国际商务谈判理论与实践-(英文版)
内容简介
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《国际商务谈判:理论与实践》详细介绍了国际商务谈判中的基本理论,列举了谈判中的策略和谈判技巧,详细介绍了跨文化谈判中的基本技巧和礼仪常识,可作为高等院校的外贸、酒店管理、国际企业管理、涉外会计、国际经济与贸易等专业的英语教材,同时也可作为进出口贸易公司的工作人员、国际营销人员及与外商打交道的经理、政府官员的培训教材。另外,介绍了各种实用的商务活动的特点,内容新颖,案例丰富,有助于进行有效的商务谈判训练。 通过《国际商务谈判:理论与实践》的学习,学生能够了解和掌握商务英语谈判的原则和技巧,能够顺利进行商务沟通。加之配备了丰富的案例分析,可以帮助学生和从事国际商务谈判的人员或有志于商务谈判的人士尽快掌握国际商务谈判中的专业英语及其表达方式,掌握国际商务谈判中的基本技能。
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目录
Chapter 1 Fundamentals of International Business Negotiation1.Overview of Negotiation1.1 What is Negotiation1.2 The Importance of Business Negotiation1.3 Characteristics of International Business Negotiation2.The Four Phases of Business Negotiation3.The Main Content of Business Negotiation4.The Principles of Business Negotiation4.1 Win-Win Concept4.2 Collaborative Principled Negotiation4.3 Law of Trust in Negotiation4.4 Law of Two Level GamesCase Study Negotiating with Wal-Mart BuyersExercisesChapter 2 Choosing the Negotiation Team1.The Basic Qualities of Business Negotiators2.The Role of Chief Negotiator2.1 The Chief Negotiator2.2 Organizational Qualities of the Chief Negotiator3.Team Solidarity3.1 Advantages of Team Negotiation3.2 Organizational Structure for Negotiators3.3 How Big Should the Team Be3.4 The Importance of Team Solidarity4.Selecting the Member of Negotiation Team5.How to Assemble Successful Negotiating TeamCase Study Bargaining Price with the ChineseExercisesChapter 3 Preparations for Business Negotiation1.Establish the Goals for Negotiation1.1 Principles of Setting Goals1.2 BATNA2.Establish Business Relations2.1 The Necessary Elements in a Correspondence for Establishing Business Relations2.2 Examples of Correspondence for Establishing Business Relations3.Explore Ways to Get Information Concerned4.Gain the Skill of Making a Feasible Negotiation Plan4.1 Gist of a Negotiation Plan4.2 Major Contents of a Negotiation Plan4.3 Examples of Negotiation PlanCase Study Contract Renegotiation with the Chilean GovernmentExercisesChapter 4 Strategies and Tactics of Business Negotiation1.Strategies and Tactics2.The Preparations for Business Negotiation2.1 Defining the Aims for Negotiation2.2 Getting Necessary Information……Chapter 5 Content of Business Negotiation (I)Chapter 6 Content of Business Negotiation (II)Chapter 7 Content of Business Negotiation (III)Chapter 8 Intercultural NegotiationChapter 9 Etiquettes in International Business Negotiation参考答案参考文献
封面
书名:国际商务谈判理论与实践-(英文版)
作者:杨文华
页数:218
定价:¥68.0
出版社:经济管理出版社
出版日期:2018-01-01
ISBN:9787509653197
PDF电子书大小:63MB 高清扫描完整版
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