国际商务谈判
￥32.00定价
作者： 王冠，邓俊 总主编:何明霞
出版时间：2015年6月
出版社：武汉大学出版社
- 武汉大学出版社
- 9787307157057
- 119186
- 2015年6月
- F740.41
内容简介
王冠、邓俊编著的《国际商务谈判(商务英语核心课程系列教材)》系统介绍了商务谈判的基础理论与知识。内容共十章，每一章都是以文化差异和谈判风格为切入口有针对性地向读者提供了中国以及其他国家和地区的谈判策略和对比方法，以及谈判技巧。本书案例充实、图表清晰，突出了事务性、实用性的特点，实为培养应用型技能人才的教科书。
目录
Chapter 1 Fundamentals of International Business Negotiation
1. The Nature of Negotiation
2. Characteristics of Negotiation Situations
3. The Basic Principles of Negotiation
4. Negotiation Architecture
5. Psychology in Negotiation
6. Classical Theories
Chapter 2 Basic Rules and Common Flaws
1. Basic Rules
2. Other Minor Rules to Be Observed
3. Common Flaws
4. Some Common Mistakes Foreign Negotiators Made in China
5. Best Practices in Business Negotiations
Chapter 3 Conflict Resolution and Negotiation Styles
1. Definition
2. Understanding the Nature of Conflict
3. Effective Conflict Management
4. Comprehensive Conflict Assessment Guide
Chapter 4 Negotiation Flow: Stages and Phases
1. Phase Models
2. A Six-Phase Model
Chapter 5 Negotiation Strategies and Tactics
1. Terminology
2. Coping with Pitfalls
3. Coping with Sneaky Tricks and Dirty Tactics
4. The Thirty-Six Stratagems and Negotiation Tactics
5. Building an Effective Negotiation Strategy
Chapter 6 Profiles of Negotiators and Negotiating Teamwork
1. The Profile of an Individual Negotiator
2. The Profile of Teamwork
3. Management of a Team
Chapter 7 Effective Communication in Business Negotiation
1. Basic Models of Communication
2. Specific Contents Communicated during Negotiation
3. General Forms of Communication in Negotiation
4. Cross-Cultural Business Communication Problems
5. Effective Communication in Global Business Negotiation
Chapter 8 Ethical Issues in Global Business Negotiation
1. Terminology
2. Business Ethics in Action
3. Ethical Reasoning in Business Negotiation
4. Ethically Ambiguous Tactics and Deceptive Tactics
5. Ethical Guidelines for Global Business Negotiators
6. Dealing with Deception
Chapter 9 Culture Diversity and Intercultural Negotiation
1. Terminology
2. Foundational Elements of a Culture
3. Understanding Major Cultural Differences
4. Understanding Basic Culture Types
5. The Impact of Culture on Negotiation
6. Culturally Responsive Negotiation Strategies
Chapter 10 Business Negotiation in the Global Context
1. How Chinese Businesspeople Negotiate
2. How American Businesspeople Negotiate
3. How Japanese Businesspeople Negotiate
4. How German Businesspeople Negotiate
5. How French Businesspeople Negotiate
6. How Indian Businesspeople Negotiate
7. How Australia Businesspeople Negotiate
8. How Egyptian Bnsinesspeople Negotiate
9. How Russian Businesspeople Negotiate
Bibliography
1. The Nature of Negotiation
2. Characteristics of Negotiation Situations
3. The Basic Principles of Negotiation
4. Negotiation Architecture
5. Psychology in Negotiation
6. Classical Theories
Chapter 2 Basic Rules and Common Flaws
1. Basic Rules
2. Other Minor Rules to Be Observed
3. Common Flaws
4. Some Common Mistakes Foreign Negotiators Made in China
5. Best Practices in Business Negotiations
Chapter 3 Conflict Resolution and Negotiation Styles
1. Definition
2. Understanding the Nature of Conflict
3. Effective Conflict Management
4. Comprehensive Conflict Assessment Guide
Chapter 4 Negotiation Flow: Stages and Phases
1. Phase Models
2. A Six-Phase Model
Chapter 5 Negotiation Strategies and Tactics
1. Terminology
2. Coping with Pitfalls
3. Coping with Sneaky Tricks and Dirty Tactics
4. The Thirty-Six Stratagems and Negotiation Tactics
5. Building an Effective Negotiation Strategy
Chapter 6 Profiles of Negotiators and Negotiating Teamwork
1. The Profile of an Individual Negotiator
2. The Profile of Teamwork
3. Management of a Team
Chapter 7 Effective Communication in Business Negotiation
1. Basic Models of Communication
2. Specific Contents Communicated during Negotiation
3. General Forms of Communication in Negotiation
4. Cross-Cultural Business Communication Problems
5. Effective Communication in Global Business Negotiation
Chapter 8 Ethical Issues in Global Business Negotiation
1. Terminology
2. Business Ethics in Action
3. Ethical Reasoning in Business Negotiation
4. Ethically Ambiguous Tactics and Deceptive Tactics
5. Ethical Guidelines for Global Business Negotiators
6. Dealing with Deception
Chapter 9 Culture Diversity and Intercultural Negotiation
1. Terminology
2. Foundational Elements of a Culture
3. Understanding Major Cultural Differences
4. Understanding Basic Culture Types
5. The Impact of Culture on Negotiation
6. Culturally Responsive Negotiation Strategies
Chapter 10 Business Negotiation in the Global Context
1. How Chinese Businesspeople Negotiate
2. How American Businesspeople Negotiate
3. How Japanese Businesspeople Negotiate
4. How German Businesspeople Negotiate
5. How French Businesspeople Negotiate
6. How Indian Businesspeople Negotiate
7. How Australia Businesspeople Negotiate
8. How Egyptian Bnsinesspeople Negotiate
9. How Russian Businesspeople Negotiate
Bibliography
