Part One Business Negotiation Theories 商務(wù)談判理論
Chapter One Fundaments of International Business Negotiation
國(guó)際商務(wù)談判概述

Learning focus
1.1 Some Basic Concepts concerning Negotiation 與談判有關(guān)的基本概念
1.2 Basic concepts of negotiation 談判概述
1.3.The conception, characteristics and motive of negotiation談判的概念、特點(diǎn)和動(dòng)機(jī)
1.4 The conception and content of international business negotiations國(guó)際商務(wù)談判概念及內(nèi)容
Exercises
Chapter Two The Basic Principles and Strategies on Business Negotiation 商務(wù)談判的基本原則和策略
Learning focus
2.1 The basic principles of business negotiation 商務(wù)談判的基本原則
2.2 Principles of business negotiation 商務(wù)談判的原則
2.3 The Basic Strategies of Business Negotiation 商務(wù)談判的基本策略 Part One Business Negotiation Theories 商務(wù)談判理論
Chapter One Fundaments of International Business Negotiation
國(guó)際商務(wù)談判概述

Learning focus
1.1 Some Basic Concepts concerning Negotiation 與談判有關(guān)的基本概念
1.2 Basic concepts of negotiation 談判概述
1.3.The conception, characteristics and motive of negotiation談判的概念、特點(diǎn)和動(dòng)機(jī)
1.4 The conception and content of international business negotiations國(guó)際商務(wù)談判概念及內(nèi)容
Exercises
Chapter Two The Basic Principles and Strategies on Business Negotiation 商務(wù)談判的基本原則和策略
Learning focus
2.1 The basic principles of business negotiation 商務(wù)談判的基本原則
2.2 Principles of business negotiation 商務(wù)談判的原則
2.3 The Basic Strategies of Business Negotiation 商務(wù)談判的基本策略
Exercises
Chapter Three The Impact of Psychology and Culture on Business Negotiation心理學(xué)及文化對(duì)商務(wù)談判的影響
Learning focus
3.1 Negotiation and the Need Theory 談判需求理論
3.2 Across-cultural Negotiating 跨文化談判
3.3 Different Negotiating Styles of Different Cultures 世界各地商人的談判風(fēng)格
Exercises
Chapter Four Preparation for Negotiation 談判準(zhǔn)備
Learning focus
4.1 Form the Negotiation Team 談判小組的組成
4.2 Establishing a Target for Negotiation 確定談判目標(biāo)
4.3 Collecting and Analyzing Information Concerned 收集并分析相關(guān)信息
4.4 Making a Feasible Negotiation Plan 制訂可行的談判計(jì)劃
Exercises
Chapter Five Face-to-Face Negotiation 面對(duì)面談判
Learning focus
5.1 Opening speech 開(kāi)場(chǎng)白
5.2 The Bargaining Process and Strategies 談判的磋商階段及策略
5.2.1 Bidding 報(bào)價(jià)
5.2.2. Tactics of barging 討價(jià)還價(jià)策略
5.2.3. Tactics of making concessions讓步策略
5.3 Tactics of Breaking an Impasse打破僵局策略
5.4 Making Settlement 達(dá)成共識(shí)
Exercises
Part Two Business Negotiation Practice 商務(wù)談判實(shí)踐
Chapter Six Enquiry 詢盤
Learning focus
6.1 Background Knowledge Introduction 背景知識(shí)介紹
6.2 Letters on Negotiation信函談判
6.3 Dialogue Practice對(duì)話演練
6.4 Cases and Situational Dialogues 案例與情景會(huì)話
Exercises
Chapter Seven Offer and Counter-offer 報(bào)盤與還盤
Learning focus
7.1 Background Knowledge Introduction 背景知識(shí)介紹
7.2 Letters on Negotiation信函談判
7.3 Dialogue Practice對(duì)話演練
7.4 Cases and Situational Dialogues 案例與情景會(huì)話
Exercises

Chapter Eight Order and Acceptance訂單與接受
Learning focus
8.1 Background Knowledge Introduction 背景知識(shí)介紹
8.2 Letters on Negotiation信函談判
8.3 Dialogue Practice對(duì)話演練
8.4 Cases and Situational Dialogues 案例與情景會(huì)話
Exercises
Chapter Nine Terms of Payment 付款方式
Learning focus
9.1 Background Knowledge Introduction 背景知識(shí)介紹
9.2 Letters on Negotiation信函談判
9.3 Dialogue Practice對(duì)話演練
9.4 Cases and Situational Dialogues 案例與情景會(huì)話
Exercises
Chapter Ten Packing and Shipment 包裝和運(yùn)輸
Learning focus
10.1 Background Knowledge Introduction 背景知識(shí)介紹
10.2 Letters on Negotiation信函談判
10.3 Dialogue Practice對(duì)話演練
10.4 Cases and Situational Dialogues 案例與情景會(huì)話
Exercises
Chapter Eleven Commodity Insurance貨物保險(xiǎn)
Learning focus
11.1 Background Knowledge Introduction 背景知識(shí)介紹
11.2 Letters on Negotiation信函談判
11.3 Dialogue Practice對(duì)話演練
11.4 Cases and Situational Dialogues 案例與情景會(huì)話
Exercises

Chapter Twelve Claims and Complaints 索賠和投訴
Learning focus
12.1 Background Knowledge Introduction 背景知識(shí)介紹
11.2 Letters on Negotiation信函談判
11.3 Dialogue Practice對(duì)話演練
11.4 Cases and Situational Dialogues 案例與情景會(huì)話
Exercises

主要參考文獻(xiàn)