內容簡介

「新視界商務英語系列教材」由中國國際商務英語研究會會長、教育部高等學校外語專業教學指導委員會委員葉興國教授和中國國際商務英語研究會副會長、教育部商務英語國家級教學團隊負責人王立非教授擔任總顧問，山東省國際商務英語學會會長劉白玉教授擔任總主編，聯合30多位國內具有豐富教學、實踐經驗的專家、教授編寫而成。此系列教材既可供商務英語專業本科、專科學生使用，也可作為高校選修課供非商務英語專業的學生使用，同時也可供企業、事業單位培養外向型人才使用。本系列教材第一批包括《商務英語閱讀》（上、下）、《國際商務英語實務寫作》、《國際貿易實務》和《國際商務談判》，后續種類還會不斷增加。《國際商務談判》共分八章，采用案例式編寫方式.將談判理論、方法和技巧融於經典案例中。內容包括國際商務談判基本理論、談判人員素質、談判環節、談判策略和技巧、談判類型、語言與非語言溝通技巧、談判禮儀和跨文化談判等。具有系統性、完整性、語言規范性和內容的前沿性。
 

目錄

Basic Theories for International Business Negotiation
Section A ABB and Ford: Creating Value Through Cooperation in Negotiation
Section B Win-Win Negotiation
Background Information
Words and Expressions
Exercises
Staffing Negotiation Teams
Section A China’’s Win in the Negotiation with VW
Section B What Defermines the Success in Negotiation——A Case Study of Multiparty Negotiation
Background Information
Words and Expressions
Exercises
Phases of International Business Negotiation
Section A A Typical Negotiation on Sale with Chinese
Section B Political Problems in Global Negotiations
Background Information
Words and Expressions
Exercises
Negotiation Strategies and Tactics
Section A Wisdom in Mind Is Better than Money in the Hand
Section B Negotiation Strategy or Just Tactics
Background Information
Words and Expressions
Exercises
Types of International Business Negotiation
Section A Long Live Price Negotiations
Section B Enron’’s Indian Joint Venture Negotiation Debacle——A Case Study
Background Information
Words and Expressions
Exercises
Verbal and Nonverbal Communication Skills
Section A Actions Speak Louder than Words
Section B Smart Car Seller
Background Information
Words and Expressions
Exercises
International Business Negotiation Etiquette
Section A The Secret Weapon to Change Disadvantages into Advantages
Section B Negotiation Credibility Etiquette
Background Information
Words and Expressions
Exercises
Cross-Cultural Business Negotiation
Section A Forewarned Is Forearmed
Section B Building Trust Before Heading to the Table with Japanese
Background Information
Words and Expressions
Exercises
Key to Exercises
References
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