国际商务谈判（英文版）
￥68.00定价
作者： 景楠，张宇珩
出版时间：2021年8月
出版社：北京大学出版社
- 北京大学出版社
- 9787301325087
- 1版
- 420616
- 43239893-1
- 平装
- 16开
- 2021年8月
- 582
- 288
- 管理学
- 工商管理
- F740.41
- 英语、国际商务
- 本科
作者简介
内容简介
本书根据作者长期对中外前沿谈判理论的跟踪研究和10余年的教学实践，通过定量与定性分析相结合的方式，总结出一套独特的“1555”谈判理论，旨在帮助广大读者，包括高校教师、国际贸易相关专业学生以及渴望取得谈判优势的相关从业人员学习并掌握科学、正确、直接的谈判方式，在重要的谈判场合或人生转折点获得较为理想的谈判效果。
全书共分为四部分：第一部分“谈判的五维论”、第二部分“谈判的阶段论”、第三部分“跨文化谈判”、第四部分“谈判中的读心术”。
全书共分为四部分：第一部分“谈判的五维论”、第二部分“谈判的阶段论”、第三部分“跨文化谈判”、第四部分“谈判中的读心术”。
目录
Content
Introduction 1
Part 1 Five-dimensional Theory of Negotiation 1
Chapter 1 “1555” Theory of Negotiation 3
Chapter 2 Five-dimensional Model of Negotiation (OBTET) 4
1. On the Negotiating Table 4
2. Beyond the Negotiating Table 4
3. Third Party 9
4. Energy Class 15
5. Time Field 19
Chapter 3 Empirical Analysis on Negotiation Dimensions 24
1. Model Specification 26
2. Descriptive Statistical Analysis 30
3. Measurement Results and Analysis 33
4. Conclusion and Recommendations 40
Chapter 4 Five Techniques to Improve Persuasiveness 42
1. Use Reason and Emotion 42
2. Authoritative Statistics v.s. Individual Vivid Example 44
3. Unilateral Argument v.s. Comparison and Demonstration 44
4. Opinion Appearance Order 45
5. Difference Between Opinions 45
Chapter 5 Five Ultimate Weapons to Break the Deadlock 47
1. Put aside Dispute, Shift the Subject 47
2. Create a Deadlock, Trap the Other Party in a Dilemma 47
3. Find Creative Solutions, Provide the BATNA (Best Alternative to Negotiated Agreement) 50
4. Make Sudden Concessions in the Deadlock, Make Your Rival Feel Surprised, and Follow Trend to Create a Favorable Agreement 50
5. Introduce New Mechanisms or Set New Rules 52
Part 2 Phasic Theory of Negotiation (One-dimensional Tactic) 55
Chapter 6 Preparedness Ensures Success: Preparatory Phase 57
1. Background Investigation 57
2. Methods of Background Investigation 58
3. Preparation for Business Negotiation 60
Chapter 7 Gain the Initiative: Create a Negotiation Atmosphere 67
1. Preparation 67
2. Associate with Your Opponent 72
3. Create Environment 85
Chapter 8 The Opening Phase Plays a Decisive Role 93
1. The Secrets of Making an Offer 93
2. Strategies for the Opening Phase of Negotiation 94
Chapter 9 Seize Control in the Midfield Phase 113
1. What Are Midfield Strategies 113
2. Midfield Strategies 114
Chapter 10 Secure the Victory in the Final Phase 132
1. Why Adopt Endgame Strategies 132
2. Types of Endgame Strategies 132
Chapter 11 Detail Decides Success or Failure: Negotiation of Business Contract Clauses 148
1. Negotiation of Contract Clauses 148
2. Principles of Negotiation of Contract Clauses 148
3. Composition of Contract Clauses 151
Chapter 12 Execution Phase Features the Core Part 165
1. Matters That Need Attention 165
2. Execution Phase 167
Chapter 13 Use Chinese Wisdom to Break the Deadlock in Negotiations 169
1. Yin and Yang in Tai Chi 169
2. Harmony in Diversity 170
3. Golden Mean 172
4. Make Peace after Hard Struggles 173
5. Win Without Any Strife 176
6. Retreat in Order to Advance 177
7. Keep a Low Profile, and Stoop to Compromise 179
Chapter 14 Business Banquet Etiquette after Negotiation 182
1. Chinese Dining Etiquette 182
2. Western Table Manners 205
Part 3 Cross-cultural Negotiations 225
Chapter 15 Cultural Game: Negotiation Styles Around the World 227
1. Western People’s Impressions of Chinese Businessmen 227
2. Negotiation Characteristics of Different Countries 229
Part 4 Mind Reading in the Negotiations 239
Chapter 16 Mind Reading in the Negotiations 241
1. Body Language 241
2. Emotional States 255
3. Communication Modes 256
4. Speech Styles 257
5. Psychological Symptoms 257
6. Other Combined Clues 258
APPENDIX 262
Introduction 1
Part 1 Five-dimensional Theory of Negotiation 1
Chapter 1 “1555” Theory of Negotiation 3
Chapter 2 Five-dimensional Model of Negotiation (OBTET) 4
1. On the Negotiating Table 4
2. Beyond the Negotiating Table 4
3. Third Party 9
4. Energy Class 15
5. Time Field 19
Chapter 3 Empirical Analysis on Negotiation Dimensions 24
1. Model Specification 26
2. Descriptive Statistical Analysis 30
3. Measurement Results and Analysis 33
4. Conclusion and Recommendations 40
Chapter 4 Five Techniques to Improve Persuasiveness 42
1. Use Reason and Emotion 42
2. Authoritative Statistics v.s. Individual Vivid Example 44
3. Unilateral Argument v.s. Comparison and Demonstration 44
4. Opinion Appearance Order 45
5. Difference Between Opinions 45
Chapter 5 Five Ultimate Weapons to Break the Deadlock 47
1. Put aside Dispute, Shift the Subject 47
2. Create a Deadlock, Trap the Other Party in a Dilemma 47
3. Find Creative Solutions, Provide the BATNA (Best Alternative to Negotiated Agreement) 50
4. Make Sudden Concessions in the Deadlock, Make Your Rival Feel Surprised, and Follow Trend to Create a Favorable Agreement 50
5. Introduce New Mechanisms or Set New Rules 52
Part 2 Phasic Theory of Negotiation (One-dimensional Tactic) 55
Chapter 6 Preparedness Ensures Success: Preparatory Phase 57
1. Background Investigation 57
2. Methods of Background Investigation 58
3. Preparation for Business Negotiation 60
Chapter 7 Gain the Initiative: Create a Negotiation Atmosphere 67
1. Preparation 67
2. Associate with Your Opponent 72
3. Create Environment 85
Chapter 8 The Opening Phase Plays a Decisive Role 93
1. The Secrets of Making an Offer 93
2. Strategies for the Opening Phase of Negotiation 94
Chapter 9 Seize Control in the Midfield Phase 113
1. What Are Midfield Strategies 113
2. Midfield Strategies 114
Chapter 10 Secure the Victory in the Final Phase 132
1. Why Adopt Endgame Strategies 132
2. Types of Endgame Strategies 132
Chapter 11 Detail Decides Success or Failure: Negotiation of Business Contract Clauses 148
1. Negotiation of Contract Clauses 148
2. Principles of Negotiation of Contract Clauses 148
3. Composition of Contract Clauses 151
Chapter 12 Execution Phase Features the Core Part 165
1. Matters That Need Attention 165
2. Execution Phase 167
Chapter 13 Use Chinese Wisdom to Break the Deadlock in Negotiations 169
1. Yin and Yang in Tai Chi 169
2. Harmony in Diversity 170
3. Golden Mean 172
4. Make Peace after Hard Struggles 173
5. Win Without Any Strife 176
6. Retreat in Order to Advance 177
7. Keep a Low Profile, and Stoop to Compromise 179
Chapter 14 Business Banquet Etiquette after Negotiation 182
1. Chinese Dining Etiquette 182
2. Western Table Manners 205
Part 3 Cross-cultural Negotiations 225
Chapter 15 Cultural Game: Negotiation Styles Around the World 227
1. Western People’s Impressions of Chinese Businessmen 227
2. Negotiation Characteristics of Different Countries 229
Part 4 Mind Reading in the Negotiations 239
Chapter 16 Mind Reading in the Negotiations 241
1. Body Language 241
2. Emotional States 255
3. Communication Modes 256
4. Speech Styles 257
5. Psychological Symptoms 257
6. Other Combined Clues 258
APPENDIX 262
