《國際商務談判：理論與實踐》是2018年經濟管理出版社出版的圖書。
基本介紹
- 中文名：國際商務談判：理論與實踐
- 作者：楊文華主編
- 出版社：經濟管理出版社
- 出版時間：2018年
- 開本：16 開
- 裝幀：平裝-膠訂
- ISBN：9787509653197
內容簡介,圖書目錄,
內容簡介
《國際商務談判：理論與實踐》詳細介紹了國際商務談判中的基本理論，列舉了談判中的策略和談判技巧，詳細介紹了跨文化談判中的基本技巧和禮儀常識，可作為高等院校的外貿、酒店管理、國際企業管理、涉外會計、國際經濟與貿易等專業的英語教材，同時也可作為進出口貿易公司的工作人員、國際行銷人員及與外商打交道的經理、政府官員的培訓教材。另外，介紹了各種實用的商務活動的特點，內容新穎，案例豐富，有助於進行有效的商務談判訓練。
通過《國際商務談判：理論與實踐》的學習，學生能夠了解和掌握商務英語談判的原則和技巧，能夠順利進行商務溝通。加之配備了豐富的案例分析，可以幫助學生和從事國際商務談判的人員或有志於商務談判的人士儘快掌握國際商務談判中的專業英語及其表達方式，掌握國際商務談判中的基本技能。
圖書目錄
Chapter 1 Fundamentals of International Business Negotiation
1．Overview of Negotiation
1．1 What is Negotiation
1．2 The Importance of Business Negotiation
1．3 Characteristics of International Business Negotiation
2．The Four Phases of Business Negotiation
3．The Main Content of Business Negotiation
4．The Principles of Business Negotiation
4．1 Win-Win Concept
4．2 Collaborative Principled Negotiation
4．3 Law of Trust in Negotiation
4．4 Law of Two Level Games
Case Study Negotiating with Wal-Mart Buyers
Exercises
Chapter 2 Choosing the Negotiation Team
1．The Basic Qualities of Business Negotiators
2．The Role of Chief Negotiator
2．1 The Chief Negotiator
2．2 Organizational Qualities of the Chief Negotiator
3．Team Solidarity
3．1 Advantages of Team Negotiation
3．2 Organizational Structure for Negotiators
3．3 How Big Should the Team Be
3．4 The Importance of Team Solidarity
4．Selecting the Member of Negotiation Team
5．How to Assemble Successful Negotiating Team
Case Study Bargaining Price with the Chinese
Exercises
Chapter 3 Preparations for Business Negotiation
1．Establish the Goals for Negotiation
1．1 Principles of Setting Goals
1．2 BATNA
2．Establish Business Relations
2．1 The Necessary Elements in a Correspondence for Establishing Business Relations
2．2 Examples of Correspondence for Establishing Business Relations
3．Explore Ways to Get Information Concerned
4．Gain the Skill of Making a Feasible Negotiation Plan
4．1 Gist of a Negotiation Plan
4．2 Major Contents of a Negotiation Plan
4．3 Examples of Negotiation Plan
Case Study Contract Renegotiation with the Chilean Government
Exercises
Chapter 4 Strategies and Tactics of Business Negotiation
1．Strategies and Tactics
2．The Preparations for Business Negotiation
2．1 Defining the Aims for Negotiation
2．2 Getting Necessary Information
……
Chapter 5 Content of Business Negotiation （I）
Chapter 6 Content of Business Negotiation （II）
Chapter 7 Content of Business Negotiation （III）
Chapter 8 Intercultural Negotiation
Chapter 9 Etiquettes in International Business Negotiation
參考答案
參考文獻
