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国际商务谈判
作者:
窦然 主编
定价:
36.00元
页数:
372页
ISBN:
978-7-309-05893-2/F.1341
字数:
418千字
开本:
小16 开
装帧:
平装
出版日期:
2008年2月       
本类其他相关图书

内容提要


       本书由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。本书紧扣“国际”二字,围绕“应用”这个主题,将一个个生动的国际商谈案例串联于全书始终——每章先以开篇案例引出主题,接着在主要节目中穿插相关案例佐以分析,最后以结尾案例强化主题、归纳要点,提出问题与思考。全书用这种有节奏地将读者引入各种国际商务谈判情景的方式,以期达到持续激发读者学习兴趣、强化对谈判策略的理解和相关技巧掌握的目的。
       鉴于本书的对象主要为中国高校生、进修生、来华留学生和从事涉外商务工作的相关人士,所用英文力求浅显通俗,层次结构力求清晰完整。课堂教学时还可结合多媒体方式、现实案例讨论和模拟谈判等形式,学活用活,触类旁通。
      

作者简介


       编审委员会主任
      
       储敏伟 刘子馨
      
       编委
      
       贺 瑛 陈霜华 沈明其 窦 然
       黄锡光 徐笑丁 胡俊芳 查贵勇
       张学森 曹 雷 葛 萍 蒋晓红
      
       总策划
      
       贺 瑛 王联合
      

书摘


       Contents
      
       Chapter 1 An Overview of International Business Negotiation
       1.1 Deftnition and Characteristics of International Business
       Negotiation
       1.2 Forms of International Business Negotiation
       1.3 The Basic Forms of International Business Negotiation
      
       Chapter 2 Game Principles of International Business Negotiation
       2.1 Equal and Voluntary Participation
       2.2 Credibility First
       2.3 Mutual 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 Preparation for International Business Negotiation
       3.1 Collecting Information
       3.2 Forming the Negotiation Team
       3.3 Planning for Intemational Business Negotiation
       3.4 Physical Preparations
       3.5 Simulated Negotiations
      
       Chapter 4 Opening of International Business Negotiation
       4.1 Creating a Right Negotiation Atmosphere
       4.2 Opening Steps
       4.3 Opening Strategies
      
       Chapter 5 Bargaining Process
       5.1 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 Strategy
       6.3 Strategic Considerations
       6.4 Common Gambits and Tactics
       6.5 Useful Negotiation Strategies
       6.6 What Tactics Will I Use?
      
       Chapter 7 Ways of Breaking an Impasse in Negotiation
       7.1 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 in International Business Negotiation
       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
       9.5 AuthenticatiOn and Notarization of a Contract
      
       Chapter 10 Psychological Qualities and Creativity 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 in International Business Negotiation
       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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