国际商务谈判

PrefacePART 1 INTRODUCTION Chapter 1 Overview of Global Business NegotiationsPART 2 NEGOTIATION OF ENVIRONMENT AND SETTING Chapter 2 Role of Culture in Cross- BorderNegotiations Chapter 3 Selecting Your Negotiating StylePART 3 NEGOTIATION PROCESS Chapter 4 Prenegotiations Planning Chapter 5 Initiating Global Business Negotiations: Makingthe First Move Chapter 6 Trading Concessions Chapter 7 Price Negotiations Chapter 8 Closing Business Negotiations Chapter 9 Undertaking RenegotiationsPART 4 NEGOTIATION TOOLS Chapter 10 Communication Skills for EffectiveNegotiations

PrefacePART 1 INTRODUCTION Chapter 1 Overview of Global Business NegotiationsPART 2 NEGOTIATION OF ENVIRONMENT AND SETTING Chapter 2 Role of Culture in Cross- BorderNegotiations Chapter 3 Selecting Your Negotiating StylePART 3 NEGOTIATION PROCESS Chapter 4 Prenegotiations Planning Chapter 5 Initiating Global Business Negotiations: Makingthe First Move Chapter 6 Trading Concessions Chapter 7 Price Negotiations Chapter 8 Closing Business Negotiations Chapter 9 Undertaking RenegotiationsPART 4 NEGOTIATION TOOLS Chapter 10 Communication Skills for EffectiveNegotiations Chapter 11 Demystifying the Secrets of PowerNegotiationsPART 5 MISCELLANEOUS TOPICS. Chapter 12 Negotiating on the Internet Chapter 13 Overcoming the Gender Divide in GlobalNegotiation. Chapter 14 Strategies for Small Enterprises NegotiatingWith Large FirmsCases and Exercises Case A: Chinese Negotiations Case B: European Negotiations Case C: Latin American Negotiations Case D: Middle Eastern Negotiations Case E: Asian Negotiations Case F: The Renault-Nissan Alliance Negotiations Case G: Factory Closure NegotiationsNotesReferences

克劳德·塞利奇编著的《国际商务谈判(英文版全新版国际商务经典教材教育部经济管理类双语教学课程教材)》提供了一个明晰的框架，用于指导全球谈判者在面对多元文化环境时完成交易、创造价值、解决争议，以及在频繁变动的复杂环境中实现持久的合作。适合用作工商管理、国际商务专业双语教学教材。