国际商务谈判

Chapter 1 An Overview of International Business Negotiation

1.1 Definition and Characteristics of International Business Negotiation

1.2 Forms of International Business Negotiation

1.3 Basic Forms of Intemational Business Negotiation

Chapter 2 Game Principles

2.1 Equal and Voluntary Participation

2.2 Credibility First

2.3 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 Preparations

3.1 Collecting Information

3.2 Forming the Negotiation Team

3.3 Planning for International Business Negotiation

3.4 Physical Preparations

3.5 Simulated Negotiations

Chapter 4 Negotiation Opening

4.1 Creating an Appropriate Atmosphere

4.2 Opening Steps

4.3 Opening Strategies

Chapter 5 Bargaining Process

5.1 Making a 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 Strategies

6.3 Strategic Considerations

6.4 Common Gambits and Tactics

6.5 Useful Negotiation Strategies

6.6 What Tactics Will You Use?

Chapter 7 Ways of Breaking Impasse

7.l 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

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 after Contract Signing

9.5 Authentication and Notarization of a Contract

Chapter 10 Psychological Qualities 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

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

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　　《复旦卓越·国际商务谈判（英文 第二版）/21世纪国际经济与贸易专业教材新系》适合中国高校相关专业的学生、进修生、来华留学生以及从事涉外商务工作的相关人士。