国际商务谈判PDF电子书下载

Chapter 1 1

Basic Theories for International Business Negotiation 1

Section A ABB and Ford: Creating Value Through Cooperation in Negotiation 1

SectionBWin-Win Negotiation 6

Background Information 15

Words and Expressions 22

Exercises 23

Chapter 2 27

Staffing Negotiation Teams 27

Section A China's Win in the Negotiation with VW 27

Section B What Determines the Success in Negotiation—A Case Study of Multiparty Negotiation 29

Background Information 33

Words and Expressions 39

Exercises 40

Chapter 3 43

Phases of International Business Negotiation 43

Section A A Typical Negotiation on Sale with Chinese 43

Section B Political Problems in Global Negotiations 46

Background Information 48

Words and Expressions 59

Exercises 61

Chapter 4 65

Negotiation Strategies and Tactics 65

Section A Wisdom in Mind Is Better than Money in the Hand 65

Section B Negotiation Strategy or JustTactics 68

Background Information 71

Words and Expressions 80

Exercises 83

Chapter 5 85

Types of International Business Negotiation 85

Section A Long Live Price Negotiations 85

Section B Enron's Indian Joint Venture Negotiation Debacle—A Case Study 90

Background Information 93

Words and Expressions 105

Exercises 108

Chapter 6 111

Verbal and Nonverbal Communication Skills 111

Section A Actions Speak Louder than Words 111

Section B Smart Car Seller 114

Background Information 119

Words and Expressions 130

Exercises 132

Chapter 7 135

InternationalBusiness Negotiation Etiquette 135

Section A The Secret Weapon to Change Disadvantages into Advantages 135

SectionBNegotiation Credibility Etiquette 137

Background Information 142

Words and Expressions 158

Exercises 159

Chapter 8 163

Cross-Cultural Business Neaotiation 163

ection A Forewarned isForearmed 163

ection B Building T rust B3efore Heading to the Table with Japanese 168

Background Information 176

Words and Expressions 183

Exercises 185

Key to Exercises 187

References 201