兰州交通大学 学期论文
中文题目 国际工程谈判中的战术运用分析
英文题目 The Analysis of Application of Tactics
for International Project Negotiation
专 姓 学
业 名 号
英 语
阮伟杰
201106424 刘 虹 June.13 指导教师 提交日期
兰州交通大学
学期论文评语
指导教师： 成绩
摘要
随着经济全球化的迅速发展和国家“走出去”战略的实施，我国对外承包工
程规模日益扩大，合作领域不断拓宽，同时也面临着巨大的机遇和挑战。
国际工程是工程项目从咨询、融资、采购、承包、管理以及培训等各阶段的参与者来自不同国家，按照国际通用的项目管理模式进行管理的工程。一项国际工程包括招标、投标、融资、谈判等一系列程序，还有保险、索赔、争端和仲裁等的处理。谈判是一门艺术，而有关施工方面的谈判则是一门更高层次的艺术。业主和承包商之间谈判的成功与否直接关系项目能否顺利进行。所以，双方在谈判过程中应运用一定的战术和技巧。本论文通过分析国际工程中的谈判战术，旨在指导我们在谈判中更好地达到某一具体目标，实现双方利益最大化。
本论文由五部分组成。第一章，对谈判在国际工程中的重要性和必要性进行论述，对谈判这一具体程序进行简明扼要的介绍。第二章，通过阐述谈判者在谈判前的准备以及对工作的熟悉，说明会议前的储备是一项最基础的谈判战术。第三章，介绍最重要的两项谈判战术，分别是会议的控制和高额索赔。第四章，补充介绍一些其他的战术。第五章即结论部分，对论文进行了总结，强调了战术的应用在一项国际工程谈判中的重要性。
关键词：国际工程 谈判 战术运用 技巧
Abstract
With the rapid development of economic globalization and the implementation
of the national strategy “going out”, the scale of China’s foreign contracted projects is increasing and the areas of cooperation is broadening. At the same time, it’s also faced with many enormous challenges and opportunities.
International project is a kind of projects, whose participants are from different countries from consulting, financing, procurement, contracting, management and training such various stages.① An international project includes bidding, tendering, financing, negotiations and a series of procedures. Surely insurance, claims, disputes and arbitrations are also included. Negotiation is an art, and negotiation in construction is a high form of that art .Whether the negotiation between the owner and the contractor is successful or not is directly related to whether the project can run smoothly or not. So both parties should use some strategies and tactics. By analyzing the application of tactics for international projects, this paper is intended to guide us to achieve a special goal better in the negotiation and to realize maximum benefits between both sides.
This paper consists of five parts: the first chapter discusses the importance and necessity of negotiation in international projects and gives a brief introduction to specific procedure of negotiation. The second chapter, through stating negotiator’s preparation and familiarity with the job, it’s aimed at showing that the reserve before the meeting is the most basic negotiation tactic. The third chapter introduces two most important negotiation tactics, control of the meeting and tactics –large claims. The forth chapter adds some other tactics. The fifth chapter is the conclusion of this paper, emphasizing the importance of the application of the tactics in the international projects’ negotiations.
Key words: international projects negotiation application of tactics strategies
Contents
Chapter one Introduction……………………………………….1
1.1 The importance of the negotiation …………………………....................1 1.2 The specific procedures in negotiations………………………………….1
Chapter two Basic tactics………………………………………..2
2.1 Preparation ……………………………………………………………….2 2.2 Knowledge ………………………………………………….....................2
Chapter three Important tactics…………………………………...3
3.1 Control of the meeting……………………………………………………3 3.2 Large claims ……………………………………………………………...3
Chapter four Other tactics ………………………………………..4 Chapter five Conclusion …………………………………………..5 References ……………………………………………………………6
工程英语论文
