【正文】        摘   要：商务谈判僵局是谈判双方互不相让的僵持局面。商务谈判僵局发生的原因是多方面的，涉及谈判学、心理学、经济学及谈判者的专业知识、综合素质、心理素质等。在解决僵局时要综合考虑这些原因，找出主要原因、根本原因，剔除次要原因。本文根据僵局产生的原因得出预防与解决僵局的策略：首先要把握僵局的处理原则做到客观标准，把人与事分开，着眼于利益而非立场，其次恰当的运用谈判策略也不失为避免僵局产生的一种良策，商务谈判僵局的处理不是一成不变的，本文中的方法也并非单一存在，它需要环环相扣、综合利用，在处理过程中要做到具体问题具体分析。
        关键词：商务谈判；僵局；利益冲突； 僵局处理
        Negotiation is at all times and everywhere. In our daily life, we often encounter a wide range of negotiations. With the rapid development of China's economy, especially after joining to the WTO, China's enterprises and units are facing more and more business negotiations. Business Negotiation is a mutual consultation and communication process between people which in order to achieve their own economic purposes. The aim is to achieve a joint agreement on the basis of different demands or thinking. Negotiation is the sum of a series of situations, which includes communication, sales, marketing, psychology, sociology, self-confidence as well as the settlement of the conflict. The ultimate goal of business negotiations between the two sides is to reach a successful transaction. 
        Business negotiation impasse is defined as the process of business negotiation, when the two sides of the question to talk about the interests and demands of the larger gap, the parties also are unwilling to make concessions, leading to the two sides due to irreconcilable contradictions temporarily formed confrontation. The reasons why the deadlock of the negotiations happened so often are that the two parties pursue the largest profits. And because the differences in view and position are existing all the time, when the confrontation become irreconcilable then the deadlock will arise. In fact deadlock is not terrible, the key is to negotiate an accurate analysis of the need to judge and a moderate grasp of the causes of the impasse, which targeted search and flexible use of strategies and techniques to break the deadlock. 
        The Strategies of Dealing With Business Negotiation Deadlock 
        1. Principles 
        1.1. Adhere to the Principle of Objective Criteria 
        In business negotiations, because the both sides want to get the largest profit, the inevitable conflict of interests is existing, which make the stalemate inevitably. Insisting on objective and standard principles is benefit for reach a justice agreement, discussing the problem harmony, calm and objective analysis. So-called objective standard refers to some opined and feasible rules that independent outside the both parties. It may be some general rules, and may also be professional standard and scientific appraisal etc. When negotiation deadlock appearances, we should consider these factors comprehensively, forming an agreement that benefit for both parties. But with this method, we must pay attention to the standard of fairness, universality and objectivity.
  1.2. A Correct Understanding of the Negotiation Deadlock 
  Many negotiators regard impasse as the failure of the negotiations, attempt to avoid it, in this guidance, not take active measures, but negative attitudes. Before the beginning of the negotiations, they pray for successful agreement, trade, not the accident, not the trouble. Especially when he signed with each other, the mood of the mission is more urgent. Thus, in order to avoid gridlock, everything is appeased other, once the stalled, will quickly lose confidence and patience; even doubt on his judgment in advance, the plans of the shake. This idea will obstacle negotiations use the negotiation strategy effectively and reach a harmful agreement for their own in the end.
  1.3. Separate the "People" and the "Matter"  
  That is to separate the attitude for negotiation rivals from problems discussed without any personal feelings and prejudice. It is also the performance of personal quality. The main body of the negotiation is the people; therefore, the negotiation will be influenced by personal feelings, requirements, values, character, etc. When the people in the good mood, probably an agreement will soon reach, but once mood, the other frustrations is very demanding, then request negotiations impasse will easily appear and this type of deadlock is difficult to solve. Therefore in business negotiations we must seperate the "people" from "things", The specific methods are; the first, consider the question on the opposite position; second, talk about the objective things as much as possible instead of blaming. Third, make both parties participating in the proposals and agreement, at stake. Fourth, to save face, do not hurt the feelings, pay attention to using the friendly words.
  2 Prevention Strategies
  2.1 Do a Good Preparation for the Pre-negotiation
  In general, some basic etiquette such as the reception and meeting etiquette are included in the pre-negotiation, which are also an important part. If we do not pay attention to it, will give the other side a bad first impression that make the opposite feels that we have not sincerity, forming prejudice. As the international business covers a wide range of negotiations, which must be prepared to work a lot. Because only fully prepared in the negotiations can respond to circumstances, and with greater flexibility, so as to avoid the sharpening of the interest conflict in the negotiations.
  2.2 Use Appropriate Negotiation Strategy to Avoid the Deadlock of the Negotiation 
  2.2.1 Red and White Face Strategy
  In the process of negotiation, the negotiator's attitude should neither too hard nor too weak, the weak attitude may lead to stab the relationship, the latter may easily enslaved, so take the "red and white face strategy" is suitable . In negotiation except the negotiating team talk, there are also have the other division, such as the lord talk and vice talk. Some people take "red" strategy which refers to sincerity, friendship, while the other take "white" strategy that refers to risk and trouble. But the most important is that we should master the degree of this strategy.
  2.2.2 Delays Roundabout 
  In trading negotiations, sometimes in a tough opponent, aggressive, they showed their commanding in various ways. For this kind of negotiators, take delay and the battle, often very effective strategies, namely, through many rounds of ping-pong, make conceited negotiator tiredness, losing your spirit, and make yourself from the passive position in reverse, etc. To the opponent exhausted. 
  2.2.3 Non-principle Concessions strategy 
  Such as whether it is the first pay a deposit of 10% or 15% or 20%, and sometimes not the main provisions, but it may care about each other very much, so some concessions will be able to reach an agreement. 
  3 Ways and Strategies
  In business negotiations, both sides hope to reach an agreement smoothly, but maybe the excellent thing needs every effort. When confronted with the impasse, how to cope with it, use it, make it a turning point for success, has become the problem can not be ignored. It is generally agreed that the negotiations impasse in the negotiations is detrimental. This view is not comprehensive. The purpose of the negotiations is to   gain the maximum interests through consultation, as to use what way; we must act according to circumstances. On the one hand, we have to breakthrough the impasse caused by the opposite reasons; on the other hand, we have to be good at using the impasse to achieve our own purposes.
  When we confront deadlock, we should sit down and think calmly, asking ourselves the following questions, which will help us break the impasse: whether it was due to the prices; whether it was due to the other side's attempt in other areas ; whether it was due to the permissions; whether it was due to the dignity of both sides. 
  After grasping the crux of the problem, we can take some methods according to the specific problem, the methods can be referenced in general are as the following.