本文選題：商務(wù)談判 + 談判者�。� 參考：《西南財(cái)經(jīng)大學(xué)》2012年博士論文

【摘要】：商務(wù)談判是人類社會(huì)經(jīng)濟(jì)生活中的重要內(nèi)容之一,是企業(yè)間及企業(yè)與外部信息溝通、業(yè)務(wù)往來(lái)的重要手段。在經(jīng)濟(jì)全球化的背景下,不同區(qū)域范圍內(nèi)的商務(wù)談判日益顯示出其普遍性和重要性。對(duì)商務(wù)談判的相關(guān)問(wèn)題做深入研究有極大的理論意義和實(shí)踐意義。 至今為止我國(guó)加入WTO已經(jīng)11年,我國(guó)加入世貿(mào)組織取得了巨大的成就：1.我國(guó)對(duì)外貿(mào)易在世界貿(mào)易中所占比重顯著上升,從4.3%提高到10.4%,加入WTO為我國(guó)的經(jīng)濟(jì)發(fā)展帶來(lái)了巨大商機(jī),進(jìn)出口規(guī)模也在不斷擴(kuò)大。在出口方面我國(guó)已經(jīng)躍居世界第一,在進(jìn)口方面居世界第二。我國(guó)已經(jīng)成為名副其實(shí)的世界進(jìn)出口大國(guó)。世界貿(mào)易組織的巨大商機(jī)有效推動(dòng)了我國(guó)世界貿(mào)易的快速發(fā)展,其增長(zhǎng)速度是我國(guó)近三十年最快的,在世界范圍內(nèi)也居于最前端。2.我國(guó)綜合經(jīng)濟(jì)實(shí)力增強(qiáng)。十年前我國(guó)國(guó)內(nèi)生產(chǎn)總值在世界范圍內(nèi)還位居世界第六,加入WTO后的10年,我國(guó)經(jīng)濟(jì)總體快速增長(zhǎng),連續(xù)多年保持兩位數(shù)的增長(zhǎng)速度。無(wú)論是國(guó)內(nèi)生產(chǎn)總值還是國(guó)內(nèi)人均收入,以及外匯儲(chǔ)備量都呈獲得極大增長(zhǎng),我國(guó)已成為世界第二大經(jīng)濟(jì)體。3.我國(guó)經(jīng)濟(jì)的快速發(fā)展對(duì)推動(dòng)世界經(jīng)濟(jì)的發(fā)展起到了積極的影響。4.中國(guó)已經(jīng)成為世界經(jīng)濟(jì)穩(wěn)定增長(zhǎng)的重要力量。5.中國(guó)經(jīng)濟(jì)發(fā)展為不發(fā)達(dá)國(guó)家經(jīng)濟(jì)發(fā)展做出了極大貢獻(xiàn)。6.產(chǎn)業(yè)競(jìng)爭(zhēng)力不斷增強(qiáng),出現(xiàn)了在世界范圍內(nèi)有競(jìng)爭(zhēng)力的大企業(yè)。這些成就進(jìn)一步說(shuō)明對(duì)促進(jìn)我國(guó)國(guó)內(nèi)國(guó)際貿(mào)易、我國(guó)流通產(chǎn)業(yè)發(fā)展、我國(guó)商業(yè)發(fā)展的商務(wù)談判深入研究十分必要而且重要。 國(guó)際商務(wù)談判中我方或與WTO規(guī)則不合、或因?yàn)榧尤隬TO的承諾、或因中國(guó)企業(yè)在國(guó)際談判中的不利使得政府介入企業(yè)與企業(yè)的談判而時(shí)常處于被動(dòng)。 如2004年因我國(guó)限制焦炭出口措施違反WTO規(guī)則引發(fā)中歐焦炭貿(mào)易談判,如2005年因我國(guó)加入WTO的承諾而引發(fā)中國(guó)與歐盟及美國(guó)的紡織品貿(mào)易之爭(zhēng),再如中國(guó)自1996年起大量進(jìn)口鐵礦石,2003年成為世界第一大鐵礦石進(jìn)口國(guó),但是中國(guó)與世界三大鐵礦石供應(yīng)商的價(jià)格談判,中國(guó)卻一直處于下峰,受制于世界三大鐵礦石供應(yīng)商價(jià)格談判的慣例,為了打破這樣的不利局面,中國(guó)及中國(guó)的鋼鐵企業(yè)做了很多努力,包括中國(guó)政府有關(guān)部門介入企業(yè)、行業(yè)協(xié)會(huì)間談判的尷尬情況,但是效果仍然不是很好。加之,很多中國(guó)企業(yè)在努力走向世界,雖有成功的企業(yè)但是很多企業(yè)與國(guó)外企業(yè)的并購(gòu)失敗了,如四川長(zhǎng)虹2003年到2006年與美國(guó)APEX公司的糾紛,美國(guó)APEX公司董事長(zhǎng)季龍粉拖欠四川長(zhǎng)虹40億人民幣長(zhǎng)達(dá)幾年,最后四川長(zhǎng)虹不得不接受的以獲得APEX系列商標(biāo)替代大筆欠款的結(jié)局；2004年聯(lián)想收購(gòu)IBM的PC業(yè)務(wù),2004年TCL與法國(guó)湯姆遜的合資都以虧損幾年為共同特征,國(guó)際貿(mào)易中國(guó)政府和中國(guó)企業(yè)的失利表明商務(wù)談判在我國(guó)政府與他國(guó)的貿(mào)易中、在我國(guó)企業(yè)開(kāi)拓國(guó)內(nèi)外市場(chǎng)的過(guò)程中其重要性越來(lái)越不容忽視。 能力、氣質(zhì)和性格在很大程度上決定著一個(gè)人是否能勝任談判。周恩來(lái)總理和龍永圖之所以能在談判中表現(xiàn)卓越,和他們的氣質(zhì)性格息息相關(guān),因此討論能力、氣質(zhì)和性格對(duì)談判及商務(wù)談判者勝任的影響十分有意義。 近年來(lái)中國(guó)不同區(qū)域范圍內(nèi)的商務(wù)談判都存在這樣那樣的問(wèn)題。在國(guó)際商務(wù)談判中,我國(guó)常常處于被動(dòng)和不利地位。究其原因主要是我國(guó)缺乏專業(yè)化的國(guó)際商務(wù)談判人才。我國(guó)的國(guó)際商務(wù)談判多由政府出面,談判隊(duì)伍多數(shù)是以政界的領(lǐng)導(dǎo)為代表,企業(yè)與各行業(yè)協(xié)會(huì)缺乏直接參與國(guó)際商務(wù)談判的機(jī)會(huì)；企業(yè)與各行業(yè)協(xié)會(huì)即便有商務(wù)上的策略與意愿也多數(shù)由政府代表進(jìn)行轉(zhuǎn)述代言；在國(guó)際商務(wù)談判中我國(guó)很少主動(dòng)有備出擊,只是對(duì)對(duì)方問(wèn)題的被動(dòng)回?fù)?既無(wú)暇顧及國(guó)內(nèi)企業(yè)及專家學(xué)者的聲音,也不能全局統(tǒng)觀,我方常常處于被動(dòng)；我國(guó)一線談判的專業(yè)型人才不足,經(jīng)驗(yàn)不足,不足以應(yīng)付馬拉松式的多邊貿(mào)易談判；我國(guó)嚴(yán)重缺乏自身?yè)碛休^為豐富的談判經(jīng)驗(yàn)和策略、又懂得國(guó)際國(guó)內(nèi)相應(yīng)的法律法規(guī),有扎實(shí)的專業(yè)知識(shí)的復(fù)合型人才；我國(guó)國(guó)內(nèi)商業(yè)貿(mào)易部門也急待提高從業(yè)人員素質(zhì),培養(yǎng)精通商務(wù)談判的從業(yè)人員。 商務(wù)談判討論的是商品購(gòu)買階段和商品售賣階段的相關(guān)問(wèn)題,其目的就是解決商品流通的相關(guān)問(wèn)題；本文是在商品流通理論范疇下對(duì)促進(jìn)商品流通做的積極探討,既可以豐富寬派流通理論的研究又可以豐富窄派流通理論的研究,商務(wù)談判相關(guān)問(wèn)題研究促進(jìn)了寬窄流通理論研究的發(fā)展。本研究是以問(wèn)題為導(dǎo)向的,不是對(duì)政策的解釋,能夠解決商務(wù)談判實(shí)際問(wèn)題,對(duì)流通中的問(wèn)題科學(xué)求解,對(duì)商務(wù)談判實(shí)踐是有積極的意義。 本研究研究角度、研究?jī)?nèi)容比較新、研究成果較新,在商務(wù)談判領(lǐng)域研究勝任力模型,對(duì)商務(wù)談判的探討落腳于對(duì)談判者的能力、氣質(zhì)、性格等個(gè)人心理特征對(duì)談判者勝任狀況的實(shí)證研究,這不同于很多流通經(jīng)濟(jì)研究?jī)?nèi)容重復(fù)和空洞的特點(diǎn)。 本研究結(jié)合商務(wù)談判理論、心理學(xué)、管理學(xué)的觀點(diǎn),在專家訪談法、問(wèn)卷調(diào)查法和數(shù)理統(tǒng)計(jì)相結(jié)合的研究方法下,提出商務(wù)談判勝任力模型,為實(shí)踐中商務(wù)談判者的挑選和管理找到依據(jù),利用問(wèn)卷調(diào)查法和數(shù)理統(tǒng)計(jì)結(jié)合的方法,實(shí)證分析得出不同氣質(zhì)不同性格對(duì)商務(wù)談判勝任狀況的影響,為商務(wù)談判選擇更合適的氣質(zhì)及性格的談判者找到依據(jù),本研究結(jié)合了后現(xiàn)代經(jīng)濟(jì)學(xué)的前沿觀點(diǎn)并借鑒了現(xiàn)代經(jīng)濟(jì)學(xué)的研究框架。 本研究是對(duì)人力資本及其管理的理論研究延伸與發(fā)展。商務(wù)談判者勝任力模型構(gòu)建將勝任力模型引入了商務(wù)談判領(lǐng)域,綜合勝任力理論、統(tǒng)計(jì)學(xué)理論、心理學(xué)理論和管理學(xué)理論的研究方法,在此基礎(chǔ)上本研究建立了商務(wù)談判者勝任力模型。本研究將個(gè)性心理特征與商務(wù)談判結(jié)合起來(lái),豐富了心理學(xué)的研究。 本研究中構(gòu)建的商務(wù)談判者勝任力模型可以為商務(wù)談判者能力評(píng)價(jià)提供真實(shí)可靠的基礎(chǔ)和依據(jù)�？茖W(xué)、合理、高效的商務(wù)談判者評(píng)價(jià)及選擇對(duì)于包括談判人員、銷售人員、營(yíng)銷人員和管理人員在內(nèi)的商務(wù)談判者至關(guān)重要,可以合理地組織建商務(wù)談判人員隊(duì)伍,培養(yǎng)出商務(wù)談判精英,進(jìn)而在一定程度上促進(jìn)國(guó)內(nèi)貿(mào)易和國(guó)際貿(mào)易發(fā)展；本研究可以得出不同能力、性格、氣質(zhì)、對(duì)商務(wù)談判者勝任狀況的影響。商務(wù)談判人員可以以氣質(zhì)性格對(duì)談判結(jié)果的影響為依據(jù),避免在談判中因個(gè)人氣質(zhì)性格等原因出現(xiàn)決策失誤,避免在談判中情緒的波動(dòng)而給談判帶來(lái)不利,商務(wù)談判人員可以以勝任力模型為標(biāo)準(zhǔn),找到自身與優(yōu)秀談判者之間的不同,挖掘自身潛能,從而達(dá)到自我認(rèn)知、自我開(kāi)發(fā)和自我成長(zhǎng)的目的；本研究結(jié)論有利于管理者合理安排商務(wù)談判人員的任務(wù),同時(shí)使商務(wù)談判人員結(jié)合自身的特點(diǎn)的更為合理地選擇任務(wù),這一方面可以提高談判的成功率,另一方面可以有效的避免商務(wù)談判人員不根據(jù)自身特點(diǎn)盲目參與談判而造成的不合理的競(jìng)爭(zhēng)；通過(guò)前期的問(wèn)卷調(diào)查及結(jié)果的分析可以得出商務(wù)談判者不同的氣質(zhì)和性格對(duì)于談判結(jié)果有一定影響,企業(yè)可以有意的選擇有利于談判勝任的氣質(zhì),訓(xùn)練、引發(fā)商務(wù)談判者有利于談判勝任的性格,對(duì)商務(wù)談判者的遴選、對(duì)商務(wù)談判者的管理、談判人員的培訓(xùn)及對(duì)商務(wù)談判者談判時(shí)控制談判情緒減少失誤、對(duì)商務(wù)談判者本人的日常訓(xùn)練和提升、發(fā)展都有指導(dǎo)意義,為有志于成為商務(wù)談判者的人提供重要參考。 本論文一共分為五個(gè)部分： 第一部分：緒論。對(duì)本選題的背景和研究意義,設(shè)計(jì)研究思路,指出研究?jī)?nèi)容、論文結(jié)構(gòu)和研究方法,表述創(chuàng)新和不足。 第二部分：相關(guān)理論及述評(píng)。分為商務(wù)談判理論及述評(píng)、個(gè)人心理特征理論及述評(píng)、勝任力理論及述評(píng)。 第三部分：商務(wù)談判者勝任力模型研究。首先查閱大量文獻(xiàn)資料,利用訪談法、內(nèi)容分析法提取談判者勝任特征,編寫和建立初步的勝任力特征結(jié)構(gòu)表,構(gòu)建商務(wù)談判者勝任力模型草案。利用初始問(wèn)卷調(diào)查收集數(shù)據(jù),最終收回100份有效預(yù)試問(wèn)卷,通過(guò)探索性因子分析初始問(wèn)卷,用SPSS軟件進(jìn)行信度和效度檢驗(yàn),得出勝任力特征構(gòu)成。正式問(wèn)卷到此設(shè)計(jì)出來(lái),之后通過(guò)更大規(guī)模的發(fā)放問(wèn)卷,收回264份有效問(wèn)卷,通過(guò)信度和效度對(duì)所得數(shù)據(jù)進(jìn)行分析,表示表示數(shù)據(jù)與模型擬合較好,證實(shí)商務(wù)談判者勝任力模型構(gòu)建比較合理,最后得到經(jīng)過(guò)驗(yàn)證的商務(wù)談判者勝任力模型。 第四部分：氣質(zhì)及性格對(duì)商務(wù)談判者勝任狀況影響研究。首先根據(jù)商務(wù)談判理論和實(shí)踐設(shè)計(jì)60題商務(wù)談判者勝任問(wèn)卷。依據(jù)氣質(zhì)的相關(guān)基礎(chǔ)理論,為探索氣質(zhì)對(duì)談判勝任狀況的影響,將商務(wù)談判者勝任問(wèn)卷與陳會(huì)昌氣質(zhì)測(cè)量表相結(jié)合,進(jìn)行問(wèn)卷調(diào)查,對(duì)收回?cái)?shù)據(jù)進(jìn)行分析,來(lái)說(shuō)明不同氣質(zhì)類型對(duì)商務(wù)談判者勝任狀況的影響。依據(jù)性格的相關(guān)基礎(chǔ)理論,為探索性格對(duì)談判勝任狀況的影響,將商務(wù)談判者勝任問(wèn)卷與Y-G性格測(cè)量表相結(jié)合,進(jìn)行問(wèn)卷調(diào)查,對(duì)收回?cái)?shù)據(jù)進(jìn)行分析,來(lái)說(shuō)明性格中的不同表現(xiàn)對(duì)商務(wù)談判者勝任狀況的影響。 第五部分：結(jié)論建議與展望�？偨Y(jié)上述各章的研究,提出建議,并對(duì)未來(lái)研究進(jìn)行展望。 本文的創(chuàng)新體現(xiàn)在以下幾點(diǎn)： 1.本文引入麥克利蘭勝任模型研究建立了評(píng)價(jià)商務(wù)談判者勝任力狀況的8要素模型,并且在訪談和問(wèn)卷調(diào)查的基礎(chǔ)上,收集數(shù)據(jù)作計(jì)量分析,對(duì)模型的有效性進(jìn)行了檢測(cè)和驗(yàn)證。 2.用實(shí)證的方法,從個(gè)人心理特征角度探討氣質(zhì)和性格對(duì)商務(wù)談判者勝任狀況的影響,得出了有重要參考價(jià)值的結(jié)論。 以往的成果研究商務(wù)談判者氣質(zhì)和性格對(duì)談判的影響,側(cè)重于管理者識(shí)人用人的角度,一般僅分析氣質(zhì)的四種類型以及各類型氣質(zhì)的人有什么樣的表現(xiàn),應(yīng)該怎么管理對(duì)待；適合談判的人的性格應(yīng)該是怎么樣的,應(yīng)該怎么管理對(duì)待。以往的成果大多是經(jīng)驗(yàn)的分析和總結(jié),缺乏實(shí)證研究的支持。 本文在分析討論氣質(zhì)、性格對(duì)商務(wù)談判者勝任狀況的影響時(shí),在有關(guān)商務(wù)談判理論基礎(chǔ)上,設(shè)計(jì)了并使用了60題的商務(wù)談判勝任問(wèn)卷,同時(shí)使用了陳會(huì)昌60題氣質(zhì)測(cè)試題和Y-G性格測(cè)試題,對(duì)回收問(wèn)卷作統(tǒng)計(jì)分析,以揭示商務(wù)談判者勝任的氣質(zhì)和性格會(huì)更多的落在哪些氣質(zhì)類型和性格表現(xiàn)中,所得的結(jié)論對(duì)實(shí)踐中企業(yè)遴選、管理、培訓(xùn)商務(wù)談判者、商務(wù)談判者談判時(shí)控制談判情緒減少失誤及修煉提升自己、有志于成為商務(wù)談判者的人有重要參考價(jià)值。 3.本文設(shè)計(jì)的60題的商務(wù)談判者勝任問(wèn)卷,對(duì)后續(xù)研究者有參考價(jià)值。 作者根據(jù)談判理論中涉及的應(yīng)遵循的原則、容易出現(xiàn)的錯(cuò)誤、優(yōu)秀談判者應(yīng)具備的素質(zhì)和知識(shí)等各個(gè)方面,設(shè)計(jì)了60題的商務(wù)談判者勝任問(wèn)卷,用于測(cè)度者氣質(zhì)性格對(duì)商務(wù)談判勝任狀況的影響,該問(wèn)卷是作者的原創(chuàng)設(shè)計(jì),對(duì)后續(xù)研究者有參考價(jià)值。 本文的不足有： 1.由于資料有限,學(xué)識(shí)水平有限,本文所做的概念界定可能會(huì)不準(zhǔn)確。 2.本研究設(shè)計(jì)的60題的商務(wù)談判者勝任問(wèn)卷,由于本人資料有限,學(xué)識(shí)水平有限,有可能會(huì)有不深入、不全面等疏漏的地方；也由于問(wèn)卷出題不能太多否則答題的人會(huì)疲倦影響答題效果,再由于商務(wù)談判理論和實(shí)踐是如此的廣博,僅60題難以全面準(zhǔn)確地考察,所以本研究設(shè)計(jì)的60題的商務(wù)談判者勝任問(wèn)卷是作者的創(chuàng)新其實(shí)也是應(yīng)該深入研究的地方。 3.本研究問(wèn)卷由于內(nèi)容設(shè)計(jì)的原因是系列問(wèn)卷,雖然研究者考慮到了答題者答題的時(shí)間長(zhǎng)短問(wèn)題,盡量安排了較少的題目,如沒(méi)有使用134題的斯特里勞氣質(zhì)調(diào)查表(STI),而是使用了60題的陳會(huì)昌氣質(zhì)量表,但由于是系列問(wèn)卷還是使答題者犯難,有實(shí)踐經(jīng)驗(yàn)的高年級(jí)大學(xué)本科生較有時(shí)間還好說(shuō),答題較為準(zhǔn)確,而各工作崗位上的被調(diào)查者就因?yàn)闀r(shí)間以及重視程度等原因,他們的答題就有可能會(huì)花較少時(shí)間不用心答,他們的答案統(tǒng)計(jì)了以后就會(huì)影響研究結(jié)果。
[Abstract]:Business negotiation is one of the important contents of human social and economic life. It is an important means of communication and business between enterprises and enterprises and external information. Under the background of economic globalization, business negotiation in different regions is increasingly showing its universality and importance. There is a great deal of deep research on the related issues of business negotiation. Theoretical and practical significance.
Up to 11 years since China's entry into the WTO, China's accession to the WTO has made great achievements: 1. the proportion of China's foreign trade in the world trade has risen significantly, from 4.3% to 10.4%, and the entry into WTO has brought great business opportunities for our economic development, and the scale of import and export is also expanding. China has leaped in the export area. The world is the top second in the world. China has become a real world import and export country. The huge business opportunities of the world trade organization have effectively promoted the rapid development of China's world trade. Its growth rate is the fastest in China in the last thirty years, and in the world, it is also the most front-end.2. in China. Ten years ago, China's gross domestic product was still in the world's sixth world, and the 10 year after joining the WTO, China's economy grew rapidly and maintained the two digit growth rate for many years. The gross domestic product, domestic per capita income and foreign exchange reserves have increased greatly, and China has become the second largest economy in the world. .3. China's rapid economic development has played an active role in promoting the development of the world economy..4. China has become an important force in the stable growth of the world economy.5. China's economic development has made great contributions to the economic development of the underdeveloped countries. The competitiveness of the industry has been strengthened continuously, and the competitiveness of the world has emerged. These achievements further indicate that it is necessary and important to study the development of China's domestic and international trade, the development of China's circulation industry, and the in-depth study of business negotiation in China's commercial development.
In international business negotiations, we are often in a passive position, either with the rules of the WTO, or because of the commitment to join the WTO, or because of the disadvantage of the Chinese enterprises in the international negotiations that make the government intervene in the negotiations between enterprises and enterprises.
For example, in 2004, China's restrictions on coke export measures in violation of the WTO rules triggered the Sino European coke trade negotiations. For example, in 2005, China joined the European Union and the United States for the textile trade between China and the United States because of China's accession to the WTO. Again, China imported a large amount of iron ore since 1996 and became the largest importer of the world's largest iron ore in 2003, but China and the world China has been at the peak of the price negotiations between the three major iron ore suppliers, which is subject to the Convention on price negotiations among the three largest iron ore suppliers in the world. In order to break this unfavorable situation, China and China's steel enterprises have made a lot of efforts, including the embarrassing situation of the Chinese government departments involved in the negotiations between the enterprises and the trade associations. The effect is still not very good. In addition, many Chinese enterprises are trying to move towards the world. Although there are successful enterprises, many enterprises and foreign enterprises have failed, such as the dispute between Sichuan Changhong in 2003 and 2006 with American APEX company, APEX company chairman Ji Long powder arrears Sichuan Changhong for 4 billion RMB for several years, and finally Sichuan Changhong has to accept the outcome of the APEX series of trade marks instead of a large amount of money; in 2004, the PC business of IBM, and the joint venture between TCL and Thompson in 2004, were common features of a loss for several years. The loss of the Chinese government and Chinese enterprises in international trade showed that business negotiations were in our state's trade with other countries in our state-owned enterprises. The importance of developing domestic and foreign markets is becoming more and more important.
Ability, temperament and character largely determine whether a person is competent for negotiations. Prime Minister Zhou Enlai and Long Yongtu are outstanding in the negotiation and are closely related to their temperament and character, so the discussion of ability, temperament and character is of great significance to the influence of negotiation and business negotiators.
In recent years, there have been such problems in the business negotiations in different regions of China. In the international business negotiations, our country is often in a passive and unfavorable position. The main reason is that our country lacks professional international business negotiators. Our international business negotiations are mostly from the government, and the majority of the negotiating team are led by the political leaders. As a representative, enterprises and industry associations lack the opportunity to directly participate in international business negotiations; enterprises and industry associations, even if they have business strategies and wishes, are mostly restated by government representatives. In international business negotiations, our country rarely actively strikes and is only a passive response to the other's problems, and it has no time to take care of it. The voice of domestic enterprises and experts and scholars can not be taken as a global view, and our side is often passive. The professional talents of the first line negotiations in our country are insufficient, lack of experience, not enough to deal with the marathon multilateral trade negotiations, and our country is seriously lacking in its own rich negotiated experience and strategy, and the relevant legal law at home and abroad. Rules, with a solid professional knowledge of the compound talents, China's domestic commercial and trade departments are also urgent to improve the quality of employees to cultivate professional business negotiators.
Business negotiation discusses the related issues of commodity purchase stage and commodity sale stage. The purpose is to solve the related problems of commodity circulation. This article is a positive discussion on the promotion of commodity circulation in the category of commodity circulation theory, which can enrich the research of the theory of wide distribution and enrich the research of the theory of narrow circulation. The research on issues related to negotiation has promoted the development of the research on the theory of broad and narrow circulation. This study is a problem oriented, not a policy interpretation, a solution to the practical problems of business negotiation, a scientific solution to the problems in circulation and a positive significance for the practice of business negotiation.
In this study, the research content is new, the research results are more new, the competency model is studied in the field of business negotiation, and the discussion of business negotiation is based on the empirical research on the competence of negotiators on the ability, temperament and character of the negotiators. This is different from the repetition and void of many research contents in the circulation economy. Point.
This research combines the theory of business negotiation, psychology and management, and puts forward the competency model of business negotiation under the method of expert interview, questionnaire survey and mathematical statistics. It finds the basis for the selection and management of business negotiators in practice, and uses the method of combination of questionnaire survey and mathematical statistics. The influence of different temperament and different personality on the competence of business negotiation is to find the basis for negotiators to choose a more suitable temperament and character. This study combines the frontier of post-modern economics and draws on the framework of modern economics.
This research is the extension and development of the theoretical research on human capital and its management. Business negotiator competency model constructs the competency model into business negotiation field, comprehensive competency theory, statistics theory, psychology theory and management theory. On this basis, this study establishes the competency model of business negotiators. This study combines personality psychology with business negotiation to enrich psychological research.
The business negotiator competency model constructed in this study can provide a true and reliable basis and basis for the evaluation of business negotiators. Scientific, reasonable and efficient business negotiators' evaluation and selection are critical to the negotiators, salesmen, marketers, and managers in the business negotiators. To build business negotiators, cultivate business negotiation elite, and to a certain extent promote the development of domestic trade and international trade. This study can draw different abilities, character, temperament, and influence on the competence of business negotiators. Business negotiators can avoid the effect of gas character on the outcome of negotiations. Because of personal temperament, personality and other reasons, decision mistakes are made to avoid the adverse mood fluctuations in the negotiation. The business negotiators can find their own differences between their own and the excellent negotiators and dig their own potential with the competency model as the standard, thus achieving the goal of self cognition, self development and self growth. The conclusions can help managers to arrange business negotiators' task reasonably, and make business negotiators choose their tasks more rationally with their own characteristics, which can improve the success rate of negotiations. On the other hand, it can effectively avoid the failure of business negotiators to blindly participate in negotiations according to their own characteristics. Reasonable competition; through the previous questionnaire survey and the analysis of the results, it can be concluded that the different temperament and character of the business negotiators have a certain influence on the outcome of the negotiation. The enterprise can choose the temperament which is beneficial to the negotiation competence, training, triggering the business negotiators to be favorable to the negotiation competence, the selection of business negotiators, and the business negotiators. The management of the negotiators, the training of the negotiators, and the reduction of the negotiation mood in the negotiation of business negotiators is a guide to the daily training, promotion and development of the business negotiator, and provides important reference for the people who are determined to become business negotiators.
This paper is divided into five parts:
The first part: introduction. The background and significance of this topic, the design and research ideas, the research contents, the structure and research methods of the thesis, and the innovation and inadequacy are stated.
The second part: related theories and commentary, including business negotiation theory and commentary, personal psychological characteristics theory and review, competency theory and commentary.
The third part: business negotiator competency model research. First, consult a large number of documents, use interview method, content analysis method to extract negotiators' competency, compile and establish preliminary competency characteristic structure table, construct business negotiator competency model draft. Use initial questionnaire survey to collect data, finally recover 100 valid previews. Test the questionnaire, through the exploratory factor analysis of the initial questionnaire, using the SPSS software to test the reliability and validity, and draw up the composition of the competency. The formal questionnaire was designed. Then 264 valid questionnaires were collected through a more large-scale questionnaire, and the data were analyzed by the reliability and validity to express the data and model fitting. It proves that the competency model of business negotiators is relatively reasonable, and finally the competency model of business negotiators is finally obtained.
The fourth part: the study of the influence of temperament and personality on the competence of business negotiators. First, according to the theory and practice of business negotiation, design 60 business negotiators' competency questionnaire. Based on the basic theory of temperament, to explore the influence of temperament on the competence of negotiation, combine the competency questionnaire of business negotiator with the Chen Huichang Temperament Survey. A questionnaire survey was conducted to analyze the recovery data to illustrate the influence of different temperament types on the competence of business negotiators. Based on the basic theory of character, to explore the influence of personality on the competence of negotiations, a questionnaire survey was carried out with a questionnaire on the competence of the negotiator and the Y-G character survey. To illustrate the influence of different performance on the competence of business negotiators.
The fifth part: conclusion recommendations and prospects. Summarize the above chapters, make recommendations, and look forward to future research.
The innovation of this article is reflected in the following points:
1. this paper introduces the Mcclelland competency model to establish a 8 factor model for evaluating the competence of business negotiators, and on the basis of interviews and questionnaires, collect data for measurement and analysis, and test and verify the validity of the model.
2., using empirical methods to explore the influence of temperament and personality on the competence of business negotiators from the perspective of personal psychological characteristics, and draw valuable conclusions.
Past
【學(xué)位授予單位】：西南財(cái)經(jīng)大學(xué)
【學(xué)位級(jí)別】：博士
【學(xué)位授予年份】：2012
【分類號(hào)】：C912.3

【參考文獻(xiàn)】

相關(guān)期刊論文 前1條

1 張新華;人的氣質(zhì)與管理[J];新疆社科論壇;2000年04期

，

本文編號(hào)：1901027