中文摘要：在当前的商务背景下，从商务谈判的概念入手深入探讨了商务谈判中信息收集的重要性。通过案例与理论相结合的方法将信息对商务谈判的影响进行分析，讨论了信息收集对商务谈判的影响，旨在为今后的商务谈判提供更完整、更有效的准备工作。研究结果表明，信息收集是商务谈判的前提和基础，在商务谈判中起着重要作用。本文的结论会为将来的商务谈判信息收集研究提供重要依据也为商务谈判的顺利进行提供更坚实的基础理论。

关键词：商务谈判；信息收集；影响

Contents

Abstract

中文摘要

I Introduction-1

II Overview of Business Negotiation-2

2.1 Definition and Role of Business Negotiation-2

2.2 Principles of Business Negotiation-3

2.3 Composition of Business Negotiation-4

2.4 Preliminary Work in Business Negotiation-5

Ⅲ Information Gathering Prior to Business Negotiation-7

3.1Information Gathering-7

3.2 Channels and Methods of Information Gathering-7

3.3 Content of Information Gathering-9

3.3.1 Macro Information-9

3.3.2 Micro Information-10

3.4Information Gathering Requirements-11

IV Impact of Information Gathering on Business Negotiation-13

4.1Rational Use of Information-14

4.2 Purpose and Role of Information Gathering-14

4.3 Importance of Information Gathering-16

Conclusion-17

References-18

Acknowledegements-19