国际商务谈判

Section 1 What the Study of International Negotiation Does and Doesn't Include 1　Team Role Play No. 1 How Class Grades in This Course Are to Be DecidedSection 2 Selecting Your Team and Leader　NEGCOM Inventory Score TestSection 3 The Method for Forming the Teams　Team Role Play No.2 Negotiation PreparationSection 4 Negotiation between Inexperienced or Untrained Negotiators　Team Role Play No.3 China Life Insurance CaseSection 5 Anticipating Outcomes in International Negotiation　Case 1 Frazier Air Conditioning Global　Case 2 Protecting GUANXI from GWAILOSection 6 The 8-Step Negotiation Preparation Process　Comprehensive Opening Statement (COS)Section 7 Culture Learning Lessons for the Chinese Negotiator　Preparation for Team Role Play No.4 Idelux Motors vs. PK City

Section 1 What the Study of International Negotiation Does and Doesn't Include 1　Team Role Play No. 1 How Class Grades in This Course Are to Be DecidedSection 2 Selecting Your Team and Leader　NEGCOM Inventory Score TestSection 3 The Method for Forming the Teams　Team Role Play No.2 Negotiation PreparationSection 4 Negotiation between Inexperienced or Untrained Negotiators　Team Role Play No.3 China Life Insurance CaseSection 5 Anticipating Outcomes in International Negotiation　Case 1 Frazier Air Conditioning Global　Case 2 Protecting GUANXI from GWAILOSection 6 The 8-Step Negotiation Preparation Process　Comprehensive Opening Statement (COS)Section 7 Culture Learning Lessons for the Chinese Negotiator　Preparation for Team Role Play No.4 Idelux Motors vs. PK CitySection 8 Full Session Role Play Negotiation　Team Role Play No.4 Idelux Motors vs. PK CitySection 9 Professional Skills for International NegotiatorsSection 10 More on Professional SkillsSection 11 Reviewing the Course and Understanding What Is Still to ComeSection 12 Team Role Play No.4 Motion Inc. vs. Precedent Computer Co.Section 13 Team Role Play No.5 Crude Oil Sale PricingSection 14 Team Role Play No.6-8 Vessel AcceptanceSection 15 Final Course ActivitiesLearning from Two Model Reports andSubmitting Your Own Final ReportsAppendicesⅠ. Standard Instructions for Team Role Play Process and SkillsⅡ. Key Words and Terms Used in the Oil IndustryⅢ. Supplementary Team Role Play*Ⅳ. The Order of Negotiating Activities -- Expert's RankingBibliography

International Team Negotiation a graduate course and also for undergraduates proven in China to successfully educate Chinese business students and managers. Team negotiation is a powerful new concept in the study and application of NEGOTIATION practice. It is far superior to any training focused only on individual skills building. A powerful negotiation method that fits perfectly with Asian collective society. First developed by Professor Bob March during his 15 years in Japan as a professor, consultant and advisor. Perfected from his 4 years teaching & training in China. Professor March' s TEAM NEGOTIATION METHOD is the clever Chinese collective approach for the future.

It is far superior to any training focused only on individual skills building.First developed by Professor Bob March during his 15 years in Japan as a professor, consultant and advisor. Perfected from his 4 years teaching & training in China.