国际商务谈判（英文版）
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作者景楠,张宇珩
出版社北京大学出版社
ISBN9787301325087
出版时间2021-08
装帧平装
开本16开
定价68元
货号1202515793
上书时间2024-06-28
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商品简介
  《国际商务谈判（英文版）》根据作者长期对中外前沿谈判理论的跟踪研究和10余年的教学实践，通过定量与定性分析相结合的方式，总结出一套独特的“1555”谈判理论，旨在帮助广大读者，包括高校教师、国际贸易相关专业学生以及渴望取得谈判优势的相关从业人员学习并掌握科学、正确、直接的谈判方式，在重要的谈判场合或人生转折点获得较为理想的谈判效果。
全书共分为四部分：部分“谈判的五维论”、第二部分“谈判的阶段论”、第三部分“跨文化谈判”、第四部分“谈判中的读心术”。
作者简介
景楠：西安外国语大学国际交流处处长，原西安市金融工作局副局长，原经济金融学院院长，教授，硕士研究生导师，博士，第14届西安市人大代表，西安市人大教科文卫委委员，中国国际商务谈判专业委员会（CAIBN）理事，商务部中国国际贸易学会会员，曾在国内大型国企、香港和加拿大从事国际贸易及商务谈判多年，具有扎实的理论基础和丰富的实战经验。
张宇珩：西安外国语大学，原北京外国语大学英语讲师，硕士。
目录
Content
Introduction1
Part 1 Five-dimensional Theory of Negotiation1
Chapter 1 “1555” Theory of Negotiation3
Chapter 2 Five-dimensional Model of Negotiation (OBTET)4
1. On the Negotiating Table4
2. Beyond the Negotiating Table4
3. Third Party9
4. Energy Class15
5. Time Field19
Chapter 3 Empirical Analysis on Negotiation Dimensions 24
1. Model Specification26
2. Descriptive Statistical Analysis30
3. Measurement Results and Analysis33
4. Conclusion and Recommendations40
Chapter 4 Five Techniques to Improve Persuasiveness42
1. Use Reason and Emotion42
2. Authoritative Statistics v.s. Individual Vivid Example44
3. Unilateral Argument v.s. Comparison and Demonstration44
4. Opinion Appearance Order45
5. Difference Between Opinions45
Chapter 5 Five Ultimate Weapons to Break the Deadlock47
1. Put aside Dispute, Shift the Subject47
2. Create a Deadlock, Trap the Other Party in a Dilemma47
3. Find Creative Solutions, Provide the BATNA (Best Alternative to Negotiated Agreement)50
4. Make Sudden Concessions in the Deadlock, Make Your Rival Feel Surprised, and Follow Trend to Create a Favorable Agreement50
5. Introduce New Mechanisms or Set New Rules52
Part 2 Phasic Theory of Negotiation (One-dimensional Tactic)55
Chapter 6 Preparedness Ensures Success: Preparatory Phase57
1. Background Investigation57
2. Methods of Background Investigation58
3. Preparation for Business Negotiation60
Chapter 7 Gain the Initiative: Create a Negotiation Atmosphere67
1. Preparation67
2. Associate with Your Opponent72
3. Create Environment85
Chapter 8 The Opening Phase Plays a Decisive Role93
1. The Secrets of Making an Offer93
2. Strategies for the Opening Phase of Negotiation94
Chapter 9 Seize Control in the Midfield Phase113
1. What Are Midfield Strategies113
2. Midfield Strategies114
Chapter 10 Secure the Victory in the Final Phase132
1. Why Adopt Endgame Strategies132
2. Types of Endgame Strategies132
Chapter 11 Detail Decides Success or Failure: Negotiation of Business Contract Clauses148
1. Negotiation of Contract Clauses148
2. Principles of Negotiation of Contract Clauses148
3. Composition of Contract Clauses151
Chapter 12 Execution Phase Features the Core Part165
1. Matters That Need Attention 165
2. Execution Phase167
Chapter 13 Use Chinese Wisdom to Break the Deadlock in Negotiations169
1. Yin and Yang in Tai Chi169
2. Harmony in Diversity170
3. Golden Mean172
4. Make Peace after Hard Struggles173
5. Win Without Any Strife176
6. Retreat in Order to Advance177
7. Keep a Low Profile, and Stoop to Compromise179
Chapter 14 Business Banquet Etiquette after Negotiation 182
1. Chinese Dining Etiquette182
2. Western Table Manners205
Part 3 Cross-cultural Negotiations225
Chapter 15 Cultural Game: Negotiation Styles Around the World227
1. Western People’s Impressions of Chinese Businessmen227
2. Negotiation Characteristics of Different Countries229
Part 4 Mind Reading in the Negotiations239
Chapter 16 Mind Reading in the Negotiations241
1. Body Language 241
2. Emotional States 255
3. Communication Modes256
4. Speech Styles 257
5. Psychological Symptoms257
6. Other Combined Clues258
APPENDIX262
内容摘要
本书根据作者长期对中外前沿谈判理论的跟踪研究和10余年的教学实践，通过定量与定性分析相结合的方式，总结出一套独特的“1555”谈判理论，旨在帮助广大读者，包括高校教师、国际贸易相关专业学生以及渴望取得谈判优势的相关从业人员学习并掌握科学、正确、直接的谈判方式，在重要的谈判场合或人生转折点获得较为理想的谈判效果。
全书共分为四部分：第一部分“谈判的五维论”、第二部分“谈判的阶段论”、第三部分“跨文化谈判”、第四部分“谈判中的读心术”。
主编推荐
本书根据靠前商务谈判“1555”理论和谈判的五维模型，剖析了大量东西方实际案例。详尽介绍了有效的谈判方法和思维框架。全书主要包括商务谈判的准备、商务合同条款的谈判、跨文化谈判、中国式谈判的哲学思想等部分。
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