Part One Business Negotiation Theories 商務(wù)談判理論
Chapter One Fundaments of International Business Negotiation
國際商務(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、特點和動機
1.4 The conception and content of international business negotiations國際商務(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、特點和動機
1.4 The conception and content of international business negotiations國際商務(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 制訂可行的談判計劃
Exercises
Chapter Five Face-to-Face Negotiation 面對面談判
Learning focus
5.1 Opening speech 開場白
5.2 The Bargaining Process and Strategies 談判的磋商階段及策略
5.2.1 Bidding 報價
5.2.2. Tactics of barging 討價還價策略
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 達成共識
Exercises
Part Two Business Negotiation Practice 商務(wù)談判實踐
Chapter Six Enquiry 詢盤
Learning focus
6.1 Background Knowledge Introduction 背景知識介紹
6.2 Letters on Negotiation信函談判
6.3 Dialogue Practice對話演練
6.4 Cases and Situational Dialogues 案例與情景會話
Exercises
Chapter Seven Offer and Counter-offer 報盤與還盤
Learning focus
7.1 Background Knowledge Introduction 背景知識介紹
7.2 Letters on Negotiation信函談判
7.3 Dialogue Practice對話演練
7.4 Cases and Situational Dialogues 案例與情景會話
Exercises

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

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

主要參考文獻