国际商务谈判英语

Part One Business Negotiation Theories商务谈判理论Chapter One Fundaments of International BusinessNegotiation国际商务谈判概述1.1 Some Basic Concepts of Negotiation谈判的基本概念1.2 Concept of Business Negotiation商务谈判的概念1.3 Features of International Business Negotiation国际商务谈判的特点ExercisesChapter Two The Basic Principles and Strategies on BusinessNegotiation商务谈判的基本原则和策略The Basic Principles of Business Negotiation商务谈判的基本原则The Basic Strategies of Business Negotiation商务谈判的基本策略ExercisesChapter Three The Impact of Psychology and Culture on BusinessNegotiation心理学及文化对商务谈判的影响3.1 Negotiation and the Need Theory谈判与需求理论3.2 Across-cultural Negotiation跨文化谈判3.3 Different Negotiating Styles of Different Cultures世界各地商人的谈判风格ExercisesChapter Four Preparation for Negotiation谈判准备4.1 Choosing the Negotiation Team Members and Establislung BusinessRelations选择谈判小组的成员及建立业务关系4.2 Establishing a Target for Negotiation确定谈判目标4.3 Collecting and Analyzing Information Concerned收集并分析相关信息4.4 Making a Feasible Negotiation Plan制订可行的谈判计划ExercisesChapter Five Face-to-face Negotiation面对面谈判阶段5.1 0peIung Speech开场白5.2 The Bargaining Ptocess and Strategies谈判的磋商阶段及策略5.3 Tactics of Breaking an Impasse打破僵局策略5.4 Making Settlement达成共识ExercisesPart Two Business Negotiation Practice商务谈判实践Chapter Six Enquiry询盘6.1 Introduction6.2 Letters on Negotiation6.3 Dialogue Practice6.4 Cases and Situational DialoguesExercisesChapter Seven Offer and Counter-offer报盘与还盘7.1 Introduction7.2 Letters on Negotiation7.3 Dialogue Practice7.4 Cases and Situational DialoguesExercisesChapter Eight Order and Acceptance钉单与接受8.1 Introduction8.2 Letters on Negotiation8.3 Dialogue Practice8.4 Cases and Situational DialoguesExercisesChapter Nine Terms of Payment付款方式9.1 Introduction9.2 Letters on Negotiation9.3 Dialogue Practice9.4 Cases and Situational DialoguesExercisesChapter Ten Packing and Shipment包装和运输10.1 Introduction10.2 Letters on Negotiation10.3 Dialogue Practice10.4 Cases and Situational DialoguesJExercisesChapter Eleven Claims and Complaints索赔和投诵11.1 Introduction11.2 Letters on Negotiation11.3 Dialogue Ptactice11.4 Cases and Situational DialoguesExercisesPart Three Key to the Exercises and Translation答案及译文Chapter One Fundaments of International BusinessNegotiation国际商务谈判概述Chapter Two The Basic Principles and Strategies on BusinessNegotiation商务谈判的基本原则和策略Chapter Three The Impact of Psychology and Culture on BusinessNegotiation心理学及文化对商务谈判的影响Chapter Four Preparation for Negotiation谈判准备Chapter Five Face-to-恼ce Negotiation面对面谈判阶段Chapter Six Enquiry询盘Chapter Seven Offer and Counter-offer报盘与还盘Chapter Eight Order and Acceptance订单与接受Chapter Nine Terms of Payment付款方式Chapter Ten Packing and Shipment包装和运输Chapter Eleven Claims and Complaints索赔和投诉主要参考文献

《国际商务谈判英语》(作者兰天、时敏)着重介绍了国际商务谈判的相关理论、实践和应注意的重要问题，例如谈判中的正确行为举止、对谈判人员的要求、谈判班子的组成、谈判的准备阶段、谈判的磋商阶段、谈判的终局阶段、谈判策略和技巧，还阐述了国际商务谈判的具体内容。《国际商务谈判英语》由三部分组成，共分11章。