商务谈判,说到底是一种人际沟通,是谈判者之间感知交流与沟通的基本过程。处于不同地位的谈判者,对谈判议题的立场感知、利益感知的不同反应,产生了经济人之间的商务谈判。通过谈判者彼此之间感知的交流或沟通,促使谈判协议的形成,实现谈判者的谈判目标。 Business negotiations, in the final analysis, are a kind of interpersonal communication and are the basic process of perceiving and communicating between negotiators. Negotiators in different positions have different opinions on the position of the negotiating issues and different perceptions of interests, resulting in the commercial negotiations among economic agents. Communicate or communicate with each other through perceptions among negotiators, prompting the formation of negotiating agreements and meeting the negotiators’ negotiating goals.