国际商务英语谈判

Project One Fundamentals of International Business Negotiation

Chapter1 Basic Concepts of International Business Negotiation

Work Objectives

Module Ⅰ Lead-in Reading

1.Opening Your Eyes

2.Case Discussing

Module Ⅱ Linking-up

Ⅰ A Brief Introduction to Negotiation

1.Implication of Negotiation

2.Correct Understanding of Negotiation

3.Elements of Negotiation

Ⅱ Definition and Characteristics of Business Negotiation

1.Definition of Business Negotiation

2.Characteristics of Business Negotiation

Ⅲ Types and Contents of Business Negotiation

1.Common Types of Business Negotiation

2.Contents of Business Negotiation

Ⅳ Goals of International Business Negotiation

1.The Best Target

2.The Intermediate Target

3.The Acceptable Target

Module 3 Notes to the Related Language Points

Module 4 Building Up More Skills

Task 1 Mini Negotiation Reading

Task 2 Simulation Drills

Module 5 Learning More

Task 1 Learn Negotiation Tips by Heart

Task 2 Extending Writing Project

Module 6 Showing Your Talent Fully

Chapter 2 Principles of Business Negotiation

Work Objectives

Module Ⅰ Lead-in Reading

1.Opening Your Eyes

2.Case Discussing

Module Ⅱ Linking-up

Ⅰ Basic Principles of Business Negotiation

Ⅱ Principles of Business Negotiation

1.Principle of Collaboration Negotiation

2.Principle of Trust in Negotiation

3.Principle of Interest Distribution

4.Win-Win Principle

Module Ⅲ Notes to the Related Language Points

Module Ⅳ Building Up More Skills

Task 1 Mini Negotiation Reading

Task 2 Simulation Drills

Module 5 Learning More

Task 1 Learn Negotiation Tips by Heart

Task 2 Extending Writing Project

Module 6 Showing Your Talent Fully

Chapter 3 Psychology in Negotiation

Work Objectives

Module ⅠLead-in Reading

1.Opening Your Eyes

2.Case Discussing

Module ⅡLinking-uP

ⅠThe Need Theory and Negotiation

1.The Need Theory of Maslow

2.The Application of the Need Theory to Negotiation

ⅡModern Negotiation Theories

Module Ⅲ Notes to the Related Language Points

Module Ⅳ Building Up More Skills

Task 1 Mini Negotiation Reading

Task 2 Simulation Drills

Module 5 Learning More

Task 1 Learn Negotiation Tips by Heart

Task 2 Extending Writing Project

……

Chapter 3 Psychology in Negotiation

Chapter 4 Procedure of Business Negotiation

Project Two Practical Business Negotiation

Chapter 5 Five Links of International Business Negotiation

Chapter 6 Strategies of International Business Negotiation

Chapter 7 Sale Negotiation

Chapter 8 International Investment Negotiation

Chapter 9 International Technology Trade Negotiation

Chapter 10 International Business Contract Negotiation

Project Three Culture Influence on Business Negotiation

Chapter 11 Intercultural Awareness in Business Activities

Chapter 12 Business Protocols, Etiquette and Negotiation Styles

Answers

《国际商务英语谈判/21世纪高校商务英语系列规划教材》为英文编写的商务英语谈判教材，共十二章，涵盖了商业谈判的基本原理及原则，具体谈判实践及技巧以及跨文化背景下的商务活动三部分，涉及商品销售、商品合同、项目投资以及技术转让等相关的谈判内容与过程。每章由学习要点、导入、课文、实践活动、谈判秘诀及拓展练习构成。