【书讯】国际商务谈判：理论与实践
《国际商务谈判：理论与实践》
作者 :杨文华
出版日期： 2018年1月
开本：16开
出版社：经济管理出版社
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《国际商务谈判：理论与实践》详细介绍了国际商务谈判中的基本理论，列举了谈判中的策略和谈判技巧，详细介绍了跨文化谈判中的基本技巧和礼仪常识，可作为高等院校的外贸、酒店管理、国际企业管理、涉外会计、国际经济与贸易等专业的英语教材，同时也可作为进出口贸易公司的工作人员、国际营销人员及与外商打交道的经理、政府官员的培训教材。另外，介绍了各种实用的商务活动的特点，内容新颖，案例丰富，有助于进行有效的商务谈判训练。
通过《国际商务谈判：理论与实践》的学习，学生能够了解和掌握商务英语谈判的原则和技巧，能够顺利进行商务沟通。加之配备了丰富的案例分析，可以帮助学生和从事国际商务谈判的人员或有志于商务谈判的人士尽快掌握国际商务谈判中的专业英语及其表达方式，掌握国际商务谈判中的基本技能。
今日书里的“阅读路线图”下面请看——
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
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