卓越·21世纪国际经济与贸易专业教材新系：国际商务谈判（第二版） fb2 pdf azw3 网盘 rtf 免费 下载 txt

　　窦然主编的修订版《国际商务谈判(英文第2版) 》依旧由12章组成，涉及国际商务谈判的各个环节和 相关知识，如谈判的准备与开局、磋商策略、僵局化 解、签约须知、语言技巧、心理素质、不同国家和地 区谈判者的谈判风格和相关礼仪，等等。本次修订中 对版各章节的多处文字表述、数据和部分段落结 构做了重新调整。例如，将原先书中按中国人习惯的 表达，换成西方人的惯用说法；某些案例中的数据按 实际汇率重新做了核实；有些略显冗长的小标题和句 子，在不改变原意的前提下，改写成更加精练的文字 和表述；书中涉及一些谈判的策略和技巧，也按逻辑 关系、使用频率等予以重新调整和增删。

本书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。

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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