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本书是面向商务专业本科学生的商务谈判教材，体现了国际商务谈判理论和商务谈判实践相结合，针对性和实用性相结合，真实性与通用性相结合的特点。全书共八章，系统地介绍了国际商务谈判的概念、特点、原则、过程步骤、谈判策略和技巧以及各国谈判风格等，并附有大量的案例和习题，适合商务英语专业的学生和从事相关工作的企事业人员使用。
Chapter IBasics of International Business Negotiation
1.Introduction to Negotiation and Culture
2.Concept and Characteristics of International Business Negotiation
3.Principles of International Business Negotiation
Chapter IIPlanning the Negotiation
1.Forming Negotiation Team
2.Creating Information Base
3.Drafting Negotiation Plan
4.Physical Preparations
Chapter IIIExecuting the Negotiation
1.The Opening Phase
2.The Bargaining Phase
3.The Closing Phase
Chapter IVStrategies and Tactics in International Business
Negotiation
1.Standard Negotiation Strategies
2.Countering Negative Negotiation Tactics
3.Developing Your Negotiation Strategies
Chapter VWays of Breaking an Impasse in Negotiation
1.Causes of an Impasse
2.Strategies of Breaking an Impasse
3.Six Approaches for Getting through to the Decision Maker
4.Establishing Deadlines to Move a Deal Along
Chapter VICommunication Skills in International Business
Negotiation
1.Introduction
2.Four Styles of Communication
3.Developing Your Communication Style
4.Nonverbal Communication
5.Cultural Differences in Style Preferences
Chapter VIIStyles of International Business Negotiation
1.Introduction
2.Negotiating in Asia
3.Negotiating in Europe
4.Negotiating in North America
5.Negotiating in Latin America
6.Negotiating in the Middle East
7.Negotiating in Africa
Chapter VIIIThe Principles of Negotiation
1.The Definition of Pie
2.Reservation Value
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