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[文轩] 国际商务谈判 杨文华 主编 经济管理出版社
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作者杨文华 主编
出版社经济管理出版社
ISBN9787509653197
出版时间2018-01
装帧平装
开本16开
定价68元
货号1201668141
上书时间2024-10-01
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目录
Chapter 1 Fundamentals of International Business Negotiation
1．Overview of Negotiation
1．1 What is Negotiation
1．2 The Importance of Business Negotiation
1．3 Characteristics of International Business Negotiation
2．The Four Phases of Business Negotiation
3．The Main Content of Business Negotiation
4．The Principles of Business Negotiation
4．1 Win-Win Concept
4．2 Collaborative Principled Negotiation
4．3 Law of Trust in Negotiation
4．4 Law of Two Level Games
Case Study Negotiating with Wal-Mart Buyers
Exercises
Chapter 2 Choosing the Negotiation Team
1．The Basic Qualities of Business Negotiators
2．The Role of Chief Negotiator
2．1 The Chief Negotiator
2．2 Organizational Qualities of the Chief Negotiator
3．Team Solidarity
3．1 Advantages of Team Negotiation
3．2 Organizational Structure for Negotiators
3．3 How Big Should the Team Be
3．4 The Importance of Team Solidarity
4．Selecting the Member of Negotiation Team
5．How to Assemble Successful Negotiating Team
Case Study Bargaining Price with the Chinese
Exercises
Chapter 3 Preparations for Business Negotiation
1．Establish the Goals for Negotiation
1．1 Principles of Setting Goals
1．2 BATNA
2．Establish Business Relations
2．1 The Necessary Elements in a Correspondence for Establishing Business Relations
2．2 Examples of Correspondence for Establishing Business Relations
3．Explore Ways to Get Information Concerned
4．Gain the Skill of Making a Feasible Negotiation Plan
4．1 Gist of a Negotiation Plan
4．2 Major Contents of a Negotiation Plan
4．3 Examples of Negotiation Plan
Case Study Contract Renegotiation with the Chilean Government
Exercises
Chapter 4 Strategies and Tactics of Business Negotiation
1．Strategies and Tactics
2．The Preparations for Business Negotiation
2．1 Defining the Aims for Negotiation
2．2 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 Negotiation
Chapter 9 Etiquettes in International Business Negotiation
参考答案
参考文献
内容摘要
本书把靠前商务谈判的理论与实践进行了有机结合，教材简明易懂，内容新，案例丰富，且有比较强的实用性，可作为高等院校商务英语专业的商务谈判课程的教材，同时也可作为高等院校的外贸，酒店管理，靠前企业管理，靠前经济与贸易等专业的专业英文教材，同时也可以为进出品贸易公司的工作人员靠前营销人员的培训教材。通过本教材的学习，能够了解掌握商务英语谈判的原则和技巧，能够完成商务谈判任务。
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