谈判是一种变幻莫测的人际交往行为.但是,谈判跟任何客观事物一样,它有其自身规律和特征.认清谈判的特征,对于预知谈判成功的概率和顺利进行谈判是十分必要的.运用对立统一的辩证观点分析,谈判大致具有对抗性和一致性的统一、原则性和灵活性的统一、妥协性和获得性的统一等基本特征.笔者在本文将对其一一作以阐释.一、对抗性和一致性的统一在实际谈判中,人们会觉察到,人们走到谈判桌前的背景均是双方或多方已产生一定的冲突和分歧,或有一定的差距,或缺少某种联系.而冲突和分歧的存在却又从中占了很大的比例.谈判双方或多方都希望通过谈判的争辩、讨论、协商来寻求各自的利益,达成一致赞同的协议.所以,在开始谈判前,便存在着客观的对立性和主观的一致性.在谈判序幕拉开以后,双方或各方时而展开“横眉竖目”、“唇枪舌剑”之辩,时而显示出“电闪雷鸣”、“刀光剑影”的紧张气氛,便体现出明显的对抗性.尤其是在政治谈判中,这种对抗显得更为明显.如在一次国际性的会谈中,一位西方外交人士挑衅性地对中国代表说:“如果你们不向美国保证不用武力解决台湾问题,那么显然就是没有和平诚意.”我国代表立即给予还击;“台湾问题是中国的内政,采取什么方式解决是中国人 Negotiation is a kind of unpredictable interpersonal behavior.But negotiating, like any objective thing, has its own laws and characteristics.It is necessary to recognize the characteristics of the negotiation to predict the probability of successful negotiation and to negotiate successfully. Based on the dialectical analysis of the unity of opposites and oppositions, the negotiation basically has such basic characteristics as unity of confrontation and consistency, unity of principle and flexibility, compromise and acquisition of unity, etc. The author will explain the eleven in all. I. The Unification of Confrontation and Consistency In actual negotiations, people will notice that people come to the negotiating table in the background that both sides or parties have had some conflicts and disagreements, some gaps, or lack of certain However, conflicts and disagreements account for a large proportion of them. Both sides or parties of the negotiations hope that they can seek their own interests and reach an agreement through negotiation, discussion and negotiation. Therefore, before the commencement of negotiations , There is objective objectivity and subjective coherence. After the prelude to the negotiation has been opened, both sides or parties occasionally launch the war of words “ However, the tense atmosphere of ”thunderstorm“ and ”swordsmanship“ shows obvious confrontation, especially in the political negotiations, which is even more obvious. As in an international conference, one Western diplomats provocatively said to the Chinese representatives: ”If you do not pledge to the United States that there is no need to use force to solve the Taiwan issue, then obviously there is no sincerity in peace.“ My delegation immediately offered a counterattack. ”The Taiwan issue is China’s internal affair. What is the solution? Is Chinese