国际商务谈判实务精讲

Chapter 1 Fundamentals of International Business Negotiation Introduction 1.1 Concepts and characteristics of business negotiation 1.2 Types of international business negotiation 1.3 The basic principles of business negotiationChapter 2 Choosing the Negotiation Team Introduction 2.1 The qualities of an international negotiator 2.2 The role of a chief negotiator 2.3 Effective Negotiation TeamsChapter 3 The Preparation Phase of Negotiation Introduction 3.1 Information gathering 3.2 Identifying objectives 3.3 Setting an agendaChapter 4 The Bargaining Process Introduction 4.1 Packaging, quantity and price 4.2 Quality and inspection 4.3 Shipment 4.4 Terms of Payment 4.5 Insurance and claimChapter 5 Closing the Negotiation Introduction 5.1 Closing the deal 5.2 Tips on contract signing 5.3 Summary of the negotiationChapter 6 Four Negotiation Skills to Master Introduction 6.1 Avoid negotiating against yourself 6.2 Offering a choice 6.3 Treat partner's mistake wisely 6.4 Giving a concession only when receiving oneChapter 7 Most Common Mistakes in Negotiation--How to Avoid Them Introduction 7.1 Not negotiating with the right person 7.2 Not being flexible on a position--locking on 7.3 Forgetting your goals or loosing track of how to attain them 7.4 Too much worrying about the other party's feelings or goals 7.5 Falling for physical manipulationsChapter 8 Etiquette in Business Negotiation Introduction 8.1 Etiquette for Greeting and Send -off 8.2 Etiquette for Giving Gifts 8.3 Etiquette at Dinner Party and Dress Code 8.4 Etiquette for Signing AgreementsChapter 9 Cross-cultural Negotiation ' Introduction 9.1 Language and Communication 9.2 Understanding Cultural Differences 9.3 Different negotiating styles of different cultures参考文献

王慧等的《国际商务谈判实务精讲》是为了顺应中国加人WTO后日益增多的国际商务往来对商务谈判人才的急剧需求而精心编写的。本书难度适中，注重实务，尤其关注技巧的运用及常见错误的防范。大部分章节理论讲解后都配有典型案例。各节后的生词表及注释为读者理解书本内容提供及时的帮助。形式多样的练习题及答案旨在进一步提高读者对商务谈判知识的理解和运用。自我国加入WTO后，国际商务形势风云变幻。为顺应日益增多的国际商务往来对商务谈判人才的迫切需求，两位有着多年丰富教学和实践经验的老师亲自主笔。围绕国际商务谈判涉及的各个方面，王慧等精心编写了《国际商务谈判实务精讲》这本实用性极强的精讲型英文教材。本书共分为九章，内容全面、循序渐进。各章节内容主要包括国际商务谈判的概念，谈判人员的组成。谈判的准备阶段、磋商阶段、终局阶段，谈判技巧，谈判中常见错误防范，商务谈判的礼仪以及跨文化谈判等。本书难度适中。英文文本语言通俗易懂，专业用语规范严谨。各章节所附的生词表和注释条有助于读者对文本内容的理解，所附练习题有助于读者对理论知识的把握和对实际操作能力的培养。《国际商务谈判实务精讲》注重实务，贴合工作实际，专业性、实用性强，对外贸从业人员具有很好的实践指导作用。