發(fā)布時間：2018-05-17 10:30

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

【摘要】：商務(wù)談判是人類社會經(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。對商務(wù)談判的相關(guān)問題做深入研究有極大的理論意義和實踐意義。 至今為止我國加入WTO已經(jīng)11年,我國加入世貿(mào)組織取得了巨大的成就：1.我國對外貿(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為我國的經(jīng)濟(jì)發(fā)展帶來了巨大商機(jī),進(jìn)出口規(guī)模也在不斷擴(kuò)大。在出口方面我國已經(jīng)躍居世界第一,在進(jìn)口方面居世界第二。我國已經(jīng)成為名副其實的世界進(jìn)出口大國。世界貿(mào)易組織的巨大商機(jī)有效推動了我國世界貿(mào)易的快速發(fā)展,其增長速度是我國近三十年最快的,在世界范圍內(nèi)也居于最前端。2.我國綜合經(jīng)濟(jì)實力增強(qiáng)。十年前我國國內(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,我國經(jīng)濟(jì)總體快速增長,連續(xù)多年保持兩位數(shù)的增長速度。無論是國內(nèi)生產(chǎn)總值還是國內(nèi)人均收入,以及外匯儲備量都呈獲得極大增長,我國已成為世界第二大經(jīng)濟(jì)體。3.我國經(jīng)濟(jì)的快速發(fā)展對推動世界經(jīng)濟(jì)的發(fā)展起到了積極的影響。4.中國已經(jīng)成為世界經(jīng)濟(jì)穩(wěn)定增長的重要力量。5.中國經(jīng)濟(jì)發(fā)展為不發(fā)達(dá)國家經(jīng)濟(jì)發(fā)展做出了極大貢獻(xiàn)。6.產(chǎn)業(yè)競爭力不斷增強(qiáng),出現(xiàn)了在世界范圍內(nèi)有競爭力的大企業(yè)。這些成就進(jìn)一步說明對促進(jìn)我國國內(nèi)國際貿(mào)易、我國流通產(chǎn)業(yè)發(fā)展、我國商業(yè)發(fā)展的商務(wù)談判深入研究十分必要而且重要。 國際商務(wù)談判中我方或與WTO規(guī)則不合、或因為加入WTO的承諾、或因中國企業(yè)在國際談判中的不利使得政府介入企業(yè)與企業(yè)的談判而時常處于被動。 如2004年因我國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年因我國加入WTO的承諾而引發(fā)中國與歐盟及美國的紡織品貿(mào)易之爭,再如中國自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,但是中國與世界三大鐵礦石供應(yīng)商的價格談判,中國卻一直處于下峰,受制于世界三大鐵礦石供應(yīng)商價格談判的慣例,為了打破這樣的不利局面,中國及中國的鋼鐵企業(yè)做了很多努力,包括中國政府有關(guān)部門介入企業(yè)、行業(yè)協(xié)會間談判的尷尬情況,但是效果仍然不是很好。加之,很多中國企業(yè)在努力走向世界,雖有成功的企業(yè)但是很多企業(yè)與國外企業(yè)的并購失敗了,如四川長虹2003年到2006年與美國APEX公司的糾紛,美國APEX公司董事長季龍粉拖欠四川長虹40億人民幣長達(dá)幾年,最后四川長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IBM的PC業(yè)務(wù),2004年TCL與法國湯姆遜的合資都以虧損幾年為共同特征,國際貿(mào)易中國政府和中國企業(yè)的失利表明商務(wù)談判在我國政府與他國的貿(mào)易中、在我國企業(yè)開拓國內(nèi)外市場的過程中其重要性越來越不容忽視。 能力、氣質(zhì)和性格在很大程度上決定著一個人是否能勝任談判。周恩來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)和性格對談判及商務(wù)談判者勝任的影響十分有意義。 近年來中國不同區(qū)域范圍內(nèi)的商務(wù)談判都存在這樣那樣的問題。在國際商務(wù)談判中,我國常常處于被動和不利地位。究其原因主要是我國缺乏專業(yè)化的國際商務(wù)談判人才。我國的國際商務(wù)談判多由政府出面,談判隊伍多數(shù)是以政界的領(lǐng)導(dǎo)為代表,企業(yè)與各行業(yè)協(xié)會缺乏直接參與國際商務(wù)談判的機(jī)會；企業(yè)與各行業(yè)協(xié)會即便有商務(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；在國際商務(wù)談判中我國很少主動有備出擊,只是對對方問題的被動回?fù)?既無暇顧及國內(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；我國一線談判的專業(yè)型人才不足,經(jīng)驗不足,不足以應(yīng)付馬拉松式的多邊貿(mào)易談判；我國嚴(yán)重缺乏自身擁有較為豐富的談判經(jīng)驗和策略、又懂得國際國內(nèi)相應(yīng)的法律法規(guī),有扎實的專業(yè)知識的復(fù)合型人才；我國國內(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買階段和商品售賣階段的相關(guān)問題,其目的就是解決商品流通的相關(guān)問題；本文是在商品流通理論范疇下對促進(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。本研究是以問題為導(dǎo)向的,不是對政策的解釋,能夠解決商務(wù)談判實際問題,對流通中的問題科學(xué)求解,對商務(wù)談判實踐是有積極的意義。 本研究研究角度、研究內(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,對商務(wù)談判的探討落腳于對談判者的能力、氣質(zhì)、性格等個人心理特征對談判者勝任狀況的實證研究,這不同于很多流通經(jīng)濟(jì)研究內(nèi)容重復(fù)和空洞的特點。 本研究結(jié)合商務(wù)談判理論、心理學(xué)、管理學(xué)的觀點,在專家訪談法、問卷調(diào)查法和數(shù)理統(tǒng)計相結(jié)合的研究方法下,提出商務(wù)談判勝任力模型,為實踐中商務(wù)談判者的挑選和管理找到依據(jù),利用問卷調(diào)查法和數(shù)理統(tǒng)計結(jié)合的方法,實證分析得出不同氣質(zhì)不同性格對商務(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)的前沿觀點并借鑒了現(xiàn)代經(jīng)濟(jì)學(xué)的研究框架。 本研究是對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。本研究將個性心理特征與商務(wù)談判結(jié)合起來,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)談判者能力評價提供真實可靠的基礎(chǔ)和依據(jù)�？茖W(xué)、合理、高效的商務(wù)談判者評價及選擇對于包括談判人員、銷售人員、營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)國內(nèi)貿(mào)易和國際貿(mào)易發(fā)展；本研究可以得出不同能力、性格、氣質(zhì)、對商務(wù)談判者勝任狀況的影響。商務(wù)談判人員可以以氣質(zhì)性格對談判結(jié)果的影響為依據(jù),避免在談判中因個人氣質(zhì)性格等原因出現(xiàn)決策失誤,避免在談判中情緒的波動而給談判帶來不利,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、自我開發(fā)和自我成長的目的；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),同時使商務(wù)談判人員結(jié)合自身的特點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)自身特點盲目參與談判而造成的不合理的競爭；通過前期的問卷調(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,對商務(wù)談判者的遴選、對商務(wù)談判者的管理、談判人員的培訓(xùn)及對商務(wù)談判者談判時控制談判情緒減少失誤、對商務(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部分： 第一部分：緒論。對本選題的背景和研究意義,設(shè)計研究思路,指出研究內(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。分為商務(wù)談判理論及述評、個人心理特征理論及述評、勝任力理論及述評。 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。利用初始問卷調(diào)查收集數(shù)據(jù),最終收回100份有效預(yù)試問卷,通過探索性因子分析初始問卷,用SPSS軟件進(jìn)行信度和效度檢驗,得出勝任力特征構(gòu)成。正式問卷到此設(shè)計出來,之后通過更大規(guī)模的發(fā)放問卷,收回264份有效問卷,通過信度和效度對所得數(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)過驗證的商務(wù)談判者勝任力模型。 第四部分：氣質(zhì)及性格對商務(wù)談判者勝任狀況影響研究。首先根據(jù)商務(wù)談判理論和實踐設(shè)計60題商務(wù)談判者勝任問卷。依據(jù)氣質(zhì)的相關(guān)基礎(chǔ)理論,為探索氣質(zhì)對談判勝任狀況的影響,將商務(wù)談判者勝任問卷與陳會昌氣質(zhì)測量表相結(jié)合,進(jìn)行問卷調(diào)查,對收回數(shù)據(jù)進(jìn)行分析,來說明不同氣質(zhì)類型對商務(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,為探索性格對談判勝任狀況的影響,將商務(wù)談判者勝任問卷與Y-G性格測量表相結(jié)合,進(jìn)行問卷調(diào)查,對收回數(shù)據(jù)進(jìn)行分析,來說明性格中的不同表現(xiàn)對商務(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,并對未來研究進(jìn)行展望。 本文的創(chuàng)新體現(xiàn)在以下幾點： 1.本文引入麥克利蘭勝任模型研究建立了評價商務(wù)談判者勝任力狀況的8要素模型,并且在訪談和問卷調(diào)查的基礎(chǔ)上,收集數(shù)據(jù)作計量分析,對模型的有效性進(jìn)行了檢測和驗證。 2.用實證的方法,從個人心理特征角度探討氣質(zhì)和性格對商務(wù)談判者勝任狀況的影響,得出了有重要參考價值的結(jié)論。 以往的成果研究商務(wù)談判者氣質(zhì)和性格對談判的影響,側(cè)重于管理者識人用人的角度,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)該怎么管理對待。以往的成果大多是經(jīng)驗的分析和總結(jié),缺乏實證研究的支持。 本文在分析討論氣質(zhì)、性格對商務(wù)談判者勝任狀況的影響時,在有關(guān)商務(wù)談判理論基礎(chǔ)上,設(shè)計了并使用了60題的商務(wù)談判勝任問卷,同時使用了陳會昌60題氣質(zhì)測試題和Y-G性格測試題,對回收問卷作統(tǒng)計分析,以揭示商務(wù)談判者勝任的氣質(zhì)和性格會更多的落在哪些氣質(zhì)類型和性格表現(xiàn)中,所得的結(jié)論對實踐中企業(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值。 3.本文設(shè)計的60題的商務(wù)談判者勝任問卷,對后續(xù)研究者有參考價值。 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)的錯誤、優(yōu)秀談判者應(yīng)具備的素質(zhì)和知識等各個方面,設(shè)計了60題的商務(wù)談判者勝任問卷,用于測度者氣質(zhì)性格對商務(wù)談判勝任狀況的影響,該問卷是作者的原創(chuàng)設(shè)計,對后續(xù)研究者有參考價值。 本文的不足有： 1.由于資料有限,學(xué)識水平有限,本文所做的概念界定可能會不準(zhǔn)確。 2.本研究設(shè)計的60題的商務(wù)談判者勝任問卷,由于本人資料有限,學(xué)識水平有限,有可能會有不深入、不全面等疏漏的地方；也由于問卷出題不能太多否則答題的人會疲倦影響答題效果,再由于商務(wù)談判理論和實踐是如此的廣博,僅60題難以全面準(zhǔn)確地考察,所以本研究設(shè)計的60題的商務(wù)談判者勝任問卷是作者的創(chuàng)新其實也是應(yīng)該深入研究的地方。 3.本研究問卷由于內(nèi)容設(shè)計的原因是系列問卷,雖然研究者考慮到了答題者答題的時間長短問題,盡量安排了較少的題目,如沒有使用134題的斯特里勞氣質(zhì)調(diào)查表(STI),而是使用了60題的陳會昌氣質(zhì)量表,但由于是系列問卷還是使答題者犯難,有實踐經(jīng)驗的高年級大學(xué)本科生較有時間還好說,答題較為準(zhǔn)確,而各工作崗位上的被調(diào)查者就因為時間以及重視程度等原因,他們的答題就有可能會花較少時間不用心答,他們的答案統(tǒng)計了以后就會影響研究結(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】：西南財經(jīng)大學(xué)
【學(xué)位級別】：博士
【學(xué)位授予年份】：2012
【分類號】：C912.3

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本文編號：1901027