浅谈商务谈判人员应该具备的素质
浅谈商务谈判人员应该具备的素质
内容摘要：商务谈判是企业经营过程中很重要的环节，本文主要阐释了商务谈判人员应具备的素质和能力。商务谈判人员的素质主要从气质性格、心理素质、思想意识、知识素质、身体素质等几个方面展开论述，商务谈判人员的能力主要从敏锐的洞察力、语言文字的表达能力和较强的逻辑思维和判断能力等方面展开阐释的。文中最后提出了选用谈判人员应注意的问题。
谈判人员&&&
&商务谈判是企业之间的业务沟通活动，谈判人员的素质则直接关系到谈判的成败。所谓素质，是人的品质与技能的综合，它是指人们在先天因素的基础上，通过接受教育和客观实践锻炼形成的，经过有选择、有目标、有阶段的努力训练而产生的结果。谈判人员是谈判行为的主体，因此谈判人员的素质是谈判成功与否的决定因素。
作为一名成熟的、成功的谈判者所具备的素质有：
一、&&&&&&&&&&&&&
气质性格方面。谈判人员应具备适应谈判需要的良好的气质和性格。良好的气质性格可以赢得对方的尊重，获得谈判成功的有利因素。有些性格特征是不利于谈判的，例如，性格内向、孤僻多疑、不善表达、冷漠刻薄、急躁粗暴、唯我独尊、嫉妒心理强，心胸狭窄等。良好的气质性格应具备以下特征：大方而不轻佻、爽快而不急躁、坚强而不固执、果断而不粗率、自重而不自傲、谦虚而不虚伪、活泼而不轻浮、严肃而不呆板、谨慎而不拘谨、老练而不世故、幽默而不庸俗、热情但不多情。
二、&&&&&&&&&&&&&
心理素质方面。在谈判过程中会遇到各种阻力和对抗，也会发生许多突变，谈判人员只有具备良好的心理素质，才能承受住各种压力和挑战，取得最后的胜利。他们所需要的心理素质主要包括：1、自信心。自信心是谈判者最重要的心理素质。所谓自信心是指谈判者相信自己企业的实力和优势，相信集体的智慧和力量，相信谈判双方的合作意愿和光明前景。自信心的获得是建立在充分调查研究的基础上，建立在对谈判双方实力的科学分析的基础上，而不是盲目地自信，更不是藐视对方轻视困难，固执自己错误的所谓自信是有害的。2、自制力。谈判过程中难免会由于双方利益的冲突而形成紧张、对立、僵持、争执的局面，如果谈判者自制力差，出现过分的情绪波动，就会破坏良好的谈判气氛，造成自己举止失态，表达不当，使谈判不能进行下去，或草草收场，败下阵来。谈判者具备良好的自制力，在谈判顺利时不会盲目乐观，喜形于色；在遇到困难时也不会灰心丧气，怨天尤人；在遇到不礼貌的言行时，也能够克制自己不发脾气。3、懂得尊重。在谈判中只有互相尊重，平等相待，才可能保证合作成功。所以谈判者首先要有自尊心，维护已方的尊严和利益，面对强大的对手不妄自菲薄，奴颜献媚，更不会出卖尊严换取交易。但同时谈判者还要尊重对方，尊重对方的利益，尊重对方的意见，尤其是其的宗教信仰和生活习惯。
三、&&&&&&&&&&&&&
思想意识方面。谈判人员要有维护国家、民族和本企业利益以及为此而努力奋斗的强烈信念。特别是对于涉外的谈判人员，更要强调终于祖国，坚决维护国家的主权和利益，坚决维护民族尊严。要有严格的纪律性、原则性和高度的责任感。在谈判活动中，要自觉遵守组织纪律，坚持原则，具有强烈的事业心，尽最大努力争取商贸谈判的成功。要有廉洁奉公、不谋私利的高尚品格。在商贸谈判中，谈判一方是以小利，甚至采取行贿手段拉拢谈判人员，以牟取自身利益的事是经常发生的。在物质利诱面前廉洁奉公，使商贸谈判者应遵循的一个重要道德原则。
四、&&&&&&&&&&&&&
知识素质方面。基础知识是一个人智慧和才能的基石，专业知识则决定一个知识的深度和从事本职工作的能力。基础知识和专业知识越广博深厚，适应能力、工作能力就越强。作为现代谈判人员，知识面越宽，应变能力就越强，专业知识越深，就越能适应谈判的需求。一个理想的商贸谈判者必须掌握经济学、民俗学、行为科学、地理知识心理学等丰富的基础知识。同时，具备必要的商贸理论和经济理论知识，掌握商贸谈判的有关理论和技巧，熟悉商品学、市场营销学、经营策略、商品运输、贸易知识、财务经营管理知识等，熟悉并了解本专业范围内的产品性能、维修服务、成本核算等专业知识，精通各国文化习俗和谈判思维，精通WTO规则，能够解决贸易争端，善于组织国际商务谈判。
五、&&&&&&&&&&&&&
身体素质方面。谈判是既消耗体力又消耗脑力的人类活动，很多谈判都是时间紧，任务急，没有健康的身体是很难胜任谈判工作的。根据上述要求，选择谈判人员应考虑适当的年龄跨度。应该有充沛的精力，一般在35——55岁年龄跨度内，正是思路敏捷，精力旺盛阶段，他们已经积累了一定经验，而且事业心、责任心和进取心也较强。当然，由于谈判内容、要求不同，年龄结构也可灵活掌握。
谈判人员在进行谈判之前，都要做大量的准备工作，为激烈而紧张的谈判做好充足的准备，即使是这样，在谈判过程中也会遇到突发的问题，这就需要谈判人员也要具备相关的能力。&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&&一、敏锐的洞察力。谈判人员在谈判过程中应该注意观察对方的行为，从而发现对方的想法。通过对方表现出来的手势、眼神、面部表情判断他的内心活动，有针对性地展开谈判策略。依据交易双方的经济实力在双方交锋的谈判桌上灵活应变，能根据谈判的内外环境和主客观条件，正确判断谈判的发展趋势，谈判实际上是双方心理和智慧的较量过程。一个人的心理活动可以通过表情、身体姿势等方面表现出来，观察到对方的相关情况，大到遣词造句、态度立场，小到观察肢体语言的暗示，读懂对方一个手势、一个眼神的潜台词，洞察对方的心理世界，进而随机应变，对谈判对方的真实意图能迅速根据掌握的信息和对方当场的言谈举止加以分析综合，做出合理判断。取得谈判的优势。尽管洞察力在谈判中非常重要，但是许多谈判人员却缺乏商战中应有的警惕性。原因在于，他们太过于在意自己的想法，而无暇倾听别人的意见。过于沉湎于自己的思考中，顾不上或注意不到别人做的事情。这在某种程度上大大地影响了谈判的效率，影响了谈判者臆测的准确性。
二、语言、文字的表达能力。谈判实质上是人与人之间思想观念、意愿感情的交流过程，是重要的社交活动。谈判人员应该善于与不同人打交道，也要善于应对各种社交场合。这就要求谈判人员应该有较强的文字表达能力和口语表达能力。简洁、准确的表达能力是谈判人员的基本功。谈判高手往往说话准确、技巧性与说服力强、表达方式富有艺术感染力，并且熟悉专业用语、合同用语和外语。谈判高手与素不相识且目的迥异的对手坐在一起，可以通过恰如其分的表达打破沉默、扭转僵局；情理交融的说理常常可以起到力挽狂澜、转危为安的奇效；巧妙的拒绝，就像航船避开暗礁，可以避免出现难堪的窘境；理直气壮的反驳可以由被动转为主动，由劣势转为优势。对对手的表达字斟句酌的加以推敲。同时要善于言谈、口齿清晰、思维敏捷、措辞周全，善于驾驭语言，有理、有利、有节地表达己方观点。谈判人员还要具备较强的文字表达能力，要精通与谈判相关的各种公文、协议合同、报告书的写作，包括对书面文件的理解能力，以及独立起草协议、合同的能力。一般来说，谈判中，起草出来的协议、合同草案总是对起草的一方有利。文字功夫的奥妙之处就在于使协议、合同表明上看来公平合理，可是一旦出现问题，解释起来就全然不是那么回事了。
三、较强的逻辑思维和判断能力。要思路开阔敏捷，判断力强，决策果断。对方往往会用许多细枝末节的问题来纠缠你，而把主要的或重要的问题掩盖起来，或故意混淆事物之间的前后、因果关系。作为谈判人员就应具备抓住事物的主要矛盾和主要方面的能力。同时要思路开阔，不要为某一事物或某一方面所局限，而要从多方面去考虑问题。判断准确、决策及时，这些能力对于谈判人员来说格外重要。提高这方面的能力就要善于倾听对方的意见并把握对方的意图。谈判是双方相互交换意见。但有些人思维敏捷，冲动性强。往往对方的话刚说一半，他就自以为领会了对方的意思，迫不及待地发表自己的意见，这也是不可取得，造成误解对方，反而给对方提供一些可乘之机。在风云变幻的谈判场上，又不忽视细微的蛛丝马迹，能掌握谈判对手的动向，抓住稍纵即逝的机会，勇敢果断地决策，以免贻误时机。
并不是每一个人多可以担当谈判员的职务的，谈判工作涉及到公司的很多商业机密，所以在选择谈判人员时要特别注意：
一、&&&&&&&&&&&&&
不能选用遇事相要挟的人。很多企业和公司的领导人，常以某人是否有客户、有关系为条件而选用商务人员，实际上这是短视和很片面的。这类人员确实能够在短期内给公司带来可观的收入；但这类人却常常居功自大，无限向公司要条件，如果不能如愿，随时可能离开公司，并将他的客户带走。
二、&&&&&&&&&&&&&
不能选用缺乏集体精神和抑郁变节的人。由于商务谈判人员对企业的内外部情况了解甚多，工作性质比较特殊，因此，容易产生个人主义。如果商务谈判人员发展到这种程度，对公司的损失是很大的。
三、&&&&&&&&&&&&&
给谈判人员更多的时间和机会。企业领导不能期望谈判人员能够一夜间成为第一流的谈判专家，通常情况下，企业所选择的谈判人员总是很有才干的，但也需要一个成长成熟的过程。领导者应该给他们更多的时间和机会，不断地去充实丰富自己。被选用的商务人员不论有多么丰富的经验，也需要相当的时间来了解公司的政策和实务，并探寻解决问题的方法。如果领导者期望自己的谈判者称为一流的人才，就不要给他以支持、激励和有效的训练，这是最正确的方式。
商务谈判工作是一门科学，它涉及到了多门学科。同时，它也是现代企业经营中非常重要的环节。在谈判过程中，谈判人员的素质、能力、经验、心理状况以及临场的发挥对于谈判的进程和结果都有极大的影响。企业的领导者一定要多角度的培训和考核谈判人员，要知道，一个具有良好素质的谈判人员，是谈判取得成功的关键。
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清华大学出版社&&&&&&&&
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&&机械工业出版社
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5、刘文广、张晓明
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&&&&&&&&高等教育出版社&&&&&&&&
6、袁革&&&&&&&&
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浅谈商务谈判人员应具备的素质
优质期刊推荐评价自身商务谈判能力及提升对策
（一）自己商务谈判实践或经历
因为作为学生的局限性，所以没办法把课堂上所学习的知识运用到真正的商务谈判中。但是，其实生活在当代社会，我们无时无刻不在谈判，例如和同学分配某些任务；和爸妈要生活费；外出购物等等，这些商务谈判的技巧对于我日常生活的谈判有莫大的帮助。而在最近一次帮同学买一部二手手机的经历，更让我深知学习商务的重要性。
舍友在微信买卖二手群上，看中了一部二手iPhone5s，于是同学就让我和卖家进行谈判，希望能以较低的价格收入囊中。卖家在微信群上发布“iPhone5s，八成新，无大修，16g，港版，三网通，出价900，可小刀”，接着发布了几张手机的图片。而舍友的低价的800块，但是当然价格越低越好。这些就是谈判的所有前提条件。
在加了卖家的微信后，我们并没有着急和卖家进行谈判，而是选择先在网上搜索有关与要卖的这部iPhone5s相似的信息。首先是了解它现在的市场行情，经过在淘宝和各大电商网上浏览，我们可以知道现在的iPhone5s已经停产了，然后现在库存的新机平均价位在2000元左右，而二手机的价位也是在1000元左右。其次，我们又咨询了其他正在使用或者使用过iPhone5s的同学，了解手机存在的缺陷，希望能在这方面进行压价；最后，在卖家加了我们为好友后，我们并没有急于和卖家谈判，而且晾了一段时间后，才与卖家谈判。这些是我们为了这次谈判所做的准备。
谈判开始了，我先试探性的问“手机卖出去了吗，有没有人咨询”在得到卖家准确的答复后，我就开门见山的问“最低能够多少钱”。卖家回答“900”，我也直截了当的说“900太贵，完全不能接受”，卖家问“那你出价多少”，我并没有直接出价，而是询问了这部手机的详细信心，例如手机已经使用了多久、手机的表面有没有明显刮痕、手机的运行性能如何等等。在卖家一一作答后，我以“手机是2013入手，已经使用将近3年”“我自己也是使用iPhone5s，不时会卡机”为筹码进行杀价，直接开价600。卖家拒绝，然后也承认手机的性能不太好，开价800。其实我并没有信心卖家会降价，而且这个价格也已经达到舍友的底线，但是我相信卖家能爽快的降价到800，肯定还有下降的空间，并且在开了这个好头之后，我也要再接再厉。之后，我把突破口转移到付款方式，我表示愿意在面对面交手机后，立刻付款给卖家。但是卖家并不为所动，表示在学校买卖的话，任何一个人都要立刻付款，而且还说已经有4,5个人来问价了。在听到有人也在询价时，我内心也有点紧张，不知道要怎么继续谈判，谈判陷入了僵局。然而，过了一会，我就想到了手机配件方面。我马上询问卖家手机的配件（耳机，充电头，数据线）是一起卖吗，要知道，原装iPhone耳机如果单买也是要200左右。然后，卖家表示手机的配件都没有，只有一条不是原装的数据线。于是，找到突破点后，我要价格提到700。但是卖家没有接受，而是提出750，并且此时的态度也已经有点改变，语气也变得很强硬。但是，我并没有急于答应，而是对卖家说，这部手机其实是帮朋友买的，需要询问一下他的意见。卖家此时的态度有点无所谓的意思，也没有多说什么。最后，在和同学权衡上下后我们接受了750的价格。
接着就是谈判的收尾工作，我们先是问了卖家所在的宿舍，在得知卖家和我们住在同一栋时，我们要求卖家可以把手机拿到我们宿舍进行试机，在我们试完机后觉得满意后才能付款，卖家答应了我们的要求。谈判到这里就结束了！
（二）分析评价自身商务谈判能力
（一）如何看清谈判的“局”，找到自己的筹码，借力使力
在这次买手机的谈判中，我认为自身是处在劣势形势，因为竞争者的数量我不清楚，而且我对于手机的详细情况也不了解，无法作出准确的定价。所以，我手中的筹码就显得格外重要。在书中提及的八个筹码，我只有退路和时间的筹码，所以，在整个谈判中，我并没有表现得很迫切的需要这部手机，而是采用的晾着卖家，拖时间来压迫着卖家，希望卖家能有所退步。
（二）如何进行谈判准备
在这次买手机的谈判开始前，我们决定采用的是微信的谈判方式，这样既节省了出来面谈的时间，而且我们也可以及时的讨论如何压价。首先，我们在网上搜索了有关产品的基本信息，正所谓“知己知彼，百战百胜”，有这些信息作为我们的理论柱子，谈判的要求才更有正当性。其次，我们也收集了一些有关手机缺陷的信息，作为我们突破的点。最后，我舍友也表示，如果手机的要价过高的话，也没必要买，所以在谈判前我们已经找好了退路。
（三）如何推挡、如何说服
在这次买手机的谈判中，一共进行三次的推挡。第一次是卖家出价900，我拒绝，提出了600的要价；卖家没有接受，提出800，我要价700；卖家出价750，我接受。在这三次的推挡中，我分析了卖家的心理，认为卖家出价900应该是比较实在的价格，所以降低的幅度并不会很大，但是我也不知道对方的底价在哪里，所以我觉得可以从一个较低的价格慢慢往上升。其次，我一开始就以手机的详细情况进行压价，而这也是我最有利的筹码，让卖家出价的幅度有一个较大的降低，然后再以一些次要的理由看还能不能把价格再降低，合理安排了信息的出场顺序。
（四）如何挥洒自如地运用谈采用判战术
在这次买手机的谈判中，我分别采用了“切腊肠”战术，让卖家一点一点的让步；中途冷场战术，没有一直围绕着手机上，而是把话题转移到手机配件是否齐全方面；炒蛋战术，我把可以降价的理由一个一个抛出来，东炒一个西炒一个；类似温室机关的战术，我要求卖家把手机拿到自己的宿舍进行面交，这样我可以在熟悉的环境里和朋友商量。
（五）如何达成大家满意的双赢协议
最后的一次卖家出价750时，我已经看出了卖家的态度变得强硬了许多，知道这个价格应该也差不多是卖家的底线，所以并没有再要求降价，而是采用了“第三者”战术和拖时间。而卖家也没有再主动聊天，因此也可以验证我的判断，所以我们觉得750的价格是双方谈判的最好结果。同时，在选择面交的时间和地点时，我都有询问卖家的意见，在卖家同意的情况下，尽量选择有利于自己的场所和时间。
三、提升对策
针对此次谈判中存在的不足提出对策。
在谈判中，谈判者的态度既不能过分强硬，也不可过于软弱，前者容易刺伤对方，导致双方关系破裂，后者则容易受制于人，而采取“刚柔相济”的策略比较奏效。在这次谈判中，我觉得自己的态度有点软弱，不够强硬，所以谈判起来总是小心翼翼，害怕谈破，其实就算是谈破了，也是也可以挽留的。&
在商务谈判中，对态度强硬、咄咄逼人的对手，可采取拖延交战、虚与周旋的策略，通过多回合的拉锯战，
使趾高气扬的谈判者感到压迫感，主动降低条件，寻求合作。在这次谈判中，因为害怕手机被其他买家买走，所以谈判并没有持续很久，这也是我在谈判的弱势。
3、 留有余地
在谈判中，如果对方向你提出某项要求，即使你能全部满足，也不必马上做出答复，而是先答应其大部分要求，留有余地，以备讨价还价之用。
4、以退为进
让对方先开口说话，表明所有的要求，我方耐心听完后，抓住其破绽，再发起进攻，迫其就范。有时在局部问题上可首先做出让步，以换取对方在重大问题上的让步。在手机面交的时候，我发现手机的外壳有刮痕，但是我却错失了这个关键点来谈判，没有抓住卖家描述的突破点。
6、相互体谅
谈判中最忌索取无度，漫天要价或胡乱杀价，使谈判充满火药味和敌对态势，谈判双方应将心比心，互相体谅，可使谈判顺利进行并取得皆大欢喜的结果。这一点我是认为卖家需要改进，因为到了谈判的后期，卖家的态度很不好，这让我觉得不能与此人交往，下次如果还有交易也应该不会找她了。
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以上网友发言只代表其个人观点，不代表新浪网的观点或立场。商务谈判人员应具备的素质能力有哪些
商务谈判人员应具备的素质能力有哪些
09-03-04 &匿名提问
论国际商务谈判人员的素质【摘要】我国作为世界第三大贸易国，急需大量优秀的国际商务谈判人员。文章认为一名优秀的国际商务谈判人员除具备一般谈判人员的素质外，还需要具备以下六条关键素质，即：绅士／淑女，知识丰富，做事灵活，观念独特，幽默风趣和乐观向上。【关键词】商务；谈判；素质随着中国在2o01年加入世界贸易组织，中国的对外贸易步伐一年上一个台阶。到2Oo4年底，中国的进出口贸易总额达到1万多亿美元，一跃成为世界上仅次于美国和德国的第三大贸易国。而随着对外贸易的突飞猛进．中国企业急需大量优秀的国际商务谈判人员。因为．商务谈判人员是生意达成与否的关键。可是，一名优秀的国际商务谈判者应该具备什么素质呢?本文从国际商务谈判的特点出发，论述了六条优秀国际商务谈判人员必备的素质。一． 国际商务谈判的特点(一)谈判的来历。“谈判”一词来源其动词“谈判”，该词又由拉丁词negotiar(意为“做生意或贸易”1而来。该动词本身又来源于另一个意为“拒绝”的动词和意义“休闲”的名词。因此，古罗马商人有在交易达成之前是“不会闲下来去享受闲暇的”之说。(二)谈判的定义。谈判是各方为化解冲突而进行沟通的过程，目的是使各方达成一项协议，解决一个问题或做出某种安排。谈判是获取利益的基本方式。谈判是在各方拥有共同利益和冲突利益的情况下，为达成一项协议而进行的相互间的交谈。f三)国际商务谈判的特点国际商务谈判是一门综合性的、应用性的学科，既有一般商务谈判的特点。又有其自身的特殊性。一般商务谈判的共性是：谈判的目的是已方获得最大的经济利益．谈判的核心是价格。而国际商务谈判的特点是政策性强。范围广，谈判因素复杂。1．政策性强国际商务谈判是一种跨国性的经济活动，而经济利益又是各个国家的中心利益，所以谈判就不可避免地受政治和外交政策的影响。因此国际商务谈判人员必须了解国际国内大事，了解外贸政策法律，了解国别政策，并时时更新。2．范围广人员组成上的范围广：不仅需要配备领导、商务人员、技术人员，还要配备翻译和懂国际法的律师。谈判的内容广：国际贸易，国际金融，国际商法，保险，运输，企业管理和国际市场营销都一一涉及到，这就要求国际商务人员有较强的专业知识。3．谈判因素复杂每一次国际商务谈判，至少涉及到两个国家。有的涉及到几个国家．甚至十几个国家。笔者在2O世纪9O年代参加的国家“八五”重点项目—— 吉林30万吨乙烯，就有12个国家的2O多家公司参与。国家不同，政治背景、文化背景、教育背景、宗教信仰、风俗习惯就不同，价值观念，人生观念，思维方式也不同。这就要求国际商务谈判者有很强的跨文化意识和很全面的跨文化知识。否则，稍不留心，就可能触犯某条“戒律”而前功尽弃。二、国际商务谈判人员的关键要素(一)绅士，淑女一位优秀的国际商务谈判者首先必须是一位绅士或淑女。绅士和淑女的意思人人皆知，用普通商务语言的话说则是：看着像绅士，淑女．听着像绅士，淑女．做事像绅士，淑女。也就是说。作为一位商务谈判者，你必须在穿着、说话和做事方面显得有教养，尊重别人。这样，你的谈判对手才能尊重你。也只有在尊重的基础上，谈判才能进行下去。可以说，这是成功谈判的第一关。有人说，穿农戴帽，个人所好。在日常生活中，这是对的。可在国际商务谈判中，这却是错的。有些人因为这个。还付出了很大的代价。记得有一次和德国人谈一笔割草机的出口合同，德国人男士个个都西装革履。女士个个都穿职业装，而我方除部分人员穿西服外，大多数都穿休闲服，有的甚至穿工作服。此合同没有签，其中一个重要原因是德国人认为我们不尊重他们。(二)知识丰富国际商务谈判是一门专业要求十分高的行业，既要求谈判人员具备广博的综合知识，又要求有很强的专业知识。具体要求如下：1．广博的综合知识除了掌握我国和对方国家的外贸方针政策和法律法规外，还应当了解联合国的情况(如现在世界上加入联合国的国家为191个)，世界贸易组织的情况(如至2004年1O月共有148个成员国，中国作为第142个成员于2001年12月加入)和世界经济的情况(如2o03年世界GDP为36．4万亿美元．而GDP排世界前八位的国家依次是10．9万亿美元的美国，4．3万亿美元的日本，2．4万亿美元的德国，1．8万亿美元的英国，1、7万亿美元的法国，1．5万亿美元的意大利，1、4万亿美元的中国和0．8万亿美元的加拿大)。这些知识除了使你胸怀大局外，还会使你在和外商的闲谈中获得对方的尊重，从而加大你在谈判中的份量。可遗憾的是，很多谈判人员在这些方面了解甚少，给外商留下了知识面狭窄的印象。2．，艮强的专业知识除对国际贸易知识、所谈产品知识和国际市场知识熟练掌握外．还特别应该了解跨文化方面的知识。很多专家、学者都把跨文化方面的知识归为综合知识，而笔者认为应归为专业知识．而且是国际商务谈判人员的核心专业知识。下面是笔者亲身经历的一个真实的例子。1992年．作为商务谈判者，笔者和其他12名不同专业的专家组成一个代表团．去美国采购约三千万美元的化工设备和技术。美方自然想方设法令我们满意，其中一项是送给我们每人一个小纪念品。纪念品的包装很讲究，是一个漂亮的红色盒子。红色代表发达。可当我们高兴地按照美国人的习惯当面打开盒子时．每个人的脸色却显得很不自然— — 里面是一顶高尔夫帽。但颜色却是绿色的。美国商人的原意是：签完合同后，大伙去打高尔夫。但他们哪里知道，“戴绿帽子”是中国男人最大的忌讳。合同我们没和他们签，不是因为他们“骂”我们，而是因为他们对工作太粗心。连中国男人忌讳“戴绿帽子”都搞不清．怎么能把几千万美元的项目交给他们?因不了解文化差异而导致谈判失败的例子比比皆是 外国人犯错误．中国人也犯错误。张先生是位市场营销专业的本科毕业生，就职于某大公司销售部，工作积极努力，成绩显著，三年后升任销售部经理。一次．公司要与美国某跨国公司就开发新产品问题进行谈判．公司将接待安排的重任交给张先生负责，张先生为此也做了大量的、细致的准备工作．经过几轮艰苦的谈判，双方终于达成协议。可就在正式签约的时候，客方代表团一进入签字厅就拂袖而去，是什么原因呢?原来在布置签字厅时，张先生错将美国国旗放在签字桌的左侧。项目告吹，张先生也因此被调离岗位。中国传统的礼宾位次是以左为上，右为下，而国际惯例的座次位序是以右为上，左为下；在涉外谈判时，应按照国际通行的惯例来做，否则．哪怕是一个细节的疏忽，也能会导致功亏一篑、前功尽弃。(三)做事灵活既然双方能坐在谈判桌前，就说明双方有诚意来达成协议。凡是有实验谈判经验的人都知道，在这之前，双方已做了大量的准备工作，包括初步询价，还价，甚至寄样品并验收样品。如果仅仅在商务谈判中某方坚持不必要的立场而导致谈判破裂，实在是得不偿失，但在现实谈判中．确实有这样的情况发生。笔者曾应邀参加过一次商务谈判，是美国一家较大的贸易公司看中了中国某厂家生产的砂轮机．于是在样品验收后便派来了三人组成的谈判小组来中方谈商务合同，可令美方费解的是：中方一定要开立不可撤销的即期信用证，理由是初次与美方做生意。美方解释了他们公司的习惯做法，均是D／A60天，并出示了他们的银行信用及中方客户名单．可中方厂长说啥也不听，最后谈判不欢而散，一条“大鱼”就这样眼睁睁地溜走了。事实上，在国际贸易中使用信用证的比率在逐年降低，因为有经验的商家都知道：信用证并不信用．信用证诈骗比比皆是，最保险的信用是客户的信用。所以，如果事先调查好客户信用，使用何种付款方式并不重要，也就是说．作为卖方，我们的目的是卖货并安全收汇，并不是坚持用信用证，在国际贸易中，并不存在“行就行，不行就拉倒”的情况。一切事情都可以谈。(四)观念独特如果你和你的谈判对手有着相同的观念，你永远不会在谈判中争取到较大块的“蛋糕”。你只有具有独特的见解或谈判技巧．才能出奇制胜。这方面有一个经典的例子：柯伦泰的绝招。1923年5月，柯伦泰被任命为苏联驻挪威的全权贸易代表。当时，苏联国内急需大量食品，柯伦泰奉命与挪威商人洽谈购买鲱鱼。挪威商人十分清楚苏联的情况，想乘机敲竹杠．索价十分高。柯伦泰竭尽全力与他们讨价还价，但双方距离较大，谈判陷入僵局。柯伦泰心急如焚，她很清楚，哀求是没有用的：态度强硬只能导致谈判破裂。她冥思苦想，终于心生一计。这天．她又与挪威商人会晤，以和解的姿态，主动做出让步。只见她十分慷慨地表示：“好吧，我同意你们提出的价值。如果我国政府不批准这个价格，我愿意用自己的薪金来支付差额。”挪威商人惊呆了!柯伦泰接着道：“不过，我的工资有限，这笔差额要分期支付，可能要支付一辈子。如果你们同意的话，就这么决定吧!’’挪威商人们从来没听说过这样的事，也没有见过这样全心全意为国效力的人。他们被她的行为感动了，经过一阵子交头接耳之后，终于同意降价，按柯伦泰原先的出价签署了协议。(五)幽默风趣国际商务谈判是一种耗时、费力、有时又十分枯燥的工作。有时为一个条款谈几天几夜，唇枪舌剑，软磨硬泡，无计不施，但仍然达不成协议。有时气氛紧张，有时气氛沉闷．令人萎靡不振。这时，聪明的谈判者如果能用一个幽默的小故事打破这种僵局，使人重新振作起来，则实在是“久早逢甘霖”般的激爽。(六)乐观向上国际商务谈判充满了变数，常常是谈了几天几夜．可临到最后却突然因为一个,Ix／Jx的问题而破裂。这就要求谈判者不屈不挠，有着积极、乐观向上的态度。下面这个小故事是很多谈判者铭记在心的。有二个人在沙漠中迷了路，走了几天几夜，弹尽粮绝，却仍找不到路。其中一个人搜遍了所有包裹，只搜到半瓶水．叹了口气道：“唉，我们只剩下半瓶水了。”然后颓然倒下．再也没有爬起来。而另一个人却高兴地说：“哈，我们还有半瓶水!”然后继续前进，最后终于走出了沙漠三、结语总之，国际商务谈判是一种复杂的跨国性、跨文化的经济活动。它不仅要求谈判者具有广博的横向知识，而且也要求谈判者有纵深的专业知识。一名优秀的国际谈判者不仅需要有一定的理论知识，更需要有丰富的谈判经验，因此经验的积累十分重要。要向成功的谈判学习，更要向失败的谈判学习。只有这样，才能不断提高自身素质，胜任这一利国利民的崇高职业。
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Constitution of the PRC (2004) December 4, 1982 Fifth National People's Congress adopted the fifth meeting of December 4, 1982 the National People's Congress promulgated Notice According to April 12, 1988 Seventh National People's Congress adopted the first meeting of &the People's Republic of amendment to the Constitution,& March 29, 1993 the Eighth National People's Congress adopted the first meeting of the &People's Republic of China amendment to the Constitution, &March 15, 1999 the Ninth National People's Congress adopted the second meeting of& the People's Republic of amendment to the Constitution &and the March 14, 2004 Tenth National People's Congress for the second meeting of through the &People's Republic of China Amendment to the Constitution& as amended Contents Preamble Chapter Master Chapter II the basic rights and obligations Chapter III national institutions Section I of the National People's Congress Section II, the President of People's Republic of China Section III of the State Council Section IV of the Central Military Commission Section V of the local People's Congress at all levels and local people's governments at all levels Section VI of the organs of self-government in ethnic autonomous areas VII People's Court and People's Procuratorate Chapter IV of the national flag, national anthem, national emblem, the capital of Preamble China is the world's oldest countries in the world. Chinese people of all ethnic groups work together to create a brilliant culture, have a glorious revolutionary tradition. After 1840, becoming China's feudal semi-colonial, semi-feudal country. The Chinese people for national independence, national liberation and democracy and freedom for the heroic struggle fought. The twentieth century, China has undergone great changes in history. 1911 Revolution led by Dr. Sun Yat-sen, abolished the feudal monarchy, the creation of the Republic of China. However, the Chinese people against imperialism and feudalism, the historical task is not yet complete. In 1949, Chairman Mao Zedong as leader of the Communist Party of China led the Chinese people of all ethnic groups, after a long and arduous armed struggle and other forms of struggle later, and finally the overthrow of imperialism, feudalism and bureaucrat-capitalism, rule, and achieved a great victory for the new-democratic revolution, the establishment of the People's Republic of China. Since then, Chinese people have the powers of the state, to become masters of their country. People's Republic of China after the establishment of the progressive realization of our society by the new democratic transition to socialism. The socialist transformation of private ownership of means of production has been completed and the system of exploitation of man by man has been eliminated, the socialist system has been established. Led by the working class, based on the alliance of workers and peasants, the people's democratic dictatorship, in essence the dictatorship of the proletariat has been consolidated and developed. Chinese people and the Chinese People's Liberation Army defeated the imperialist, hegemonic aggression, sabotage and armed provocations, and safeguard national independence and security, and enhance the national defense. Economic development has made significant achievements, independent and relatively complete industrial system of socialism has basically taken shape, and agricultural production significantly. Education, science, culture, etc. With the great cause of socialist ideological education has achieved remarkable results. The majority of people's lives have been greatly improved. The victory of China's new democratic revolution and the achievements of the socialist cause, the Communist Party of China led the Chinese people of all ethnic groups, in Marxism-Leninism, Mao Zedong Thought under the guidance of adhering to the truth, correcting errors and to overcome many difficulties and achieved. China will remain the primary stage of socialism. The fundamental task is to follow the socialist road with Chinese characteristics, to concentrate its effort on socialist modernization. Chinese people of all ethnic groups will continue under the leadership of the Chinese Communist Party, Marxism-Leninism, Mao Zedong Thought, Deng Xiaoping Theory and &Three Represents& under the guidance of adhering to the people's democratic dictatorship, adhere to the socialist road, persist in reform and opening up, constantly improve the social and the system, the development of the socialist market economy, develop socialist democracy, improve socialist legal system, self-reliance, hard work, the progressive realization of industry, agriculture, national defense and the modernization of science and technology to promote the material civilization, political civilization and spiritual civilization coordination development to build China into a prosperous, democratic and civilized socialist country. In China, the exploiting classes had been eliminated as a class, but class struggle in a certain range will be a long time. Hostile to the Chinese people and undermine China's socialist system and domestic and foreign hostile forces and hostile elements, we must fight. People's Republic of China and Taiwan is part of the sacred territory. To complete the great cause of reunification of the motherland, including Taiwan compatriots of all Chinese people, the sacred duty. The cause of socialist construction must rely on the workers, peasants and intellectuals, unite all forces that can be united. In the long-term process of revolution and construction, has been formed, led by the Communist Party of China, various democratic parties and the participation of various people's organizations, including all socialist workers, builders of the socialist cause, support for socialism and patriots supporting China's reunification patriots broadest patriotic united front, this united front will continue to consolidate and develop. Chinese People's Political Consultative are broadly representative of the united front organization, in the past played an important role in the history of the future in the country's political life, social life and activities for Friendship with Foreign Countries, in the socialist modernization drive, safeguard national unity and solidarity the struggle, it will further play an important role. CPC-led multi-party cooperation and political consultation system will be long-term existence and development. People's Republic of China is the common people of all ethnic groups to create a unified multi-ethnic country. Equality, unity and mutual assistance has been established socialist ethnic relations, and will continue to be strengthened. In the struggle to safeguard national unity, it is necessary to oppose the majority nationalism, mainly Han chauvinism, but also against the local nationalism. Countries to make every effort to promote national and common prosperity of all ethnic groups. China's achievements in revolution and construction with the support of the people of the world can not be separated from. China's future is the future of the world closer together. China adheres to an independent foreign policy, insist on mutual respect for sovereignty and territorial integrity, mutual nonaggression, mutual noninterference in internal affairs, equality and mutual benefit, peaceful coexistence and development of diplomatic relations with other countries and economic an firm in their opposition to the Empire , and hegemony, colonialism, with the unity of the peoples of the world in support of the oppressed nations and developing countries to achieve and safeguard national independence, the development of the just struggle of the national economy, to safeguard world peace and promoting human progress and efforts. The legal form of the Constitution of the Chinese people of all ethnic groups to confirm the outcome of the struggle to provide for the basic system of the country and the fundamental task is the country's basic law, and has supreme legal authority. People of all nationalities, all state organs and armed forces, all political parties and social organizations, business organizations, enterprises, must be the activities of the constitution as the fundamental norms of human dignity and responsibility to uphold the constitution to ensure that the duties of the implementation of the Constitution. Chapter Master The first is the People's Republic of China led by the working class, based on the alliance of workers and peasants, the people's democratic dictatorship of socialist state. The socialist system is the basic system of People's Republic of China. To prohibit any organization or individual to undermine the socialist system. The second People's Republic of China all power belongs to the people. The people exercise state power through the National People's Congress and Local People's Congress at all levels. People in accordance with the law, by various ways and forms, management of state affairs, manage economic and cultural undertakings, the management of social affairs. People's Republic of China the third country institutions the principle of democratic centralism. National People's Congress and Local People's Congress at various levels by the democratically elected, responsible to the people, subject to their supervision. The state administrative organs, judicial organs, the prosecution produced by the People's Congress, it is responsible, subject to its supervision. Central and local terms of the division of national institutions, following the unification of the central leadership, and give full play to local initiative, the principle of enthusiasm. Article IV of the National People's Republic of China are equal. The State protects the lawful rights of ethnic minorities and the interests of all ethnic groups to maintain and develop the equality, unity and mutual assistance relationship. The prohibition of any discrimination and oppression of the nation to prohibit the destruction of national unity and to create ethnic divisions. States, in accordance with the characteristics and needs of ethnic minorities, ethnic minority areas to help speed up economic and cultural development. Inhabited by various ethnic groups exercising regional autonomy in place, the establishment of self-government bodies, the exercise of autonomy. The autonomous areas are inalienable part of People's Republic of China. Of all nationalities have the freedom to use and develop their own spoken and written language of freedom, to preserve or reform their own customs. The implementation of the Fifth People's Republic of China law, and build a socialist country ruled by law. The socialist legal system to safeguard national unity and dignity. All legal, administrative or local rules and regulations shall contravene the Constitution. All state organs and armed forces, all political parties and social organizations, business organizations, enterprises must comply with the Constitution and the law. All in violation of the Constitution and the law must be investigated. Any organization or individual may have beyond the Constitution and the law. Sixth People's Republic of China's socialist economic system is based on the socialist public ownership of means of production, that is, collective ownership by the whole people and the working masses. Socialist public ownership supersedes the system of exploitation of man by man, and doing our best to implement, the principle of distribution according to work. Countries in the primary stage of socialism, uphold the public ownership is dominant and diverse forms of ownership of the common development of the basic economic system, adhere to distribution according to work is dominant and a variety of modes of distribution coexist system. Article VII of the state-owned economy, that is owned socialist economy, is the leading force in the national economy. The State guarantees the consolidation of state-owned economy and development. Article VIII of the implementation of the rural collective economic organizations, based on the household land contract system, the double-EC sub-operating system combination. In rural areas of production, supply and marketing, credit, consumer and other forms of cooperation in economy, the socialist economy under collective ownership by the working people. To participate in the rural collective economic organizations of the workers, have the right to the limits prescribed by law operators自留地, retention Shan, in household sideline production and raise privately owned livestock. Cities and towns in the handicraft, industrial, construction, transport, commerce, service sector industries such as various forms of cooperative economy is a socialist economy under collective ownership by the working people. National urban and rural collective economic organizations to protect the legitimate rights and interests, encouragement, guidance and assistance to the collective economic development. Article IX mineral, water, forests, mountains, grasslands, land, beaches and other natural resources are owned by the state, that by law belong to the collective of all the forests and mountains, grassland, wasteland, except the beach. The State guarantees the rational use of natural resources and protects rare animals and plants. To prohibit any organization or individual by whatever means of occupation or destruction of natural resources. Article X of the land belongs to the city state. Rural and peri-urban land, except by law belongs to all the outside countries ar homestead and自留地, retention Hill, also belong to collectives. National needs in the public interest can be in accordance with the law on expropriation of land and charge or compensation. No organization or individual may appropriate, buy, sell or in any other form of illegal transfer of land. The right to use land in accordance with the provisions of the law the transfer. All use of land for organizations and individuals must be reasonable use of land. Article XI provisions of the law within the scope of the individual economy and private economy, such as non-public ownership economy, the socialist market economy is an important component of the. The state protects the individual economy and private economy, such as non-public economy of the legitimate rights and interests. The state shall encourage, support and guide the development of non-public ownership economy, and the non-public economy of supervision and management according to law. Article XII of the socialist public property is sacred and inviolable. The state protects socialist public property. To prohibit any organization or individual by whatever means of destruction or occupation of the country and collective property. Article XIII of the citizen's legitimate private property is inviolable. State protection of citizens in accordance with the law of private property and inheritance rights. National needs in the public interest can be in accordance with the law on the implementation of the private property of citizens and the collection of compensation or expropriation. [Notes] Article XIV of the country by increasing the enthusiasm of workers and technical level, the promotion of advanced science and technology, improve the economic management system and enterprise management system, implement the responsibility system for various forms of socialism, and improve labor organizations, to achieve continuous improvement in labor productivity and economic benefits, the development of social productive forces. State practice thrift and waste. Reasonable arrangements for the national accumulation and consumption, taking into account national, collective and individual interests, in the development of production, based on the gradual improvement of people's material life and cultural life. State shall establish and improve the level of economic development with social security system. Article XV of the socialist market economy countries. Countries to strengthen economic legislation, and improve macroeconomic regulation and control. State law prohibits any organization or individual to disturb the socio-economic order. Article XVI of state-owned enterprises in the framework of the law have the right to make their own decisions. State-owned enterprises in accordance with the law, through the trade unions and other forms on behalf of the General Assembly, the implementation of democratic management. Article XVII of collective economic organizations in complying with the law under the premise of independent autonomy to carry out economic activities. Collective economic organizations practice democratic management, in accordance with the law the election and removal of management, operation and management decisions on major issues. 18th People's Republic of China permits foreign enterprises and other economic organizations or individuals in accordance with the provisions of the law People's Republic of China to invest in China, with Chinese enterprises or other economic organizations to conduct various forms of economic cooperation. In China of foreign enterprises and other foreign economic organizations, as well as Sino-foreign joint venture enterprises, the People's Republic of China must comply with the law. Their legitimate rights and interests of the protection of the law by the People's Republic of China. Article XIX of the national development of the socialist educational undertakings, to improve scientific and cultural level of people across the country. Countries a variety of schools, universal primary education, the development of secondary education, vocational education and higher education and the development of pre-school education. National development of educational facilities, illiteracy, the workers, peasants, national staff and other workers to carry out political, cultural, scientific, technical, business, education, and to encourage self-taught. The state encourages the collective economic organizations, business organizations, state enterprises and other social forces are organized in accordance with the law education. Countries to promote a national Putonghua. 第二十条national development cause of the natural and social sciences, the popularization of scientific and technical knowledge, the results of scientific research and technological incentives for inventions. Article XXI national development of medical and health services, promotes modern medicine and traditional Chinese medicine, encourage and support the rural collective economic organizations, state enterprises and streets Organization organized a variety of medical and health facilities to the masses to carry out health activities to protect people's health . Developing sports in the country to carry out mass sports activities, and enhance the people's physique. Article twenty-second national development serving the people and socialism the cause of literature and art, news television, publishing and distribution utilities, libraries and other cultural centers, museums and cultural undertakings, to carry out mass cultural activities. The state protects sites, valuable cultural relics and other important historical and cultural heritage. Twenty-third article for the socialist train professionals in a variety of services, expanding the ranks of intellectuals, to create conditions to give full play to their socialist modernization construction. Article twenty-fourth through the ideal of universal education, moral education, culture, discipline and legal education in different areas in urban and rural masses in the formulation and implementation of the various codes, conventions, strengthening the construction of socialist spiritual civilization. Countries to promote love of the motherland, the people, labor, science, and the civic virtues of the people in patriotism, collectivism, internationalism and communism, dialectical materialism and historical materialism to the education, opposition to capitalism and feudalism and other decadent ideas. Twenty-fifth state to implement family planning, population growth with economic and social development plans of the country. Twenty-sixth state to protect and improve the living environment and ecological environment, prevent and control pollution and other public hazards. National organizations and to encourage afforestation, forest protection. Article twenty-seventh of all state organs to implement the principle of streamlining the implementation of the work of accountability, the implementation of staff training and appraisal system, and continuously improve the quality and efficiency, against the bureaucracy. All state organs and state staff must rely on the support of the people to keep in close contact with people, listen to people's views and suggestions, accept their supervision, and strive to serve the people. [Notes] Twenty-eighth state to maintain social order, the suppression of acts of treason and other crimes of endangering national security activities, the sanctions against the social order and undermine the socialist economy and other criminal activities, and punishes criminals and transformation. 29th People's Republic of China belongs to the people of the armed forces. Its mission is to consolidate national defense, resist aggression, defend the motherland, and defend the people's peaceful labor, participate in national construction and strive to serve the people. Countries to strengthen the revolutionary armed forces, modernization and regularization of the building, and enhance the national defense forces. 30th article of the administrative region of People's Republic of China is as follows: (A) The country is divided into provinces, autonomous region (B) Provinces and autonomous regions are divided into autonomous prefectures, counties, autonomous (C) Counties and autonomous counties are divided into townships, nationality townships and towns. Municipalities and large cities are divided into districts and counties. Autonomous prefectures are divided into counties, autonomous counties and cities. Autonomous regions, autonomous prefectures and autonomous counties are national autonomous areas. 第三十一条countries, if necessary, may establish special administrative regions. In special administrative regions shall be in accordance with the specific circumstances of the system by the National People's Congress in the law. 32nd People's Republic of China to protect foreigners in China's legitimate rights and interests of foreigners in China People's Republic of China must comply with the law. People's Republic of China for political reasons for requesting asylum to foreigners, could be given by the right of asylum. Chapter II the basic rights and obligations Article thirty-third who are People's Republic of China People's Republic of China nationality are citizens. People's Republic of China citizens are equal before the law. The state respects and safeguards human rights. Any citizens constitutional rights and the law, at the same time to fulfill the constitutional and legal obligations. 34th People's Republic of China of at least 18 years old citizens, regardless of their nationality, race, sex, occupation, family background, religious belief, education, property status, length of residence, have the right to vote and t but in accordance with the law be deprived of political rights, other than. 35th People's Republic of China citizens have freedom of speech, press, of assembly, of association, of procession and of demonstration. Citizens of the 36th People's Republic of China freedom of religious belief. Any state organ, public organization or individual shall not be mandatory citizens do not believe in religion or religion, may discriminate against religious citizens and non-religious citizens. The state protects normal religious activities. No one may make use of religion to disrupt public order, impair the health of citizens, impede the activities of the national education system. Religious bodies and religious affairs are not subject to foreign domination. 37th People's Republic of China citizens are not infringed upon personal freedom. Any citizen or approved by the People's Procuratorate or the people's court decision decided by the public security organ, free from arrest. Prohibition of unlawful detention and unlawful deprivation or other means to restrict the personal freedom of citizens, the prohibition of unlawful search of the body of citizens. 38th People's Republic of China citizens are not violated human dignity. By any means is prohibited citizens Insult, libel, false framing. 39th People's Republic of China citizens are not violated residential. The prohibition of illegal searches or illegal intrusion into residential citizens. 40th People's Republic of China citizens freedom and privacy of correspondence are protected by law. In addition to national security or the need for the investigation of crimes by the public security organs or the prosecution procedures in accordance with the law to carry out checks on the communication, no organization or individual for any reason shall not infringe on civil freedom and privacy of correspondence. Citizens of the PRC第四十一条any state organ or functionary staff have the right to criticize
for any state organ or functionary of the law staff misconduct to the relevant state organs complaints, charges or exposures of the rights, but fabrication or distortion of facts for the frame-up frame-up. For citizens complaints, charges or exposures, the state organ concerned must investigate the facts to deal with. No one may suppress and combat the retaliation. As the state organ or functionary for violation of civil rights officers who have suffered losses, in accordance with the law right to compensation. 42nd People's Republic of China citizens of the rights and obligations of labor. Countries through various means, to create conditions for employment, strengthen labor protection, the improvement of labor conditions, and in the development of production, based on the improvement of labor remuneration and benefits. Labor is the ability to work all the glorious duty of the citizens. State-owned enterprises and urban and rural collective economic organizations of the workers should be the masters of the country's attitude towards their work. The state promotes socialist labor emulation, and commends and rewards model and advanced workers. The state encourages citizens to engage in voluntary labor. National pre-employment of citizens of the necessary labor and employment training. 43rd People's Republic of China the worker has the right to rest. National development workers to rest and recuperation facilities, the provisions of workers working hours and leave system. 44th State enterprise in accordance with the law the cause of the trade union organizations, and state organs of the retirement system staff. The lives of retirees by the State and the protection of society. 45th People's Republic of China citizens in the elderly, ill or disabled, the state and society from the right to material assistance. National development for the enjoyment of these rights by citizens in need of social insurance, social relief and medical and health undertakings. National and social security disabled soldier's life, pension families of the martyrs and give preferential treatment to families of military personnel. Arrangements for national and community to help blind, deaf-mute and other citizens with disabilities work, life and education. Citizens of the 46th People's Republic of China has the right to education and obligations. Train children and young people, in the moral, intellectual and physical development. Citizens of the 47th People's Republic of China to conduct scientific research, literary and artistic creation and other cultural activities. Countries engaged in education, science, technology, literature, art and other cultural undertakings of the citizens of the creative work is good for the people, to give encouragement and help. People's Republic of China in the 48th women's political, economic, cultural, social and family life to enjoy all aspects of equal rights with men. The state protects the rights and interests of women, men and women equal pay for equal work, training and selecting women cadres. Forty-ninth article of marriage, family, mother and child are protected by the state. Both spouses have the obligation to practice family planning. Parents of minor children to raise and educate the obligations of adult children have the obligation to support and assist parents. Prohibits the destruction of freedom of marriage, the prohibition of abuse of the elderly, women and children. 50th Chinese People's Republic of China to protect the legitimate rights and interests of returned overseas Chinese and their relatives to protect the legitimate rights and interests. 第五十一条People's Republic of China citizens in the exercise of freedom and rights, must not harm national, social, collective interests of citizens and other legal freedoms and rights. Citizens of the 52nd People's Republic of China to safeguard national unity and national unity of the country's obligations. 53rd People's Republic of China citizens must abide by the Constitution and the law, keep state secrets, the Prevention of Cruelty to public property, compliance with labor discipline and compliance with public order, respect social ethics. Citizens of the 54th People's Republic of China to safeguard the motherland's security, honor and interests of the obligations, not to harm the security of the motherland, the honor and interest. Article 55th to defend the motherland, resisting aggression, People's Republic of China in each of the sacred duty of a citizen. Military service in accordance with the law and participate in the People's Republic of militias is the glorious duty of citizens. 56th People's Republic of China citizens have the obligation to pay taxes in accordance with the law. Chapter III national institutions Section I of the National People's Congress People's Republic of China 57th National People's Congress is the highest organ of state power. It is the permanent organ of the National People's Congress Standing Committee. Article 58th National People's Congress and National People's Congress Standing Committee exercise the legislative power of the state. 59th National People's Congres be the provinces, autonomous regions, municipalities and special administrative regions and the composition of the elected representatives of the armed forces. The minority should have appropriate representation. National People's Congress election by the National People's Congress Standing Committee chair. National People's Congress and the selection method places by law. 60th National People's Congres be a term of five years. National People's Congress two months before expiry of the term, the National People's Congress Standing Committee must complete the next National People's Congress elections. If elections can not be encountered in exceptional circumstances, by the National People's Congress Standing Committee to all members of more than two-thirds majority, the election could be postponed, the extension of the National People's Congress this term. In exceptional circumstances after the end of the year must be completed the next National People's Congress elections. 第六十一条the National People's Congress session held once a year, by the National People's Congress Standing Committee to convene. If the National People's Congress Standing Committee deems it necessary, or more than one-fifth of the National People's Congress proposed to convene the interim meeting of the National People's Congress. National People's Congress meetings were held, the election of officers, chaired the meeting. Sixty-second article the National People's Congress exercises the following powers and functions: (A) to am (B) to supervise the enforcement of the C (C) the formulation and revision of criminal, civil, national institutions
(D) Election of People's Republic of China Chairman, Vice-C (E) According to the nomination of the President of People's Republic of China, the decision of the State Council, Prime Minist in accordance with the nomination of the Prime Minister of the State Council, the decision of the State Council, Vice-Premiers and State Councilors, Ministers, the Commission, the Auditor General, the Secretary-Gener (F) Election of the President of the Central Military C Chairman of the Central Military Commission in accordance with the nomination of the Central Military Commission of the decision of other memb (G) Election of the Supreme People's C (H) Election of the Supreme People's P (Ix) review and approve the national economic and social development plans and report on the imp (J) examining and approving the state budget and budget (K) to alter or annul the National People's Congress Standing Committee of (Xii) approve the establishment of provinces, autonomous regions and mun (13) decided to set up a Special Administrative Re (14) to decide questi (15) should be the highest organ of state power by the exercise of other functions. Article 63rd National People's Congress the power to remove the following: (A) of the People's Republic of Chairman, Vice-C (B) of the State Council, Prime Minister, deputy prime minister, state ministers, the Commission, the Auditor General, the Secretary-G (C) of the Central Military Commission of the Central Military Commission Chairman and ot (D) the Supreme People's C (E) of the Supreme People's Procuratorate. 64th article of the amendments to the Constitution, by the National People's Congress Standing Committee, or more than one fifth of the National People's Congress proposed by the National People's Congress in more than two-thirds of all deputies of the majority. Legal and other motion by the National People's Congress adopted by a majority of all deputies. Article 65th National People's Congress Standing Committee composed of the following: Chairman, Vice chairman of a number of people, Secretary-General, Member of a number of people. The National People's Congress Standing Committee, the places should have the appropriate representative of the ethnic minorities. Election of the National People's Congress and the power to remove the National People's Congress Standing Committee members. The National People's Congress Standing Committee members shall serve as administrative, judicial and prosecutorial functions. Be the 66th National People's Congress Standing Committee of the term with the National People's Congress, the same term, which exercise their functions and powers to the next National People's Congress Standing Committee of the election of a new date. Chairman, vice-chairmen shall serve no more than two consecutive terms. Be the 67th National People's Congress Standing Committee exercise the following powers and functions: (A) to explain the Constitution and supervise (B) should be in addition to the formulation and revision of the National People's Congress enacted the la (C) of the National People's Congress in session, of the National People's Congress enacted laws to add and modify some, but not with the basic principl (D) inter (E) of the National People's Congress in session, to examine and approve the national economic and social development plan, the state budget in the implementation process must be part of (Vi) supervision of the State Council and Central Military Commission, Supreme People's Court and Supreme People's P (G) revocation of the Constitution of the State Council, the administrative laws and regulations,
(H) provinces, autonomous regions and municipalities directly under the central organ of state power established by the Constitution, laws and administrative regulations and local laws and regulations (Ix) the National People's Congress in session, in accordance with the nomination of the Prime Minister of the State Council, the decision of Ministers, the Committee Officer, Auditor-General, the Secretary-Gener (10) in the National People's Congress session, the President of the Central Military Commission in accordance with the nomination of the Central Military Commission of the decision of other memb (11) According to the draw the attention of the Supreme People's Court, the appointment and removal of vice-president of the Supreme People's Court, the judiciary, the military trial of members of the Commission and C (12) According to the Supreme People's Procuratorate of the request, the appointment and removal of the Supreme People's Procuratorate Deputy Procurator General, prosecutors, prosecutors and military members of the Commission's Procuratorate, and the approval of provinces, autonomous regions and municipalities directly under the Central People's Procuratorate of the app (13) to decide the appointment and removal of plenipotentiary re (14) has decided to conclude with foreign treaties and important agreements and the aboli (15) provides the military and diplomatic personnel in the title of class system and class system of othe (Xvi) the provisions and decided to grant the State medals (17) (18) in the National People's Congress in session, if they are subjected to armed aggression against the country or to fulfill international treaty to prevent the situation of aggression, decided to de (19) decided that a general mobilization or
(20) to decide the national or individual provinces, autonomous regions and municipalities directly under the centra (21) granted to the National People's Congress of the other terms. [Notes] Be the 68th National People's Congress Standing Committee chairman of the National People's Congress, presided over the work of the Standing Committee, convened by the National People's Congress Standing Committee meeting. Vice Chairman, the Secretary-General to assist the chairman of the work. Chairman, vice chairman, chairman of the Secretary-General of the Conference to deal with the National People's Congress Standing Committee on the important day-to-day work. Be the 69th National People's Congress Standing Committee of the National People's Congress is responsible for and report on their work. Be the 70th National People's Congress to establish national committees, the Law Commission, the Financial and Economic Committee, the Education, Science Culture and Health Committee, the Foreign Affairs Committee, Overseas Chinese Affairs Committee, and other need to set up a special committee. The National People's Congress session, the special committee by the National People's Congress Standing Committee's leadership. Various special committees of the National People's Congress and National People's Congress Standing Committee, under the leadership of research, deliberations and the preparation of the motion. 第七十一条National People's Congress and National People's Congress Standing Committee, when deemed necessary, can be organized on specific issues the Commission of Inquiry and the Commission of Inquiry report, the resolution accordingly. 　　Commission of Inquiry to investigate the time all the relevant state organs, social organizations and citizens have an obligation to provide it with the necessary materials. Article 72nd NPC and the NPC Standing Committee members have the right procedures in accordance with the law, proposed separately belong to the National People's Congres National People's Congres and the terms of reference of the Standing Committee's motion. Article 73rd National People's Congress in the National People's Congress session, the National People's Congress Standing Committee members during a meeting in the Standing Committee is entitled to in accordance with the law of procedure or of the State Council, ministries of the State Council, the Committee's question case. By the question of authority must be responsible for answer. Be the 74th National People's Congress, by the National People's Congress permitted the Bureau of the Conference, the National People's Congress in the intersessional period by the National People's Congress Standing Committee of the permit, from arrest or criminal trials. Be the 75th National People's Congress in the National People's Congress meetings and vote on the floor, from legal action. Be the 76th National People's Congress must play an exemplary role in abiding by the Constitution and the law, keep state secrets, and to participate in their production, work and social activities to assist the implementation of the Constitution and the law. NPC deputies should be elected with the units and people keep in close touch, listen to and reflect the opinions and demands of the people, and strive to serve the people. 第七十七条National People's Congress elected by the supervisory unit. The original electoral units have the right procedures in accordance with the law to remove the elected representatives of the units. Be the 78th National People's Congress and National People's Congress Standing Committee of the organization and working procedures prescribed by law. Section II, the President of People's Republic of China 79th People's Republic of China President, Vice-Chairman of the National People's Congress elections. The right to vote and to stand for election in at least 45 years of age can be selected as the People's Republic of China People's Republic of China Chairman, Vice-Chairman. People's Republic of China Chairman, Vice-Chairman of each term of office of the National People's Congress with a term of the same, shall serve no more than two consecutive terms. People's Republic of China President of the 80th National People&#39