国际商务谈判 英文PDF电子书下载

Chapter Ⅰ An Overview of International Business Negotiations 1

Section Ⅰ Concept and Characteristics of International Business Negotiations 1

Section Ⅱ Principles of Business Negotiations 8

Section Ⅲ The Types of International Business Negotiations 13

Section Ⅳ Forms＆Approaches of Business Communication 15

Chapter Ⅱ The Theories of International Business Negotiations 18

Section Ⅰ The Economic Theory 18

Section Ⅱ The Basic Psychological Theories of Business Negotiations 21

Section Ⅲ Integrative Approach and Win-win Principle 26

Section Ⅳ Game Theory and the Principle of Good Faith 33

Section Ⅴ Other Theories 42

Chapter Ⅲ Personnel Quality,Psychology and the Negotiation Team Composition 51

Section Ⅰ Psychology in International Business Negotiations 51

Section Ⅱ Individual's Psychological Activities During the International Business Negotiations 54

Section Ⅲ The Negotiators' Qualities 56

Section Ⅳ The Negotiation Team Composition 58

Chapter Ⅳ Culture Differences in International Business Negotiations 65

Section Ⅰ Cultural Factors Influencing on Negotiation Styles 65

Section Ⅱ Cultural Differences in International Business Negotiations 70

Section Ⅲ The Business Negotiation Customs and Styles in the Prime Regions 71

Chapter Ⅴ Preparations for Business Negotiations 83

Section Ⅰ The Preparations of Business Negotiations 84

Section Ⅱ The Information Preparation for Business Negotiations 90

Section Ⅲ Business Negotiation Plans 96

Section Ⅳ Simulated Negotiations 104

Chapter Ⅵ Business Negotiation Strategies 111

Section Ⅰ Strategies of Starting Stage 113

Section Ⅱ Strategies of Offer 116

Section Ⅲ Strategy of Consultation Stage 119

Section Ⅳ Strategies on the Stage of Striking a Bargaining 132

Chapter Ⅶ Communication Skills in Business Negotiations 139

Section Ⅰ Verbal Language in Business Negotiations 139

Section Ⅱ The Non-verbal Language in Business Negotiations 144

Section Ⅲ Words Expressions in Business Negotiations 149

Chapter Ⅷ Different Forms of Tactics in International Business Negotiations 152

Section Ⅰ Negotiation Skills for the Superior 153

Section Ⅱ Negotiation Skills for the Inferior 156

Section Ⅲ Negotiation Skills for the Balance 158

Chapter Ⅸ Risk Prevention in International Business Negotiations 167

Section Ⅰ Analysis for the Risks in International Business Negotiations 168

Section Ⅱ How to Forecast＆Control Risks in International Business Negotiations 176

Section Ⅲ Methods to Avert Risks 179

Chapter Ⅹ Etiquette for International Business Negotiations 187

Section Ⅰ Summary for Etiquette in International Business Negotiations 187

Section Ⅱ Basic Business Etiquette 195

Section Ⅲ Etiquette for International Business Negotiations 209

Bibliography 216