| 《国际商务谈判》是在编委会精心策划、总结过去教材建设经验的基础上．借鉴国内外同类经验做法，经过反复研究论证推出，具有”新、特、实、强”等特点。设计思路新颖．强调学以致用．突出”以学生为中心”的思想；力求创新写作体例和研究分析方法；观点内容着力体现前瞻性、动态性，并做到深度和广度适宜；课程体系体现涉外经济类专业特点，采用中文和英语相结合的办法．凸现双语教学特色；注重实践性、实用性、可操作性。编写教师阵容庞大，教学经验丰富r研窬能力强。 |
| Chapter 1 An Overview of International Business Negotiation 1．1 Deftnition and Characteristics of International Business Negotiation 1．2 Forms of International Business Negotiation 1．3 The Basic Forms of International Business Negotiation Chapter 2 Game Principles of International Business Negotiation 2．1 Equal and Voluntary Participation 2．2 Credibility First 2．3 Mutual Reciprocity and Mutual Benefits 2．4 Maximizing Commonalities and Minimizing Differences 2．5 Speak on Good Grounds 2．6 Separate the People from the Problem Chapter 3 Preparation for International Business Negotiation 3．1 Collecting Information 3．2 Forming the Negotiation Team 3．3 Planning for Intemational Business Negotiation 3．4 Physical Preparations 3．5 Simulated Negotiations Chapter 4 Opening of International Business Negotiation 4．1 Creating a Right Negotiation Atmosphere 4．2 Opening Steps 4．3 Opening Strategies Chapter 5 Bargaining Process 5．1 Quotation 5．2 Bargaining 5．3 Making Compromise Chapter 6 Negotiation Strategies and Tactics 6．1 An Overview of Negotiation Strategies 6．2 Developing Your Strategy 6．3 Strategic Considerations 6．4 Common Gambits and Tactics 6．5 Useful Negotiation Strategies 6．6 What Tactics Will I Use? Chapter 7 Ways of Breaking an Impasse in Negotiation 7．1 Why Does Impasse Arise? 7．2 Conquer the Fear of Impasse 7．3 Avoid Provocation 7．4 Don’t Make Things Worse 7．5 Other Means of Dispute Handling Chapter 8 Language Skills in International Business Negotiation 8．1 Skills of Asking and Answering 8．2 Language Skills of Statement and Refutation 8．3 Skills of Body Languages Chapter 9 The Formation of Contracts 9．1 Identification and Means of Negotiation Closing 9．2 Conclusion and Guarantee of a Contract 9．3 Modification，Termination and Assignment of Contracts 9．4 Settlement of Disputes 9．5 AuthenticatiOn and Notarization of a Contract Chapter 10 Psychological Qualities and Creativity of the Negotiator 10．1 Psychological Qualities of the Effective Negotiator 10．2 Understanding Non—verbal Communication and Lies 10．3 Creativity and Problem—solving in Negotiation Chapter 11 Etiquette in International Business Negotiation 11．1 Negotiators as Hosts 11．2 Negotiators as Guests 11．3 We All Have to Follow! 11．4 Etiquette and Taboos in Different Cultures Chapter 12 International Business Negotiation Styles 12．1 Negotiation Styles in American Countries 12．2 The European Negotiation Styles 12．3 The Asian Negotiation Styles 12．4 The Middle．East Area Negotiation Styles 12．5 The African Negotiation Styles References |
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