《国际商务谈判 英文》PDF下载

  • 购买积分:10 如何计算积分?
  • 作  者:黄伟,钱莉主编
  • 出 版 社:北京:冶金工业出版社
  • 出版年份:2012
  • ISBN:9787502456351
  • 页数:216 页
图书介绍:本书从理论和实践相结合的角度,科学地把商务知识、谈判知识、现代沟通的内容及形式与英语语言综合技能融为一体,通过系统的商务英语谈判的学习,掌握国际商务谈判的基本理论知识,借助于灵活多变的谈判技巧,熟悉各种谈判策略、礼仪及活动,了解不同国际商务活动的人文背景、国际商务谈判规范、具体操作程序以及谈判风险与规避,从而提高国际商务谈判中分析问题和处理问题的能力;特别注意把握好国际商务谈判活动主题的涵盖面、国际商务知识的系统性与完整性,以及语言技能与商务知识的平衡,从而提高学习者用英语分析和处理谈判业务的能力。

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