包邮商务英语教程:国际商务谈判

Content目 录

◎ Chapter 1 An Overview of International Business Negotiation // 1

1.1 The Concept of International Business Negotiation // 1

1.2 The Characteristics of International Business Negotiation // 1

1.3 The Basic Principles of International Business Negotiation // 3

1.4 The Types of International Business Negotiation // 4

◎ Chapter 2 Principles of International Business Negotiation // 13

2.1 Basic Principles of International Business Negotiation // 13

2.2 Theoretical Frameworks for International Business Negotiation // 14

◎ Chapter 3 Preparation for International Business Negotiation // 25

3.1 Collecting Information // 25

3.2 Forming the Negotiation Team // 26

3.3 Formulating the Negotiation Plans //29

3.4 Physical Preparations // 31

3.5 Simulated Negotiations // 32

 ◎ Chapter 4 Opening of International Business Negotiation // 37

4.1 Types of Opening Atmosphere for Negotiation // 37

4.2 Opening Strategies // 38

4.3 How to Create a Good Negotiation Atmosphere // 41

4.4 Opening Statement // 44 

◎ Chapter 5 Bargaining Process // 50

5.1 Quotation // 50

5.2 Offering a Price // 53

5.3 Counter Offering // 55

◎ Chapter 6 Negotiation Strategies and Tactics // 61

6.1 Making Concessions // 61

6.2 Typical Hardball Tactics // 65

6.3 Strategies Used to Prevent the Counterpart's Attack // 67

◎ Chapter 7 How to Break an Impasse in Negotiation // 72

7.1 Types of the Impasse // 72

7.2 Causes of Impasse // 73

7.3 Avoid the Impasse // 77

7.4 Resolutions of the Impasse // 78

◎ Chapter 8 Psychological Qualities and Creativity of the Negotiator // 84

8.1 Psychological Qualities of the Negotiator // 84

8.2 Psychological Management of Negotiators // 87

8.3 Creativity and Problem-solving in Negotiation // 89

◎ Chapter 9 Language Skills in International Business Negotiation // 96

9.1 Skills of Asking Questions // 96

9.2 Skills of Answering Questions // 99

9.3 Skills of Watching/Observing Body Language // 101

◎ Chapter 10 Inter-culture Communication in Negotiation // 107

10.1 Differences of Business Cultures // 107

10.2 Culturally Responsive Negotiation Strategies // 112

◎ Chapter 11 The Styles of Business Negotiations // 118

11.1 American Style // 118

11.2 German Style // 119

11.3 French Style // 119

11.4 British Style // 120

11.5 Russian Style // 121

11.6 Australian Style // 121

11.7 Chinese Style // 121

11.8 Japanese Style // 133

11.9 Korean Style // 123

11.10 Indian Style // 123

◎ Chapter 12 International Business Contract Negotiation // 128

12.1 Negotiation for Business Contract // 128

12.2 Conclusion and Validity of a Business Contract // 134

◎ References // 141

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