ABSTRACT:The great negotiator Herb Cohen said: “Life is one big negotiation table, whether you like it or not, you just sit by it.” Negotiation is an essential technique in our life. For those who take business negotiation as a profession in particular, they devote themselves to a successful negotiation. With the rapid progress of market economy, widen of reform and opening up and the enhancement of economic globalization and integration, international business negotiation has been playing an important role in our country’s economy development. However, the traditional negotiation guided by win—lose concept has prevented negotiation from proceeding easily and smoothly. So it is a need to introduce a new method for negotiation -----collaborative principled negotiation, to reach a win—win agreement successfully. This paper starts with a successful negotiation between Lenovo and IBM, then gives a overlook of collaborative principled negotiation, introduces the importance, some important factors, some procedures and potential risk of collaborative principled negotiation to help people have a better knowledge of it and use it appropriately and extensively. The main methods of analyzing this paper are based on reference of materials written on Chinese and foreign experts.

Key words: problem;   collaborative principled negotiation;   negotiator;   mutual compromise;   potential risk;   interest

摘 要:著名的谈判大师赫伯.寇恩曾经说过：“人生就是一张谈判桌，不管喜欢不喜欢，你已置身其中。”谈判事实上是我们重要的生存技能，尤其是对那些以商务谈判为生涯的人，他们献身于追求成功的谈判。随着我国市场经济的迅速发展和改革开放的日益深入以及全球经济一体化趋势的加强，国际商务谈判已在我国经济发展中扮演了重要角色。但是，传统的输赢理念的谈判方法严重阻碍了谈判的进行。为此，我们引入了一种新的谈判方法-----合作原则谈判法，促使谈判顺利达成双赢。本论文从联想与IBM集团的成功谈判为引子，进而对合作原则谈判定义；指出合作原则谈判的重要性；介绍促成合作原则谈判的几个重要因素：讲解合作原则谈判的关键步骤及其潜在的危险。使大家对这种谈判方法有很好的了解并恰当地加以广泛运用，在谈判中顺利达到双赢的目的。本论文的主要研究手段是参考国内外相关的专著。

关键字：问题；   合作原则谈判；   谈判者；   相互妥协；   潜在风险；  利益