Abstract:In Canton Fair, whether arts and crafts trade can succeed depends on not only the wonderful strategy of negotiation on the table or the flexible usages of skills, but also on the adequate and meticulous preparation before negotiation. Mostly, how the preparation goes can influence the smoothness of the negotiation as well as the success of signing agreement and contract .During Canton Fair, good preparation can help the negotiator to have a clear train of thinking about the steps and aims of the negotiation. What is more, good preparation before negotiation makes the negotiator face great challenge given by his counterpart and then makes his counterpart go step by step according to the plans that he previously made. In this case, the negotiator will get the chance and gain initiative. This paper，based on my own experience and the borrowed view from experts, is intended to study the preparation job before negotiation of arts and crafts trade in Canton Fair.

Key Words: negotiation; arts and crafts foreign trade; preparation; Canton Fair

中文摘要:在广交会上,工艺品外贸谈判能否成功，除了谈判桌上有关策略,战术和技巧的运用之外，谈判之前充分、细致的准备工作也同样重要。谈判前的准备工作做得怎样，在很大程度上决定了谈判能否顺利进行,以及谈判双方能否达成共识，签订协议。在广交会上，谈判前做好充分准备的谈判者在谈判时能清楚自己谈判的步骤和目的，积极地去接受对方的挑战，想方设法让对方按照自己原先计划好的步骤走。这样做，谈判者在谈判中往往可以抢占先机，占谈判的主动权。本文主要针对在广交会上工艺品外贸谈判前所需要做的准备工作，以本人亲身经历的经验为前提, 借鉴并总结前人和专家们的高见而进行论述。

关键字：谈判;工艺品外贸;准备;广交会