国际商务英语谈判PDF电子书下载

Project One Fundamentals of International Business Negotiation 3

Chapter 1 Basic Concepts of International Business Negotiation 3

Work Objectives 3

Module Ⅰ Lead-in Reading 3

1．Opening Your Eyes 3

2．Case Discussing 4

Module Ⅱ Linking-up 4

Ⅰ A Brief Introduction to Negotiation 4

1．Implication of Negotiation 4

2．Correct Understanding of Negotiation 6

3．Elements of Negotiation 8

Ⅱ Definition and Characteristics of Business Negotiation 9

1．Defmition of Business Negotiation 9

2．Characteristics of Business Negotiation 9

Ⅲ Types and Contents of Business Negotiation 11

1．Common Types of Business Negotiation 11

2．Contents of Business Negotiation 13

Ⅳ Goals of International Business Negotiation 13

1．The Best Target 14

2．The Intermediate Target 14

3．The Acceptable Target 14

Module Ⅲ Notes to the Related Language Points 17

Module Ⅳ Building Up More Skills 18

Task 1 Mini Negotiation Reading 18

Task 2 Simulation Drills 20

Module Ⅴ Learning More 20

Task 1 Learn Negotiation Tipsby Heart 20

Task 2 Extending Writing Project 21

Module Ⅵ Showing Your Talent Fully 22

Chapter 2 Principles of Business Negotiation 25

Work Objectives 25

Module Ⅰ Lead-in Reading 25

1．Opening Your Eyes 25

2．Case Discussing 26

Module Ⅱ Linking-up 26

Ⅰ Basic Principles of Business Negotiation 26

Ⅱ Principles of Business Negotiation 27

1．Principle of Collaboration Negotiation 27

2．Principle of Trust in Negotiation 31

3．Principle of Interest Distribution 32

4．Win-Win Principle 35

Module Ⅲ Notes to the Related Language Points 38

Module Ⅳ Building Up More Skills 40

Task 1 Mini Negotiation Reading 40

Task 2 Simulation Drills 41

Module Ⅴ Learning More 42

Task 1 Learn Negotiation Tips by Heart 42

Task 2 Extending Writing Project 43

Module Ⅵ Showing Your Talent Fully 44

Chapter 3 Psychology in Negotiation 47

Work Objectives 47

Module Ⅰ Lead-in Reading 47

1．Opening Your Eyes 47

2．Case Discussing 48

Module Ⅱ Linking-up 48

Ⅰ The Need Theory and Negotiation 48

1．The Need Theory of Maslow 48

2．The Application of the Need Theory to Negotiation 49

Ⅱ Modern Negotiation Theories 53

Module Ⅲ Notes to the Related Language Points 60

Module Ⅳ Building Up More Skills 63

Task 1 Mini Negotiation Reading 63

Task 2 Simulation Drills 64

Module Ⅴ Learning More 64

Task 1 Learn Negotiation Tips by Heart 64

Task 2 Extending Writing Project 65

Module Ⅵ Showing Your Talent Fully 66

Chapter 4 Procedure of Business Negotiation 69

Work Objectives 69

Module Ⅰ Lead-in Reading 69

1．Opening Your Eyes 69

2．Case Discussing 70

Module Ⅱ Linking-up 71

Ⅰ Pre-negotiation Stage 71

1．Assessing the Situation and the People 71

2．Creditability Study 72

3．Forming Negotiation Team 73

4．Designing Agenda for Negotiation 77

5．Making a Feasible Negotiation Plan 78

Ⅱ Negotiation Stage 79

1．The Opening and Reviewing 79

2．The Bidding and Bargaining 81

3．The Settling and Ratifying 81

Ⅲ Post-negotiation Stage 82

1．Wrapping Up 82

2．Drawing Up a Written Contract 83

3．Contract Signing 84

Module Ⅲ Notes to the Related Language Points 85

Module Ⅳ Building Up More Skills 87

Task 1 Mini Negotiation Reading 87

Task 2 Simulation Drills 89

Module Ⅴ Learning More 89

Task 1 Learn Negotiation Tips by Heart 89

Task 2 Extending Writing Project 90

Module Ⅵ Showing Your Talent Fully 91

Project Two Practical Business Negotiation 97

Chapter 5 Five Links of International Business Negotiation 97

Work Objectives 97

Module Ⅰ Lead-in Reading 97

1．Opening Your Eyes 97

2．Case Discussing 97

Module Ⅱ Linking-up 98

Ⅰ A Brief Introduction to Five Links of International Business Negotiation 98

Ⅱ Five Links of International Business Negotiation 98

1．Enquiry 98

2．Offer 101

3．Counter-offer 102

4．Acceptance 104

5．Conclusion of a Contract 106

Module Ⅲ Notes to the Related Language Points 108

Module Ⅳ Building Up More Skills 109

Task 1 Mini Negotiation Reading 109

Task 2 Simulation Drills 110

Module Ⅴ Learning More 111

Task 1 Learn Negotiation Tips by Heart 111

Task 2 Extending Writing Project 112

Module Ⅵ Showing Your Talent Fully 112

Chapter 6 Strategies of International Business Negotiation 115

Work Objectives 115

Module Ⅰ Lead-inReading 115

1．Opening Your Eyes 115

2．Case Discussing 116

Module Ⅱ Linking-up 116

Ⅰ How to Build Effective Negotiation Strategy 116

1．Consider the BATNA(Best Alternative to a Negotiation Agreement) 116

2．Satisfy Interests 117

3．Separate the People from the Problem 117

4．Resiliency 118

5．Choose Suitable Style and Modes 119

Ⅱ Strategies of International Business Negotiation 121

1．General Principles of Negotiation Strategies 121

2．International Business Negotiation Strategies 123

Module Ⅲ Notes to the Related Language Points 130

Module Ⅳ Building Up More Skills 131

Task 1 Mini Negotiation Reading 131

Task 2 Simulation Drills 132

Module Ⅴ Learning More 133

Task 1 Learn Negotiation Tips by Heart 133

Task 2 Extending Writing Project 134

Module Ⅵ Showing Your Talent Fully 134

Chapter 7 Sales Negotiation 137

Work Objectives 137

Module Ⅰ Lead-in Reading 137

1．Opening Your Eyes 137

2．Case Discussing 138

Module Ⅱ Linking-up 138

Ⅰ Concept of Sales Negotiation 138

Ⅱ Main Contents of Sales Negotiation 140

1．Quality 140

2．Quantity 141

3．Transportation 141

4．Packing 143

5．Payment 143

6．Insurance 144

7．Inspection 146

8．Claiming for Damages and Arbitration 146

Ⅲ Tips for Sales Negotiations 148

1．Reduce the Buyer's Power through Differentiation 148

2．Take a Strategic View—from Both Sides 148

3．Manage Power with a SWOT(strengths,weaknesses,opportunities and threats)Analysis 148

4．Evaluate the Priorities 148

5．Trade:Don't Make Unilateral Concessions 149

Module Ⅲ Notes to the Related Language Points 149

Module Ⅳ Building Up More Skills 150

Task 1 Mini Negotiation Reading 150

Task 2 Simulation Drills 151

Module Ⅴ Learning More 152

Task 1 Learn Negotiation Tips by Heart 152

Task 2 Extending Writing Project 152

Module Ⅵ Showing Your Talent Fully 153

Chapter 8 International Investment Negotiation 157

Work Objectives 157

Module Ⅰ Lead-in Reading 157

1．Opening Your Eyes 157

2．Case Discussing 158

Module Ⅱ Linking-up 158

Ⅰ A Brief Introduction to Joint Venture 158

Ⅱ Types of Joint Venture 159

1．Equity Joint Venture 159

2．Contractual Joint Venture 159

Ⅲ Management and Operation of Joint Venture 160

1．Form of Organization 160

2．Registered Capital 161

3．Form of Investment and the Proportion of Investment 161

4．Board of the Directors and the Management Body 161

5．Distribution of Profits 162

6．Technology Introduction of Joint Venture 162

7．Procurement of Materials and the Sales of Its Products 162

Ⅳ The Equity Joint Venture Negotiation 162

1．Establishment of the Equity Joint Venture 162

2．Capitalization 164

3．External Financing 165

4．Labor Management 165

5．Land Management 165

6．Foreign Exchange Controls 166

7．Taxation 166

8．Accounting and Profit Distribution 166

9．Term and Termination 168

Module Ⅲ Notes to the Related Language Points 169

Module Ⅳ Building Up More Skills 171

Task 1 Mini Negotiation Reading 171

Task 2 Simulation Drills 172

Module Ⅴ Learning More 173

Task 1 Learn Negotiation Tipsby Heart 173

Task 2 Extending Writing Project 174

Module Ⅵ Showing Your Talent Fully 174

Chapter 9 International Technology Trade Negotiation 177

Work Objectives 177

Module Ⅰ Lead-in Reading 177

1．Opening Your Eyes 177

2．Case Discussing 178

Module Ⅱ Linking-up 178

Ⅰ Principal Legal Forms of Technology Trade 179

1．Assignment 179

2．A License Contract 179

3．A Know-how Contract 180

Ⅱ Features of Technology Trade Negotiation 181

1．Monopolists 181

2．Multiple Transactions 181

3．Profit-oriented 181

Ⅲ Content of Technology Trade Negotiation 181

1．Scope of Technology 182

2．Terms of Payment 182

3．Delivery of Documentation 183

4．Training Program 184

5．Technical Assistance 185

Ⅳ Steps of Technology Trade Negotiation 186

1．Exploratory Discussion 186

2．Agreement in Principle 186

3．Negotiation 187

4．Final Agreement 187

Module Ⅲ Notes to the Related Language Points 190

Module Ⅳ Building Up More Skills 191

Task 1 Mini Negotiation Reading 191

Task 2 Simulation Drills 192

Module Ⅴ Learning More 193

Task 1 Learn Negotiation Tips by Heart 193

Task 2 Extending Writing Project 194

Module Ⅵ Showing Your Talent Fully 194

Chapter 10 International Business Contract Negotiation 197

Work Objectives 197

Module Ⅰ Lead-in Reading 197

1．Opening Your Eyes 197

2．Case Discussing 198

Module Ⅱ Linking-up 198

Ⅰ An Introduction to International Business Contract 198

1．Concepts of Business Contract 198

2．Types of Business Contract 199

3．Terms of Business Contract 199

Ⅱ Procedures of Business Contract Negotiation 201

1．Drafting and Signing of Business Contract 201

2．Implementation of Business Contract 202

3．Contract Dispute Settlement 202

Module Ⅲ Notes to the Related Language Points 205

Module Ⅳ Building Up More Skills 205

Task 1 Mini Negotiation Reading 205

Task 2 Simulation Drills 207

Module Ⅴ Learning More 208

Task 1 Learn Negotiation Tips by Heart 208

Task 2 Extending Writing Project 208

Module Ⅵ Showing Your Talent Fully 209

Project Three Cultural Influence on Business Negotiation 215

Chapter 11 Intercultural Awareness in Business Activities 215

Work Objectives 215

Module Ⅰ Lead-in Reading 215

1．Opening Your Eyes 215

2．Case Discussing 216

Module Ⅱ Linking-up 216

Ⅰ Context Orientation and Features of Mainstream Culture 216

1．Context Orientation 216

2．Mainstream Cultures 217

3．Cultural Influences 217

Ⅱ Cultural Factors Involved in Business Negotiation 218

1．Social Values 218

2．Roles and Status 219

3．Cultural Context 220

4．Decisions-making 220

5．Manners and Customs 221

6．Time and Space 221

7．Gender 223

Ⅲ Cultural Conflict Management 224

1．Effective Approaches to Conflict 224

2．Positive Rules to Reduce Conflict 225

Module Ⅲ Notes to the Related Language Points 226

Module Ⅳ Building Up More Skills 227

Task 1 Mini Negotiation Reading 227

Task 2 Simulation Drills 228

Module Ⅴ Learning More 228

Task 1 Learn Negotiation Tip by Heart 228

Task 2 Extending Writing Project 229

Module Ⅵ Showing Your Talent Fully 230

Chapter 12 Business Protocols,Etiquette and Negotiation Styles 233

Work Obiectives 233

Module Ⅰ Lead-in Reading 233

1．Opening Your Eyes 233

2．Case Discussing 234

Module Ⅱ Linking-up 234

Ⅰ Business Protocol and Etiquette 234

1．Exchanging Business Cards 234

2．Dress Codes 235

3．Forms of Address 236

4．Dinner Party Etiquette 237

5．Business Gifts 238

Ⅱ Different Business Negotiating Styles 239

1．American Style 239

2．British Style 239

3．Australian Style 240

4．German Style 240

5．French Style 241

6．Russian Style 241

7．Japanese Style 242

8．Latin American Style 242

9．African Style 242

Module Ⅲ Notes to the Related Language Points 243

Module Ⅳ Building Up More Skills 244

Task 1 Mini Negotiation Reading 244

Task 2 Simulation Drills 246

Module Ⅴ Learning More 246

Task 1 Learn Negotiation Tips by Heart 246

Task 2 Extending Writing Project 247

Module Ⅵ Showing Your Talent Fully 248

Answers 251