Abstract:International Commerce is an important content of international relationship and act as a major theme of international intercourse at the peaceful period. With the propulsion of our country’s market economy and the further expansion of economy open policy, international business negotiation became a prologue of economic warfare which has arisen in economy with increasing frequency.

　　　What is business negotiation? Definitely, it is both part of negotiation consulted with each other on many kinds of transaction terms in order to achieve business deal of some kind of merchandise or service. With the development of commercial economy and the expansion of commodity concept, commodity concept no only indicates produces but also includes finance, technology, information, and service and so on. Hence, business negotiation is a negotiation of all commodity-formed transaction.

　　　With economy’s rapid growth in recent years, especially after China became a member of WTO, many enterprises and companies in China should face with more and more international negotiation. Negotiation is a process of communicate which is in order to reach an agreement of different requirement or idea. However, sorts of problems or conflicts arise which will hinder the progress and will result in the failure of achieving an agreement on both party. So in my thesis, I will discuss how to solve problems maybe happened when businessmen negotiate with their different customers. Though solving these conflicts, they could lead the negotiation to success.

Key words: negotiation; conflict; businessmen’s characteristic; deadlock; compromise; win-win situation

中文摘要:国际间的商务交往是国际关系的重要内容，是和平时期国际交往的主旋律。随着我国市场经济的推进和对外开放的进一步扩大，国际商务谈判作为商战的序幕，已越来越频繁地出现在经济中。

　　　所谓商务谈判，是指谈判双方为实现某种商品或劳务的交易，对多种交易条件进行的协商。随着商品经济的发展，商品概念的外延也在扩大，它不仅包括一切劳动产品，还包括资金、技术、信息、服务等。因此，商务谈判是指一切商品形态的交易洽谈。

　　　随着我国经济的迅猛发展，尤其是加入WTO后，我国各企业和单位所面临的国际谈判越来越多。谈判是一种进行往返沟通的过程，其目的是为了就不同的要求或想法而达成某项联合协议。而在谈判的过程中出现的各种各样的问题会阻碍谈判的进程，使双方都无法顺利的达成协议，这就造成了商家时间与金钱上的损失。因此，要使商务谈判实现最终目的--双方达成协议，使交易成功，如何有效解决谈判中出现的问题而使谈判获取成功？当冲突和矛盾出现时又如何化解呢？本文将对此做出探讨与研究。

关键字: 谈判；冲突；商人性格；僵局；妥协；双赢局势