ISBN：10位［7309058933］ 13位［9787309058932］
出版社：復旦大學出版社
出版日期：2008-2-1
定價：￥36.00 元
內容提要
本書由12章組成，涉及國際商務談判的各個環節和相關知識，如談判的準備與開局、磋商策略、僵局化解、簽約須知、語言技巧、心理素質、不同國家和地區談判者的談判風格和相關禮儀，等等。本書緊扣“國際”二字，圍繞“套用”這個主題，將一個個生動的國際商談案例串聯於全書始終——每章先以開篇案例引出主題，接著在主要節目中穿插相關案例佐以分析，最後以結尾案例強化主題、歸納要點，提出問題與思考。全書用這種有節奏地將讀者引入各種國際商務談判情景的方式，以期達到持續激發讀者學習興趣、強化對談判策略的理解和相關技巧掌握的目的。
鑒於本書的對象主要為中國高校生、進修生、來華留學生和從事涉外商務工作的相關人士，所用英文力求淺顯通俗，層次結構力求清晰完整。課堂教學時還可結合多媒體方式、現實案例討論和模擬談判等形式，學活用活，觸類旁通。
編輯推薦
本系列教材是編委會精心策劃、總結過教材建設經驗的基礎上，借鑑國內外同類經濟做法，經過反覆研究論證推出，具有“新、特、實、強”等特點。設計思路新穎，強調學以致用，突出“以學生為中心”的思想；力求創新寫作體例和研究分析方法；觀點內容著力體現前瞻性、動態性，並做到深度和廣度適宜；課程體系體現涉外經濟類專業特點，採用中文和英文相結合的辦法，凸現雙語教學特色；注重實踐性、實用性、可操作性。編寫教師陣容龐大，教學經驗豐富，研究能力強。
目錄
Chapter 1 An Overview of International Business Negotiation
1.1 Deftnition and Characteristics of International Business Negotiation
1.2 Forms of International Business Negotiation
1.3 The Basic Forms of International Business Negotiation
Chapter 2 Game Principles of International Business Negotiation
2.1 Equal and Voluntary Participation
2.2 Credibility First
2.3 Mutual Reciprocity and Mutual Benefits
2.4 Maximizing Commonalities and Minimizing Differences
2.5 Speak on Good Grounds
2.6 Separate the People from the Problem
Chapter 3 Preparation for International Business Negotiation
3.1 Collecting Information
3.2 Forming the Negotiation Team
3.3 Planning for Intemational Business Negotiation
3.4 Physical Preparations
3.5 Simulated Negotiations
Chapter 4 Opening of International Business Negotiation
4.1 Creating a Right Negotiation Atmosphere
4.2 Opening Steps
4.3 Opening Strategies
Chapter 5 Bargaining Process
5.1 Quotation
5.2 Bargaining
5.3 Making Compromise
Chapter 6 Negotiation Strategies and Tactics
6.1 An Overview of Negotiation Strategies
6.2 Developing Your Strategy
6.3 Strategic Considerations
6.4 Common Gambits and Tactics
6.5 Useful Negotiation Strategies
6.6 What Tactics Will I Use?
Chapter 7 Ways of Breaking an Impasse in Negotiation
7.1 Why Does Impasse Arise?
7.2 Conquer the Fear of Impasse
7.3 Avoid provocation
7.4 Don’t Make Things Worse
7.5 Other Means of Dispute Handling
Chapter 8 Language Skills in International Business Negotiation
8.1 Skills of Asking and Answering
8.2 Language Skills of Statement and Refutation
8.3 Skills of Body Languages
Chapter 9 The Formation of Contracts
9.1 Identification and Means of Negotiation Closing
9.2 Conclusion and Guarantee of a Contract
9.3 Modification，Termination and Assignment of Contracts
9.4 Settlement of Disputes
9.5 AuthenticatiOn and Notarization of a Contract
Chapter 10 Psychological Qualities and Creativity of the negotiator
10.1 Psychological Qualities of the Effective Negotiator
10.2 Understanding Non—verbal Communication and Lies
10.3 Creativity and Problem—solving in Negotiation
Chapter 11 Etiquette in International Business Negotiation
11.1 Negotiators as Hosts
11.2 Negotiators as Guests
11.3 We All Have to Follow!
11.4 Etiquette and Taboos in Different Cultures
Chapter 12 International Business Negotiation Styles
12.1 Negotiation Styles in American Countries
12.2 The European Negotiation Styles
12.3 The Asian Negotiation Styles
12.4 The Middle.East Area Negotiation Styles
12.5 The African Negotiation Styles
References
書摘
be one of the major approaches to settling the conflicts. Today this is especiallythe case with the globalization of the world's economy. To get more irreproducibleresources and high-quality goods at low prices, to establish plants in a foreigncountry to circumvent trade barriers, to gain in the overseas capital markets, thesecross-border business activities of varied sizes and forms are impossible withoutnegotiation.
1.1 Definition and Characteristics of International Business.
Negotiation
The world we are living in is full of conflicts. There are two ways to resolvethe conflicts: one is the use of force and the other is negotiation. In the field ofinternational business, the era when one party manipulated the other by means ofviolence and force has long gone. Instead negotiating has become an effectiveapproach to resolving conflicts and adjusting interests.
1.1.1 Definition and characteristics of negotiation
The word "Negotiation" derives from the Latin word "Negotiari", whichmeans "to do business". Now in a broad sense, negotiation refers to the actionand the process of reaching an agreement by means of exchanging ideas with theindention of dispelling conflicts and enhancing relationship to satisfy each other'sneeds.
From the time memorial, home or abroad, a numerous varieties ofnegotiations have been conducted. Though negotiations vary in forms andcontents, they all demonstrate the following characteristics:
（1） Every negotiation involves two or more than two parties
Even though you can role-play another person to negotiate with yourself, thecounterpart you role-play is bound to represent interest different from yours. Ineffect, there are at least two or more key participants in a negotiation. The numberof the major parties in a negotiation, from the debate of the United Nations withmore than 200 members to a talk about marriage arrangements, may be as many asover a hundred, but absolutely never less than two.
