国际商务谈判

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

《国际商务谈判》由12章组成，涉及国际商务谈判的各个环节和相关知识，如谈判的准备与开局、磋商策略、僵局化解、签约须知、语言技巧、心理素质、不同国家和地区谈判者的谈判风格和相关礼仪，等等。《国际商务谈判》紧扣“国际”二字，围绕“应用”这个主题，将一个个生动的国际商谈案例串联于全书始终——每章先以开篇案例引出主题，接着在主要节目中穿插相关案例佐以分析，最后以结尾案例强化主题、归纳要点，提出问题与思考。全书用这种有节奏地将读者引入各种国际商务谈判情景的方式，以期达到持续激发读者学习兴趣、强化对谈判策略的理解和相关技巧掌握的目的。
　　鉴于《国际商务谈判》的对象主要为中国高校生、进修生、来华留学生和从事涉外商务工作的相关人士，所用英文力求浅显通俗，层次结构力求清晰完整。课堂教学时还可结合多媒体方式、现实案例讨论和模拟谈判等形式，学活用活，触类旁通。

《国际商务谈判》是在编委会精心策划、总结过去教材建设经验的基础上．借鉴国内外同类经验做法，经过反复研究论证推出，具有”新、特、实、强”等特点。设计思路新颖．强调学以致用．突出”以学生为中心”的思想；力求创新写作体例和研究分析方法；观点内容着力体现前瞻性、动态性，并做到深度和广度适宜；课程体系体现涉外经济类专业特点，采用中文和英语相结合的办法．凸现双语教学特色；注重实践性、实用性、可操作性。编写教师阵容庞大，教学经验丰富r研窬能力强。