國際商務談判(竇然主編書籍)

內容簡介

本書由12章組成，涉及國際商務談判的各個環節和相關知識，如談判的準備與開局、磋商策略、僵局化解、簽約須知、語言技巧、心理素質、不同國家和地區談判者的談判風格和相關禮儀，等等。本書緊扣“國際”二字，圍繞“套用”這個主題，將一個個生動的國際商談案例串聯於全書始終——每章先以開篇案例引出主題，接著在主要節目中穿插相關案例佐以分析，最後以結尾案例強化主題、歸納要點，提出問題與思考。全書用這種有節奏地將讀者引入各種國際商務談判情景的方式，以期達到持續激發讀者學習興趣、強化對談判策略的理解和相關技巧掌握的目的。

教材特點

鑒於本書的對象主要為中國高校生、進修生、來華留學生和從事涉外商務工作的相關人士，所用英文力求淺顯通俗，層次結構力求清晰完整。課堂教學時還可結合多媒體方式、現實案例討論和模擬談判等形式，學活用活，觸類旁通。

圖書目錄

Contents
Chapter 1 An Overview of International Business Negotiation
1．1 Deftnition and Characteristics of International Business
Negotiation
1．2 Forms of International Business Negotiation
1．3 The Basic Forms of International Business Negotiation
Chapter 2 Game Principles of International Business Negotiation
2．1 Equal and Voluntary Participation
2．2 Credibility First
2．3 Mutual Reciprocity and Mutual Benefits
2．4 Maximizing Commonalities and Minimizing Differences
2．5 Speak on Good Grounds
2．6 Separate the People from the Problem
Chapter 3 Preparation for International Business Negotiation
3．1 Collecting Information
3．2 Forming the Negotiation Team
3．3 Planning for Intemational Business Negotiation
3．4 Physical Preparations
3．5 Simulated Negotiations
Chapter 4 Opening of International Business Negotiation
4．1 Creating a Right Negotiation Atmosphere
4．2 Opening Steps
4．3 Opening Strategies
Chapter 5 Bargaining Process
5．1 Quotation
5．2 Bargaining
5．3 Making Compromise
Chapter 6 Negotiation Strategies and Tactics
6．1 An Overview of Negotiation Strategies
6．2 Developing Your Strategy
6．3 Strategic Considerations
6．4 Common Gambits and Tactics
6．5 Useful Negotiation Strategies
6．6 What Tactics Will I Use?
Chapter 7 Ways of Breaking an Impasse in Negotiation
7．1 Why Does Impasse Arise?
7．2 Conquer the Fear of Impasse
7．3 Avoid Provocation
7．4 Don’t Make Things Worse
7．5 Other Means of Dispute Handling
Chapter 8 Language Skills in International Business Negotiation
8．1 Skills of Asking and Answering
8．2 Language Skills of Statement and Refutation
8．3 Skills of Body Languages
Chapter 9 The Formation of Contracts
9．1 Identification and Means of Negotiation Closing
9．2 Conclusion and Guarantee of a Contract
9．3 Modification，Termination and Assignment of Contracts
9．4 Settlement of Disputes
9．5 AuthenticatiOn and Notarization of a Contract
Chapter 10 Psychological Qualities and Creativity of the Negotiator
10．1 Psychological Qualities of the Effective Negotiator
10．2 Understanding Non—verbal Communication and Lies
10．3 Creativity and Problem—solving in Negotiation
Chapter 11 Etiquette in International Business Negotiation
11．1 Negotiators as Hosts
11．2 Negotiators as Guests
11．3 We All Have to Follow!
11．4 Etiquette and Taboos in Different Cultures
Chapter 12 International Business Negotiation Styles
12．1 Negotiation Styles in American Countries
12．2 The European Negotiation Styles
12．3 The Asian Negotiation Styles
12．4 The Middle．East Area Negotiation Styles
12．5 The African Negotiation Styles
References

國際商務談判(竇然主編書籍)

基本介紹

內容簡介

教材特點

圖書目錄

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