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国际商务英语谈判 本书特色
本书为英文编写的商务英语谈判教材，共十二章，涵盖了商业谈判的基本原理及原则，具体谈判实践及技巧以及跨文化背景下的商务活动三部分，涉及商品销售、商品合同、项目投资以及技术转让等相关的谈判内容与过程。每章由学习要点、导入、课文、实践活动、谈判秘诀及拓展练习构成。
国际商务英语谈判 目录
project one fundamentals of international business negotiation
chapter ⅰbasic concepts of international business negotiation
work objectives
module ⅰlead—in reading
1.opening your eyes
2.case discussing
module ⅱlinking—up
ⅰa brief introduction to negotiation
1.implication of negotiation
2.correct understanding of negotiation
3.elements of negotiation
ⅱdefinition and characteristics of business negotiation
1.definition of business negotiation
2.characteristics of business negotiation
ⅲtypes and contents of business negotiation
1.common types of business negotiation
2.contents of business negotiation
ⅳgoals of international business negotiation
1.the best target
2.the intermediate target
3.the acceptable target
module 3 notes to the related language points
module 4 building up more skills
task 1 mini negotiation reading
task 2 simulation drills
module 5 learning more
task 1 learn negotiation tips by heart
task 2 extending writing project
module 6 showing your talent fully
chapter 2 principles of business negotiation
work objectives
module ⅰlead—in reading
1.opening your eyes
2.case discussing
module ⅱlinking—up
ⅰbasic principles of business negotiation
ⅱprinciples of business negotiation
1.principle of collaboration negotiation
2.principle of trust in negotiation
3.principle of interest distribution
4.win—win principle
module ⅲnotes to the related language points
module ⅳbuilding up more skills
task 1 mini negotiation reading
task 2 simulation drills
module 5 learning more
task 1 learn negotiation tips by heart
task 2 extending writing project
module 6 showing your talent fully
chapter 3 psychology in negotiation
work objectives
module ⅰlead—in reading
1.opening your eyes
2.case discussing
module ⅱlinking—up
ⅰthe need theory and negotiation
1.the need theory of maslow
2.the application of the need theory to negotiation
ⅱmodern negotiation theories
module ⅲnotes to the related language points
module ⅳbuilding up more skills
task 1 mini negotiation reading
task 2 simulation drills
module 5 learning more
task 1 learn negotiation tips by heart
task 2 extending writing project
module ⅳshowing your talent fully
chapter 4 procedure of business negotiation
work objectives
module ⅰlead—in reading
1.opening your eyes
2.case discussing
module ⅱlinking—up
ⅰpre—negotiation stage
1.assessing the situation and the people
2.creditability study
3.forming negotiation team
4.designing agenda for negotiation
5.making a feasible negotiation plan
ⅱnegotiation stage
1.the opening and reviewing
2.the bidding and bargaining
3.the settling and ratifying
ⅲpost—negotiation stage
1.wrapping up
2.drawing up a written contract
3.contract signing
module ⅲnotes to the related language points
module ⅳbuilding up more skills
task 1 mini negotiation reading
task 2 simulation drills
module ⅴ learning more
taskⅰ learn negotiation tips by heart
task 2 extending writing project
module ⅵ showing your talent fully
project two practical business negotiation
chapter 5 five links of international business negotiationg
work objectives
module ⅰlead—in reading
1.opening your eyes
2.case discussing
module ⅱ linking—up
ⅰa brief introduction to five links of international business negotiation
ⅱfive links of international business negotiation
1.enquiry
2.offer
3.counter—offer
4.acceptance
5.conclusion of a contract
module ⅲ notes to the related language points
module ⅳ building up more skills
task 1 mini negotiation reading
task 2 simulation drills
module ⅴ learning more
task 1 learn negotiation tips by heart
task 2 extending writing project
module ⅵ showing your talent fully
chapter6 strategies of international business negotiation
work objectives
module ⅰlead—in reading
1.opening your eyes
2.case discussing
module ⅱlinking—up
ⅰhow to build effective negotiation strategy
1.consider the batna （best alternative to a negotiation agreement）
2.satisfy interests
3.separate the people from the problem
4.resiliency
5.choose suitable style and modes
ⅱstrategies of international business negotiaton
1.general principles of negotiation strategies
2.international business negotiation strategies
module ⅲnotes to the related language points
module ⅳbrulding up more skills
task 1 mini negotiation reading
task 2 simulation drills
module ⅴ learning more
task 1 learn negotiation tips by heart
module ⅵ showing your talent fully
……
chapter 7 sales negotiation
chapter 8 international investment negotiation
chapter 9 international technology trade negotiationg
chapter 10 international business contract negotiation
project three cultural influence on business negotiation
chapter 1ⅰintercultural awareness in business activities
chapter 1ⅱbusiness protocols， etiquette and negotiation styles
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