量避免含糊不清的语言和动作。
2.主动耐心地倾听并认可对方所表达的想法
倾听是国际商务谈判的一项重要活动。谈判者的首要任务就是收集信息，从而增强创造力。作为谈判者，你可以明白对方的观点，但却完全不同意对方的想法。
谈判者都希望自己的想法被对方理解，而对方的理解并不等于是同意。因此，如果你不断地点头，或者重复对方的观点。如"你的意思是这样吗......?"，让对方倒尽观点，努力了解对方的想法、需要和条件。这样，对方根本不会责怪你，反而会逐渐感到满意和被理解，从而对你所提出的观点也会表示理解。主动仔细地倾听，还有助于澄清因文化差异造成的一些模糊不清的问题，增加谈判成功的可能性。国外谈判专家有句话称"最便宜的让步就是让对方知道，他的话已被听进去了"。
3. 一定要将你的表达让对方听明白
为了让对方了解你的想法，你一定要让对方明白你的谈话，声东击西、兜圈子的话往往并不会增加谈判成功的可能性。虽然东方一些国家的谈判人员比较含蓄，会对沟通造成一定的麻烦，但是如果你也含蓄，那么谈判过程将更难，因此国际商务谈判者要学会表达自己的感受，而不是要指责对方。
谈判不是辩论，谈判双方也不是一个案于的原告和被告之间的交流关系，而是处于相同地位的审理同一个案子的两个法官的关系，也就是双方虽然有不同的见解，但最终还是要对"裁决"取得一致的意见。
4. 谈判的内容应该有针对性
谈判者在充分沟通的同时也要注意，内容太多，缺乏针对性，也会妨碍谈判的效率，有时也会产生相反的效果。在谈判中，浪费时间和精力对双方都是一种损失。尤其是针对那些高度个人主义的谈判人员，"生意不成，仁义在。"
谈判需要建立在相互信任、相互理解、相互尊重、保持友好的基础上，这样才能保持长久的合作关系。
谈判或洽谈就是指人们为了协调彼此的关系，满足各自的要求， 通过协调对话以争取达到意见一致的行为和过程。而所谓商务谈 判，则是人们为了协调彼此之间的商务关系，满足各自的商务需求， 通过协商对话以争取达成某项商务交易的行为和过程。洽谈和谈判 在本质上没有区别，只是在字面上有微妙的差异，洽谈，突出的是和 睦与彼此对谈的方式，色彩更温和，形式更灵活；谈判，强调的则是评 判分歧，得到某种结果。为了叙述方便，这里统一使用“谈判”两字。
商务谈判既是一门科学，又是一门艺术。优秀的谈判者，不仅要 求精通专业知识，掌握社会学、心理学、语言学等方面的知识，还要求 通晓礼仪知识，这样才能在谈判中得心应手，应付自如。商场如同战 场，在市场经济条件下，各行各业之间、企业之间，为了自己的经济利 益，寸利必争，毫不相让。但是商场毕竟不是战场，这种竞争不是真 刀明枪、你死我活的拼杀，商场上的较量是文质彬彬地进行的。即使 双方有争议，相持不下，一切言行也必须是彬彬有礼的。无论交易成 功与否，注重礼仪都是十分重要的。礼仪在商务谈判中起着重要作 用。
一个企业，如果能够热情周到、大方得体地接待客户，想对方之 所想，帮助对方解决困难，解决疑问，尊重对方，就会使客户感到你是 有诚意的，乐意同你打交道。在一个宽松和谐的氛围中谈判，就会自 然地缩短双方的距离，容易找到一个双方均能接受、彼此都可受益的 结合点。
在商务谈判中，交易双方可能并不了解，而个人形象往往是企业 形象的代表。有这样一种常见的现象：在商务活动中， 一方往往通 过对方的仪容仪表、举止言谈来判断对方，并通过对方来分析他（她） 所代表的企业的可信程度，进而影响与其交往的程度。由此可见，在 商务活动中，双方人员的高尚道德情操，彬彬有礼的言谈举止，渊博 的知识，得体的礼遇，都会给对方留下深刻的印象，并对企业产生好 感，减少谈判阻力，推动交易成功。
在商务谈判中，双方都要维护各自的经济利益，难免会发生一些 冲突。企业与企业、人与人之间因商务活动而产生的冲突，不是对 抗，更不可把交易中的矛盾变为对某个企业或个人的攻击，而要把人 和事区分开来。在商务谈判双方相持不下的时候，也要注意礼仪规 范，通过理解和勾通，找出双方都能接受的方案，通过交易，双方建立 友谊，成为长期的合作伙伴。即使交易不成，由于待人真诚，礼仪有 加，双方也会沟通感情，建立友谊，日后会寻找其他的合作途径。
商务谈判是在人与人之间进行的，因此谈判的过程又是一个人 际交往的过程。人际关系在谈判中往往起着十分微妙的作用。道德 水平低，礼仪修养差的人和企业，是无信誉可言的，在商场上很难取 得成功。而如果能够以诚相待，尊重对方，礼仪有加，感情融洽，谈判 就可能取得理想的效果。因此，在谈判过程的始终都应非常注重礼 仪。
谈判的语言要针对性强
在商务谈判中，双方各自的语言，都是表达自己的愿望和要求的，因此谈判语言的针对性要强，做到有的放矢。模糊，罗嗦的语言，会使对方疑惑、反感，降低己方威信，成为谈判的障碍。
针对不同的商品，谈判内容，谈判场合，谈判对手，要有针对性地使用语言，才能保证谈判的成功。例如：对脾气急躁，性格直爽的谈判对手，运用简短明快的语言可能受欢迎;对慢条斯理的对手，则采用春风化雨般的倾心长谈可能效果更好。在谈判中，要充分考虑谈判对手的性格、情绪、习惯、文化以及需求状况的差异，恰当地使用针对性的语言。
谈判中表达方式要婉转
谈判中应当尽量使用委婉语言，这样易于被对方接受。比如，在否决对方要求时，可以这样说：“您说的有一定道理，但实际情况稍微有些出入”然后再不露痕迹地提出自己的观点。这样做既不会有损了对方的面子，又可以让对方心平气和地认真倾听自己的意见。
其间，谈判高手往往努力把自己的意见用委婉的方式伪装成对方的见解，提高说服力。在自己的意见提出之前，先问对手如何解决问题。当对方提出以后，若和自己的意见一致，要让对方相信这是他自己的观点。在这种情况下，谈判对手有被尊重的感觉，他就会认为反对这个方案就是反对他自己，因而容易达成一致，获得谈判成功。
谈判中要会灵活应变
谈判形势的变化是难以预料的，往往会遇到一些意想不到的尴尬事情，要求谈判者具有灵活的语言应变能力，与应急手段相联系，巧妙地摆脱困境。当遇到对手逼你立即作出选择时，你若是说："让我想一想"，"暂时很难决定"之类的语言，便会被对方认为缺乏主见，从而在心理上处于劣势。此时你可以看看表，然后有礼貌地告诉对方："真对不起，9点钟了，我得出去一下，与一个约定的朋友通电话，请稍等五分钟。"于是，你便很得体地赢得了五分钟的思考时间。
恰当地使用无声语言
商务谈判中，谈判者通过姿势、手势、眼神、表情等非发音器官来表达的无声语言，往往在谈判过程中发挥重要的作用。在有些特殊环境里，有时需要沉默，恰到好处的沉默可以取得意想不到的良好效果。
商务谈判对话范文
谈判方式会因文化而异。谈判时限的控制也很重要。不同文化具有不同的时间观念。下面第一范文网小编整理了商务谈判对话范文，供你阅读参考。
jason: nice to meet you, my name is jason brown, the human resource manager of pangda company, this is our general manager jason.
jerry: nice to meet you, mr. brown, i am jerry white the deputy of qihang training company and this is my assistant neil.
jason: glad to see you neil. now that we are all here, let's begin the talk, shall we?
jerry: that is ok, mr. brown. since we have receive your request, we have made a proposal on the training project, can we show it to you right now?
jason: yes, please.
neil: well, we have prepared a variety of training projects and we plan complete it in 100 days. the cost of this project will depend on the types of training, the manage training will cost 600 ponds per day and the sale training will cost 500 ponds per day. if you don't have any questions, we would like start this agreement at any time you like.
jason: we truly consider your company will do a good work and have no question on the training project, but i'm a little worried about the prices you're asking.
jerry: you think we about be asking for more?
jason: that's not exactly what i had in mind. we think the price is a little high, as a matter of fact, our company will send dozens of people in this training. we want you can reduce the price with number up.
jerry: i am sorry, we can not agree it. as the training prepared, we will begin the class no matter how many people attend it. it really makes no difference.
jason: yes, we know this problem; however, with so many people trained dozens of days, it is really a volume sale. we need a discount is reasonable.
jerry: ok, we can understand you, in that case, we'd like give you a 5 percent discount if you can attend 80 days' training; if more than 100 days, we can give you another 5 percent discount.
jason: thank you for your understanding, but as a large company, many things may happen in some days, it is really difficult for us to ensure 80 days no more than 100 days. we will appreciate it very much if you can reduce 100 ponds per day.
neil: please, mr. brown, the training we going to provide is especially prepared, we can not afford it if you can't ensure days. we'd rather give you 14 present if you can ensure 100 days.
jason: don't be worried, sir. i don't mean we will not attend 100 days, i just list a situation may happen in the future. meanwhile, we are looking for a long term partner, there are many opportunities we can cooperate.
jerry: sorry, mr. brown, i am afraid i can not give you a definite reply right now, show we have a break?
jason: of course, take your time.
jerry: how do you think their view?
neil: maybe what they are saying is fact, but, as for us, we can't accept. the very big problem is they can not ensure days, for this condition, we can't agree 100 ponds reducing per day.
jerry: that's right, therefore, what we are going to do next is protect our profit as much as possible.
neil: yes, 100 ponds is unacceptable, 60 ponds per day may be ok. 540 ponds and 440 ponds, it is should be our bottom line of this agreement, if they don't accept it or give some useful suggestion, we may end up the day.
jerry: i think that will be perfect, after all, we should ensure ourselves firstly.
neil: mr. brown, i think we can continue our talk.
jerry: i have to say, mr. brown, you really give me a difficult problem, reducing 100 per day is too much for us, we may face some financial risks. since you can not ensure days, we can only provide you 60 ponds reducing per day, if you can not accept it we may say sorry to you.
jason :come on, mr. white, i know what you are worried about, it is a fact that we can't ensure days but we can give you the money before the training completed, if you accept 100 ponds reducing per day we will pay all the money in 15 days, how do you think it?
neil: sounds like a good idea, but we'd like fix it about 80 ponds reducing per day, that will be more early accepted by both side.
jason: it is still a little high. but just like we have said in the front, we are looking for a long term partner; i hope that we can continue our cooperation. as for that, i think we can reach an agreement.
jerry: thanks! i believe that we will have an exciting cooperation in the future.
dan smith是一位美国的健身用品经销商，此次是robert liu第一回与他交手。就在短短几分钟的交谈中，robert liu既感到这位大汉粗犷的外表，藏有狡兔的心思——他肯定是沙场老将，自己绝不可掉以轻心。
双方第一回过招如下：
d: i'd like to get the ball rolling (开始) by talking about prices.
r: shoot. (洗耳恭听) i'd be happy to answer any questions you may have.
d: your products are very good. but i'm a little worried about the prices you're asking.
r: you think we about be asking for more? (laughs)
d: (chuckles莞尔) that's not exactly what i had in mind. i know your research costs are high, but what i'd like is a 25% discount.
r: that seems to be a little high, mr. smith. i don't know how we can make a profit with those numbers.
d: please, robert, call me dan. (pause) well, if we promise future business - volume sales (大笔交易) - that will slash your costs (大量减低成本) for making the exec-u-ciser, right?
r: yes, but it's hard to see how you can place such large orders. how could you turn over (销磬) so many? (pause) we'd need a guarantee of future business, not just a promise.
d: we said we wanted 1000 pieces over a six-month period. what if we place orders for twelve months, with a guarantee?
r: if you can guarantee that on paper, i think we can discuss this further.
robert回公司呈报dan的提案后，老板很满意对方的采购计划;但在折扣方面则希望robert能继续维持强硬的态度，尽量探出对方的底线。就在这七上八下的价格翘翘板上，双方是否能找到彼此地平衡点呢?请看下面分解：
r: even with volume sales, our coats for the exec-u-ciser won't go down much.
d: just what are you proposing?
r: we could take a cut (降低) on the price. but 25% would slash our profit margin (毛利率). we suggest a compromise -10%.
d: that's a big change from 25! 10 is beyond my negotiating limit. (pause) any other ideas?
r: i don't think i can change it right now. why don't we talk again tomorrow?
d: sure. i must talk to my office anyway. i hope we can find some common ground (共同信念) on this.
next day d: robert, i've been instructed to reject the numbers you proposed; but we can try to come up with some thing else.
r: i hope so, dan. my instructions are to negotiate hard on this deal - but i'm try very hard to reach some middle ground (互相妥协).
d: i understand. we propose a structured deal (阶段式和约). for the first six months, we get a discount of 20%, and the next six months we get 15%.
r: dan， i can't bring those numbers back to my office -- they'll turn it down flat (打回票).
d: then you'll have to think of something better, robert.
dan上回提议前半年给他们二成折扣，后半年再降为一成半，经robert推翻后，dan再三表示让步有限。您知道robert在这折扣缝隙中游走，如何才能摸出双方都同意的数字呢?他从锦囊里又掏出什么妙计了呢?请看下面分解：
r: how about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?
d: that's a lot to sell, with very low profit margins.
r: it's about the best we can do, dan. (pause) we need to hammer something out (敲定) today. if i go back empty-handed, i may be coming back to you soon to ask for a job. (smiles)
d: (smiles) o.k., 17% the first six months, 14% for the second?
r: good. let's iron out (解决) the remaining details. when do you want to take delivery (取货) ?
d: we'd like you to execute the first order by the 31st.
r: let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.
d: right. we couldn't handle much larger shipments.
r: fine. but i'd prefer the first shipment to be 1000 units, the next 20xx. the 31st is quite soon - i can't guarantee 1500.
d: i can agree to that. well, if there's nothing else, i think we've settled everything.
r: dan, this deal promises big returns (赚大钱) for both sides. let's hope it's the beginning of a long and prosperous relationship.
