国际商务谈判理论实务案例分析/吴仁波

**篇 理论篇
Chapter Ⅰ An Overview of International Business Negotiation
Ⅰ.The Concept of International Business Negotiation
Ⅱ.Characteristics of International Business Negotiation
Ⅲ.Types of International Business Negotiation
Ⅳ.Principles of International Business Negotiation
**章 国际商务谈判概述
一、国际商务谈判的概念
二、国际商务谈判的特点
三、国际商务谈判的种类
四、国际商务谈判的基本原则
Chapter 2 Main Theories on International Business Negotiation
Ⅰ.Win-win Theory
Ⅱ.Collaborative Principled Negotiation
Ⅲ.The Basic Psychological Theories of International Business Negotiation
Ⅳ.Negotiating Power and the Related Factors
第二章 国际商务谈判理论
一、双赢理论
二、合作原则谈判法
三、国际商务谈判的心理理论
四、谈判力及其相关因素
第二篇 实务篇
Chapter 3 Preparation of International Business Negotiation
Ⅰ.Investigating Background
Ⅱ.Collecting Information
Ⅲ.Forming the Negotiation Team
Ⅳ.Developing Negotiation Plans
Ⅴ.Physical Preparations
Ⅵ.Simulated Negotiation
第三章 国际商务谈判的准备
一、谈判的背景调查
二、谈判资料的准备
三、谈判人员的组织
四、谈判方案的制定
五、谈判的具体准备工作
六、模拟谈判
Chapter 4 Opening of International Business Negotiation
Ⅰ.Types of Opening Atmosphere for Negotiation
Ⅱ.How to Create a Good Negotiation Atmosphere
Ⅲ.Opening Strategies
Ⅳ.Statement in the Opening Stage
第四章 国际商务谈判开局阶段
一、谈判开局阶段的气氛类型
二、如何创造一个良好的开局气氛
三、开局策略
四、开场陈述
Chapter 5 Offer & Counter Offer of International Business Negotiation
Ⅰ.Who Should Offer First
Ⅱ.Principles of Making an Offer
Ⅲ.Types of Making an Offer
Ⅳ.Counter Offer
第五章 国际商务谈判的报盘与还盘
一、谁先报价
二、报价应当遵循的原则
三、报价的种类
四、还盘（还价）
Chapter 6 Bargaining of International Business Negotiation
Ⅰ.Strategic Approaches and Considerations in Negotiating Consultation
Ⅱ.Bargaining Tactics
Ⅲ.Principles of Making Concessions
Ⅳ.Models or Styles of Making Concessions
Ⅴ.Tactics Used to Force the Other Party to Make Concessions
Ⅵ.Strategies Used to Prevent the Counterpart’S Attack
第六章 国际商务谈判的磋商及让步
一、谈判磋商阶段的战略路径与考虑
二、讨价还价的策略
三、妥协的一般原则
四、让步方式(模型)
五、促使对方让步的策略
六、阻止对方进攻的策略
第三篇 知识篇
Chapter 7 Language Skills for International Business Negotiation
Ⅰ.Techniques for Asking Questions
Ⅱ.Techniques for Answering Questions
Ⅲ.Skills of Watching／Observing Body Languages
Ⅳ.Other Tips
第七章 国际商务谈判技巧
一、谈判中“问”的技巧
二、谈判中“回答问题”的技巧
三、谈判中“看／观察”的技巧
四、谈判中“听”“说”“劝”“拒绝”的技巧
Chapter 8 Etiquette for International Business Negotiation
Ⅰ.Basic Principles for Etiquette of International Business Negotiation
Ⅱ.Reception Etiquette
Ⅲ.Dinner Etiquette
Ⅳ.Etiquette of Answering and Making Telephone-calls
Ⅴ.Dressing Etiquette
第八章 国际商务谈判礼仪
一、国际商务谈判礼仪的基本原则
二、接待礼仪
三、宴请礼仪
四、打电话礼仪
五、着装礼仪
Chapter 9 Customs，Taboos and Negotiation Styles of Negotiators from Different Countries
Ⅰ.Customs，Taboos and Negotiation Styles of Americans
Ⅱ.Customs，Taboos and Negouanon Styles of Japanese
Ⅲ.Customs，Taboos and Negotiation Styles of Germans
Ⅳ.Customs，Taboos and Negotiation Styles of the British
Ⅴ.Customs，Taboos and Negotiation Styles of the French
Ⅵ.Customs，Taboos and Negotiation Styles of Russians
Ⅶ.Customs，Taboos and Negotiation Styles of Koreans
Ⅷ.Customs，Taboos and Negotiation Styles of Negotiators from Other Countries
第九章 主要国家商人的风俗、禁忌与谈判风格
一、美国人的风俗、禁忌与谈判风格
二、日本人的风俗、禁忌与谈判风格
三、德国人的风俗、禁忌与谈判风格
四、英国人的风俗、禁忌与谈判风格
五、法国人的风俗、禁忌与谈判风格
六、俄罗斯人的风俗、禁忌与谈判风格
七、韩国人的风俗、禁忌与谈判风格
八、其他国家和地区人们的风俗禁忌与谈判风格
参考文献
Appendix Ⅰ Materials for Simulated Negotiation
Ⅰ.Children's Wear—selling
Ⅱ.The Trade Negotiation of Thiourea Dioxide
Ⅲ.Negotiation on the Claim due tO Whey Powder Quality Problem
Ⅳ.Negotiation over Establishing Discarded Tire Processing and Production Base by Capital Pooling
附录Ⅰ 模拟谈判资料
一、儿童服装买卖谈判
二、甲脒亚磺酸的贸易谈判
三、乳清粉质量索赔的谈判
四、合资建立废旧轮胎处理厂的谈判
Appendix Ⅱ Terms Related to Negotiation 与谈判相关的术语
Ⅰ.Modes of Trade，Products，Organizations and Titles
贸易方式、产品、机构组织与职务
Ⅱ.Trade Terms，Currencies，Price，Settlement，Payment and Insurance
贸易术语、货币、价格、结算与保险
Ⅲ.Quality，Weight，Measurement，Packing，Marking，Transportation，Documents and Main Ports
质量、重量、尺码、包装、标记、运输、单据与世界主要港口
Ⅳ.Contract，Business Negotiation，Inspection，Claim and Arbitration
合同、业务洽谈、检验、索赔及仲裁
Ⅴ.Simplified Words／Phrases and Abbreviations
简化字词及缩写