复旦卓越·国际商务谈判（英文 第二版）/21世纪国际经济与贸易专业教材新系

图书标准信息

• 作者 窦然 编
• 出版社 复旦大学出版社
• 出版时间 2015-01
• 版次 2
• ISBN 9787309111071
• 定价 43.00元
• 装帧 平装
• 开本 16开
• 纸张 胶版纸
• 页数 373页
• 字数 397千字
• 正文语种 英语
• 丛书 复旦卓越·21世纪国际经济与贸易专业教材新系

【内容简介】

　　《复旦卓越·国际商务谈判（英文第二版）/21世纪国际经济与贸易专业教材新系》依旧由12章组成，涉及国际商务谈判的各个环节和相关知识，如谈判的准备与开局、磋商策略、僵局化解、签约须知、语言技巧、心理素质、不同国家和地区谈判者的谈判风格和相关礼仪，等等。本次修订中对第一版各章节的多处文字表述、数据和部分段落结构做了重新调整。例如，将原先书中按中国人习惯的表达，换成西方人的惯用说法；某些案例中的数据按实际汇率重新做了核实；有些略显冗长的小标题和句子，在不改变原意的前提下，改写成更加精练的文字和表述；书中涉及一些谈判的策略和技巧，也按逻辑关系、使用频率等予以重新调整和增删。
　　《复旦卓越·国际商务谈判（英文第二版）/21世纪国际经济与贸易专业教材新系》适合中国高校相关专业的学生、进修生、来华留学生以及从事涉外商务工作的相关人士。

【目录】

Chapter1AnOverviewofInternationalBusinessNegotiation
1.1DefinitionandCharacteristicsofInternationalBusinessNegotiation
1.2FormsofInternationalBusinessNegotiation
1.3BasicFormsofIntemationalBusinessNegotiation

Chapter2GamePrinciples
2.1EqualandVoluntaryParticipation
2.2CredibilityFirst
2.3ReciprocityandMutualBenefits
2.4MaximizingCommonalitiesandMinimizingDifferences
2.5SpeakonGoodGrounds
2.6SeparatethePeoplefromtheProblem

Chapter3Preparations
3.1CollectingInformation
3.2FormingtheNegotiationTeam
3.3PlanningforInternationalBusinessNegotiation
3.4PhysicalPreparations
3.5SimulatedNegotiations

Chapter4NegotiationOpening
4.1CreatinganAppropriateAtmosphere
4.2OpeningSteps
4.3OpeningStrategies

Chapter5BargainingProcess
5.1MakingaQuotation
5.2Bargaining
5.3MakingCompromise

Chapter6NegotiationStrategiesandTactics
6.1AnOverviewofNegotiationStrategies
6.2DevelopingYourStrategies
6.3StrategicConsiderations
6.4CommonGambitsandTactics
6.5UsefulNegotiationStrategies
6.6WhatTacticsWillYouUse?

Chapter7WaysofBreakingImpasse
7.lWhyDoesImpasseArise?
7.2ConquertheFearofImpasse
7.3AvoidProvocation
7.4Don'tMakeThingsWorse
7.5OtherMeansofDisputeHandling

Chapter8LanguageSkills
8.1SkillsofAskingandAnswering
8.2LanguageSkillsofStatementandRefutation
8.3SkillsofBodyLanguages

Chapter9TheFormationofContracts
9.1IdentificationandMeansofNegotiationClosing
9.2ConclusionandGuaranteeofaContract
9.3Modification,TerminationandAssignmentofContracts
9.4SettlementofDisputesafterContractSigning
9.5AuthenticationandNotarizationofaContract

Chapter10PsychologicalQualitiesoftheNegotiator
10.1PsychologicalQualitiesoftheEffectiveNegotiator
10.2UnderstandingNon-verbalCommunicationandLies
10.3CreativityandProblem-solvinginNegotiation

Chapter11Etiquette
11.1NegotiatorsasHosts
11.2NegotiatorsasGuests
11.3WeAllHavetoFollow!
11.4EtiquetteandTaboosinDifferentCultures

Chapter12InternationalBusinessNegotiationStyles
12.1NegotiationStylesinAmericanCountries
12.2TheEuropeanNegotiationStyles
12.3TheAsianNegotiationStyles
12.4TheMiddle-EastAreaNegotiationStyles
12.5TheAfricanNegotiationStyles
References