国际商务谈判 英文PDF电子书下载

Chapter 1:THE ROLE OF THE CHIEF NEGOTIATOR 1

Chapter 2:CHOOSING YOUR TEAM 8

Chapter 3:CONTROLLING NEGOTIATIONS 13

Chapter 4:INITIATING NEGOTIATIONS 21

Chapter 5:FACE-TO-FACE 37

Chapter 6:THE FUNCTION OF BIAS 44

Chapter 7:SITE SELECTION 48

Chapter 8:THE AGENDA 52

Chapter 9:ABOUTTRANSLATORS 60

Chapter 10:NEGOTIATING STYLES,PART 1 66

Chapter 11:NEGOTIATING STYLES,PART 2 79

Chapter 12:PLANN ING TO WIN 91

Chapter 13:COUNTERING PERSONAL STRATEGIES 102

Chapter 14:COUNTERING TEAM STRATEGIES 106

Chapter 15:SELECTING TACTICS 115

Chapter 16:CLOSINGTHE DEAL 133

Chapter 17:REPORTING RESULTS 136

Chapter 18:COMMITMENT 138

Chapter 19:STRATEGIC AND TACTICAL GUIDELINES BY COUNTRY 142

Chapter 20:GLOSSARY 175

Chapter 21:RESOURCES 181