国际商务英语谈判与沟通

Part 1 ABC to Business Negotiation & Communication

Chapter 1 Fundamental Theories of Business Negotiation & Communication

Section Ⅰ Introduction to Business Communication

1. Business Communication & Its Nature

2. The Role of Business Communication

3. Components of Communication

Section Ⅱ Basic Concepts of Business Negotiation

1. Motivations of Business Negotiation

2. Implications of Business Negotiation

3. Elements of Business Negotiation

4. Characteristics of Business Negotiation

5. Types of Business Negotiation

Section Ⅲ Practical Activities

1. Case Study

2. Role Play

3. Mini Negotiation

Negotiation Tips

Extended Activities

Chapter 2 Principles of Business Negotiation & Communication

Section Ⅰ Principles of Business Communication

1. Clarity

2. Correctness

3. Conciseness

4. Completeness

5. Courtesy

6. Consideration

Section Ⅱ Principles of Business Negotiation

1. Principle of Collaborative Negotiation

2. Principle of Interest Distribution

3. Principle of Trust in Negotiation

4. Principle of Distributive & Complex Negotiation

5. Win-win Principle

Section Ⅲ Practical Activities

1. Case Study

2. Role Play

3. Mini Negotiation

Negotiation Tips

Extended Activities

Chapter 3 Process of Business Negotiation & Communication

Section Ⅰ Forms&Approaches of Business Communication

1. Forms of Business Communication

2. The Five Planning Steps of Business Communication

Section Ⅱ Procedure of the Negotiation

1. Pre-negotiation Stage

2. Integrative Bargaining Stage

3. Decision-making & Action Stage

Section Ⅲ Practical Activities

1. Case Study

2. Role Play

3. Mini Negotiation

Negotiation Tips

Extended Activities

Chapter 4 Strategies & Background of Business Negotiation & Communication

Section Ⅰ Background of Business Communication

1. Economic Systems

2. Political Systems

3. Legal Systems

4. Linguistic Systems

5. Social Customs Systems

Section Ⅱ Strategies and Tactics of Negotiations

1. Choosing Suitable Style and Modes

2. Strategies of Pre-Strategies of Presentation

3. Strategies of Responsiveness

4. Offensive and Defensive Strategies

5. Strategies of Making Concessions

6. Towards Settlement

Section Ⅲ Practical Activities

……

Part 2 Practical Business Communication

Chapter 5 Oral Communication in Business

Chapter 6 Written Communication in Business(1)

Chapter 7 Written Communication in Business(2)

Chapter 8 Electronic Communication

Part 3 Practical Business Negotiation

Chapter 9 Sales Negotiation

Chapter 10 Investment Negotiation

Chapter 11 Technology Trade Negotiation

Chapter 12 International Business Contract Negotiation

Part 4 Intercultural Business Negotiation & Communication

Chapter 13 Intercultural Awareness in Business Activities

Chapter 14 Different Culture and Business Negotiation

Key to the Exercises

《国际商务英语谈判与沟通》针对国际商务谈判的特点和要求，从实践的角度，分析研究了民国际商务谈判相关的国际惯例和国际商品交换过程的各种实际运作，以从事国际商务谈判的主要业务环节为主线，系统介绍了各环节的操作规程和国际惯例。