由朱丹亞主編的《國際商務(wù)談判(新時代商務(wù)英 語專業(yè)系列教材)(英文版)》是面向商務(wù)專業(yè)本科學(xué) 生的商務(wù)談判教材，體現(xiàn)了國際商務(wù)談判理論和商務(wù) 談判實踐相結(jié)合，針對性和實用性相結(jié)合，真實性與 通用性相結(jié)合的特點。全書共八章，系統(tǒng)地介紹了國 際商務(wù)談判的概念、特點、原則、過程步驟、談判策 略和技巧以及各國談判風(fēng)格等，并附有大量的案例和 習(xí)題，適合商務(wù)英語專業(yè)的學(xué)生和從事相關(guān)工作的企 事業(yè)人員使用。
Chapter I Basics of International Business Negotiation
1.Introduction to Negotiation and Culture
2.Concept and Characteristics of International Business Negotiation
3.Principles of International Business Negotiation
Chapter II Planning the Negotiation
1.Forming Negotiation Team
2.Creating Information Base
3.Drafting Negotiation Plan
4.Physical Preparations
Chapter III Executing the Negotiation
l.The Opening Phase
2.The Bargaining Phase
3.The Closing Phase
Chapter IV Strategies and Tactics in International Business Negotiation
1.Standard Negotiation Strategies
2.Countering Negative Negotiation Tactics
3.Developing Your Negotiation Strategies
Chapter V Ways of Breaking an Impasse in Negotiation
1.Causes of an Impasse
2.Strategies of Breaking an Impasse
3.Six Approaches for Getting through to the Decision Maker
4.Establishing Deadlines to Move a Deal Along
Chapter VI Communication Skills in International Business Negotiation
1. Introduction
2. Four Styles of Communication
3.Developing Your Communication Style
4.Non-verbal Communication
5.Cuhural Differences in Style Preferences
Chapter VII Styles of International Business Negotiation
l. Introduction
2.Negotiating in Asia
3.Negotiating in Europe
4.Negotiating in North America
5.Negotiating in Latin America
6.Negotiating in the Middle East
7.Negotiating in Africa
Chapter VIII The Principles of Negotiation
1.The Definition of Pie
2.Reservation Value
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