国际商业谈判

Part

I

ABC

to

International

Business

Negotiation

Chapter

About

Business

Negotiation(关于商业谈判)

Section

I

Negotiation

Key

Terminology(谈判关键术语)

Section

II

Basics

of

Business

Negotiation(商业谈判基础知识)

Section

m

Practical

Activities(实操练习)

Chapter

Principles

of

Business

Negotiation(商业谈判原则)

Section

I

General

Principles

of

Business

Communication

(商业沟通一般原则)

SectionⅡPrinciples

of

Business

Negotiation(商业谈判原则)

Section

III

Practical

Activities(实操练习)

Chapter

Process

of

Business

Negotiation(商业谈判过程)

Section

I

Preparation

for

Business

Negotiation

(商业谈判前的准备)

Section

II

Procedures

of

Business

Negotiation(商业谈判的步骤)

Section

Practical

Activities(实操练习)

Chapter

Negotiating

Power

and

Related

Factors

(谈判力及相关因素)

Section

I

Negotiating

Power(谈判力)

Section

Factors

Influencing

Negotiating

Power

(影响谈判力的因素)

Section

m

Practical

Activities(实操练习)

Chapter

Personal

Negotiation

Styles

VSBusiness

Negotiation

Modes

(谈判风格与商业谈判模式)

Section

I

Negotiators’Personality

Traits

and

Personal

Negotiation

Styles(谈判者性格特征与谈判风格)

SectionⅡ

Negotiators’Personality

VSBusiness

Negotiation

Modes(谈判者性格类型与商业谈判模式)

Section

III

Practical

Activities(实操练习)

Chapter

Basic

Qualities

and

Professional

Skills

for

Negotiators

(谈判者应具备的基本素质与专业技能)

Section

I

Negotiators’Basic

Qualities(谈判者应具备的基本素质)

Section

II

Professional

Skills

for

Negotiators

(谈判者应具备的专业技能)

Section

III

Practical

Activities(实操练习)

Chapter

Strategies

and

Tactics

of

Business

Negotiation

(谈判的策略与战术)

Section

I

Attitudinal

Strategies

and

Tactics(表态策略与战术)

Section

II

Situational

Strategies

and

Tactics(情景策略与战术)

Section

III

Practical

Activities(实操练习)

Part

Practical

I

nternational

Business

Negotiation

Chapter

Sales

Negotiation(货物买卖谈判)

Section

I

Quality，Quantity

and

Price(质量、数量与价格)

Section

II

Packing

and

Marking(包装与唛头)

Section

III

Transportation，Insurance

and

Payment

(运输、保险与支付)

Section

V

Practical

Activities(实操练习)

Chapter

Investment

Negotiation(投资谈判)

Section

I

Types

of

Investment

Negotiation(投资谈判分类)

Section

II

Other

Issues

of

Investment

Negotiation

(其他投资谈判事项)

Section

III

Practical

Activities(实操练习)

Chapter

Technology

Trade

Negotiation(技术贸易谈判)

Section

I

Principal

Legal

Forms

of

Technology

Trade

(技术贸易的主要法律形式)

Section

II

Content

of

Technology

Trade

Negotiation

(技术贸易谈判的内容)

Section

III

Practical

Activities(实操练习)

Chapter

Business

Contract

Negotiation(商务合同谈判)

Section

I

Introduction

to

Business

Contract(商务合同介绍)

Section

lI

Procedures

of

Business

Contract

Negotiation

(商务合同谈判程序)

Section

HI

Practical

Activities(实操练习)

Chapter

Complex

Negotiation【复杂谈判)

Section

I

Properties

of

Complex

Negotiations(复杂谈判的特点)

Section

II

Types

of

Complex

Negotiations(复杂谈判的类型)

Section

III

Practical

Activities(实操练习)

Chapter

Intercultural

Business

Negotiation(跨文化商业谈判)

Section

I

Intercultural

Awareness

in

Business

Negotiation

(商业谈判中的跨文化意识)

Section

II

Business

Negotiation

Styles

of

Different

Culture

(不同文化的商业谈判风格)

Section

III

Practical

Activities(实操练习)

Chapter

Tactical

Business

Negotiation

Expressions

and

Negotiation

Tips(商业谈判战略表达方式及谈判技巧)

Section

I

Tactical

Expressions

in

Business

Negotiation

(商业谈判战略表达方式)

Section

II

Collection

of

Negotiation

Tips(谈判技巧集锦)

Section

III

Practical

Activities(实操练习)

Test

for

Qualification

of

Negotiators(谈判资格测试)

Evaluation

of

Negotiation

Result(谈判结果评价)

Bibliography(参考书目)