國際商務(wù)談判

內(nèi)容概要

　　《國際商務(wù)談判理論、案例分析與實(shí)踐(英文版.第3版)》分為三大部分。
　　理論部分：融合了國內(nèi)外經(jīng)典的談判理論，從談判動因、談判結(jié)構(gòu)、談判組內(nèi)部利益、談判力、談判雙方的信任、談判者心理、國際談判文化模式、博弈論在談判中的應(yīng)用、談判類型等方面，運(yùn)用模型和實(shí)例對影響談判全過程的主要因素進(jìn)行了比較全面的分析。
　　案例部分：結(jié)合理論部分的講解，提供了相應(yīng)的案例分析，所提供的案例大多是世界著名談判案例和研究成果，具有典型性和普遍指導(dǎo)意義。有些案例是作者在對著名國際商務(wù)談判長時(shí)間的追蹤調(diào)查的基礎(chǔ)上編寫的。
　　模擬談判：模擬談判的素材取自真實(shí)事例，為了適應(yīng)課堂練習(xí)的需要，對之做了必要的加工。學(xué)習(xí)者在談判結(jié)束后可以比較實(shí)際談判的結(jié)果和自己談判的結(jié)果，以收到更好的效果。此外，每章結(jié)束后都有結(jié)合該章內(nèi)容設(shè)計(jì)的思考題和討論題。

作者簡介

　　白遠(yuǎn)，教授，碩士生導(dǎo)師，現(xiàn)任教于北京第二外國語學(xué)院國際經(jīng)濟(jì)貿(mào)易學(xué)院，主講國際商務(wù)談判、當(dāng)代世界經(jīng)濟(jì)、國際貿(mào)易和國際經(jīng)濟(jì)合作等課程（前三門為全英語授課）。本科就讀于北京第二外國語學(xué)院，之后在日本、美國攻讀碩士，主修世界經(jīng)濟(jì)。主要研究領(lǐng)域?yàn)閲H直接投資、文化創(chuàng)意產(chǎn)業(yè)與產(chǎn)品貿(mào)易、國際貿(mào)易。近5年發(fā)表論文近50篇，出版專著5部，教材8部，其中北京市精品教材立項(xiàng)2項(xiàng)，北京市精品教材2部，國家“十一五”規(guī)劃教材1部。

書籍目錄

chapter 1 negotiation motives and key terminology
negotiations
conflicts
stakes
case study: chrysler missed the best opportunity entering china
automobile market
chapter 2 negotiation procedure and structure
negotiation procedure
general structure of negotiations
structure of business negotiations
simulation: an economic recession
case study i: the principle of complementary concession
case study ii ： sino-us negotiations on intellectual property right
protection
chapter 3 negotiation lubrication
target decision
collecting information
staffing negotiation teams
choice of negotiation venues
simulation: silk selling
case study: cases showing importance of pre-negotiation
preparation
chapter 4 win-win concept
traditional concept
introduction of win-win concept--a revolution in negotiation
field
how can both sides win
simulation: financial leasing negotiation
case study: argument between the developing countries and developed
countries
chapter 5 collaborative principled negotiation
collaborative principled negotiation and its four components
separate the people from the problem
focus on interests but not positions
invent options for mutual gain
introduce objective criteria
simulation: hotel selling
case study: company policy
chapter 6 law of interest distribution
needs theory
application of the needs theory in negotiation
three levels of interests at the domestic level
law of two-level game
simulation: a dam on the river
case study: us-japan negotiations on semiconductors
chapter 7 negotiating power and related factors
negotiating power and sources of negotiating power
factors causing the changes of negotiating power
application of power tactics
estimating negotiating power
simulation: negotiation on oil contract
chapter 8 law of trust
trust and its interpretation
how to decide a person trusts or is trusted?
determinants affecting a person's trustful or mistrustful
beha
effects of trust
suggestions of enhancing mutual trust
simulation: market research for a new product
case study': dilemma of the management
chapter 9 personal styles vs. negotiation modes
negotiators' personal styles
negotiators' personal styles and ac model
personal styles vs. negotiation modes
application of personality checks
simulation: global corporation vs. hi-tech corporation
case study: shopping in manhattan
chapter 10 game theory and negotiation application
game theory, its assumptions and rules
consequences and the matrix display
the prisoner's dilemma
direct determinants of the coordination goal
simulation: china and japan in iron ore negotiation
case study: making a decision under uncertainty
chapter 11 distributive negotiation and price negotiation
distributive negotiations
price negotiation and negotiation zone
simulation: sales for a second-hand car
case study: an example of the use of cost analysis
chapter 12 complex negotiations
complex negotiations and their properties
involvement of third parties
coalition, multi-party negotiation
simulation: green bank
case study: iacocca rescuing chrysler
chapter 13 culture patterns vs. negotiation patterns
definition of culture
culture patterns
hofstede cultural value study
simulation ： cultural conflicts in the negotiation of the world
bank rural water supply project
case study: southern candle's tour to france

編輯推薦

白遠(yuǎn)所著的《國際商務(wù)談判——理論案例分析與實(shí)踐（第3版）》自2002年出版第一版后一直堅(jiān)持國際商務(wù)談判課程發(fā)展的基本規(guī)律，注重談判知識體系自身的發(fā)展，從國際商務(wù)談判的發(fā)生、談判的結(jié)構(gòu)和影響談判結(jié)果的主要因素出發(fā)教授學(xué)生談判發(fā)生的根本原則和規(guī)律，同時(shí)注重學(xué)生通過實(shí)踐來掌握談判的基本理論與知識。本著這樣的宗旨，第三版在保留第二版框架結(jié)構(gòu)的基礎(chǔ)上主要從以下幾個(gè)方面做出修訂。

圖書封面

評論、評分、閱讀與下載

---

    國際商務(wù)談判 PDF格式下載

---