| 《国际商务谈判(英文版)》由对外经济贸易大学出版社出版。 |
| Section 1 What the Study of International Negotiation Does and Doesn't IncludeTeam Role Play No. 1 How Class Grades in This Course Are to Be DecidedSection 2 Selecting Your Team and LeaderNEGCOM Inventory Score TestSection 3 The Method for Forming the TeamsTeam Role Play No.2 Negotiation PreparationSection 4 Negotiation between Inexperienced or Untrained NegotiatorsTeam Role Play No.3 China Life Insurance CaseSection 5 Anticipating Outcomes in International NegotiationCase 1 Frazier Air Conditioning GlobalCase 2 Protecting GUANXI from GWAILOSection 6 The 8-Step Negotiation Preparation ProcessComprehensive Opening Statement (COS)Section 7 Culture Learning Lessons for the Chinese NegotiatorPreparation for Team Role Play No.4 Idelux Motors vs. PK CitySection 8 Full Session Role Play NegotiationTeam Role Play No.4 Idelux Motors vs. PK CitySection 9 Professional Skills for International NegotiatorsSection 10 More on Professional SkillsSection 11 Reviewing the Course and Understanding What Is Still to ComeSection 12 Team Role Play No.4 Motion Inc. vs. Precedent Computer Co.Section 13 Team Role Play No.5 Crude Oil Sale PricingSection 14 Team Role Play No.6-8 Vessel AcceptanceSection 15 Final Course ActivitiesLearning from Two Model Reports andSubmitting Your Own Final ReportsAppendicesI. Standard Instructions for Team Role Play Process and SkillsⅡ. Key Words and Terms Used in the Oil IndustryⅢ. Supplementary Team Role Play*Ⅳ. The Order of Negotiating Activities —— Expert's RankingBibliography |
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