中文摘要：在经济全球化的大背景下，各国的经济都在不断发展，贸易竞争也变得越来越激烈，企业之间的商务活动也日益增多，商务谈判也成为企业间合作的桥梁。谈判是一种博弈和平衡的艺术，为了谈判能够顺利进行并取得一个令人满意的结果，谈判方案是必不可少的。谈判方案的制定是商务谈判准备阶段的一个重要部分，并在整个谈判过程中指引着谈判进程，一个好的谈判方案也会提高商务谈判的成功率。谈判方案的主要内容包括确定谈判主题和目标，以便于明确谈判的要点，要制定恰当的谈判策略来应对对方的问题，还要安排好谈判议程，明确谈判的时间和地点，这样谈判人员在才能够在谈判中临危不惧，从容应对。本篇文章通过对谈判方案内容的深入分析并结合案例，目的是探究谈判方案对商务谈判的影响。

关键词：商务谈判；谈判方案；影响

Contents

Abstract

中文摘要

I Introduction-1

II Business Negotiation and Negotiation Planning-2

2.1 Business Negotiation-2

2.2 Negotiation Planning-3

III Preparation for Business Negotiation-6

3.1 Collecting Business Negotiation Information-6

3.2 Setting Up a Business Negotiation Team-6

3.3 Making a Feasible Negotiation Planning-7

3.4 Arranging a Simulation Negotiation-8

IV Negotiation Planning in Business Negotiation-9

4.1 Formulation of Negotiation Planning-9

4.1.1 Determining the Negotiation Theme-9

4.1.2 Determining the Negotiation Objective-9

4.1.3 Formulating the Negotiation Strategy-10

4.1.4 Arranging the Negotiation Agenda-11

4.2 The Relationship Between Negotiation Planning and Business Negotiation-12

V The Impact of Negotiation Planning on Business Negotiation-13

5.1 Guiding the Progress of Business Negotiation-13

5.2 Improving the Success Rate of Business Negotiation-14

Conclusion-17

References-18

Acknowledgements-19