國(guó)際商務(wù)談判

前言

現(xiàn)代經(jīng)濟(jì)發(fā)展的實(shí)踐表明，國(guó)際貿(mào)易是經(jīng)濟(jì)增長(zhǎng)的強(qiáng)大推動(dòng)力。第二次世界大戰(zhàn)后，國(guó)際貿(mào)易的迅速發(fā)展在全球范圍內(nèi)引起了國(guó)際分工體系的革命性變革和福利分配格局的重組，極大地促進(jìn)了經(jīng)濟(jì)增長(zhǎng)。中國(guó)實(shí)行改革開(kāi)放和加入世界貿(mào)易組織，加速了對(duì)外開(kāi)放的步伐，外貿(mào)業(yè)務(wù)增長(zhǎng)迅速，對(duì)外貿(mào)易對(duì)經(jīng)濟(jì)增長(zhǎng)的貢獻(xiàn)度不斷提高，市場(chǎng)對(duì)外貿(mào)人才的需求急劇增加。為了適應(yīng)國(guó)際經(jīng)濟(jì)理論的不斷創(chuàng)新與拓展以及外貿(mào)業(yè)務(wù)發(fā)展的需要，加快培養(yǎng)出更多掌握經(jīng)濟(jì)學(xué)理論知識(shí)、具有良好的外語(yǔ)基礎(chǔ)、熟悉wTO的游戲規(guī)則、了解國(guó)際慣例、熟悉國(guó)際市場(chǎng)運(yùn)作規(guī)則、具有濃厚的國(guó)際意識(shí)、掌握具體操作能力的國(guó)際經(jīng)濟(jì)與貿(mào)易專業(yè)應(yīng)用型人才，必須從國(guó)際經(jīng)濟(jì)與貿(mào)易專業(yè)的課程體系、課程內(nèi)容、教學(xué)方法、教材編寫等方面進(jìn)行探索和創(chuàng)新。“復(fù)旦卓越·21世紀(jì)國(guó)際經(jīng)濟(jì)與貿(mào)易專業(yè)教材新系”教材編委會(huì)精心策劃，在總結(jié)過(guò)去教材建設(shè)經(jīng)驗(yàn)的基礎(chǔ)上，結(jié)合應(yīng)用型本科教育的特點(diǎn)，借鑒國(guó)內(nèi)外經(jīng)驗(yàn)做法，經(jīng)過(guò)反復(fù)研究論證和撰寫，推出了“復(fù)旦卓越·21世紀(jì)國(guó)際經(jīng)濟(jì)與貿(mào)易專業(yè)教材新系”。這套系列教材包括《國(guó)際結(jié)算》、《國(guó)際貿(mào)易》、《外貿(mào)實(shí)務(wù)》、《國(guó)際運(yùn)輸與保險(xiǎn)》、《wTO規(guī)則與運(yùn)作》、《外貿(mào)函電》、《單證實(shí)務(wù)》、《國(guó)際服務(wù)貿(mào)易》、《報(bào)關(guān)實(shí)務(wù)》、《進(jìn)出口商品檢驗(yàn)》、《國(guó)際商務(wù)談判》、《國(guó)際貿(mào)易專業(yè)英語(yǔ)》等12種。這套系列教材同時(shí)作為上海市十大教育高地之一--外貿(mào)經(jīng)濟(jì)本科教育高地的標(biāo)志性教材和國(guó)際經(jīng)濟(jì)與貿(mào)易專業(yè)人才培養(yǎng)的重要成果，具有“新、特、實(shí)、強(qiáng)”等特點(diǎn)。設(shè)計(jì)思路新穎，強(qiáng)調(diào)學(xué)以致用，突出“以學(xué)生為中心”的思想；力求創(chuàng)新寫作體例和研究分析方法。

內(nèi)容概要

　　《國(guó)際商務(wù)談判》由12章組成，涉及國(guó)際商務(wù)談判的各個(gè)環(huán)節(jié)和相關(guān)知識(shí)，如談判的準(zhǔn)備與開(kāi)局、磋商策略、僵局化解、簽約須知、語(yǔ)言技巧、心理素質(zhì)、不同國(guó)家和地區(qū)談判者的談判風(fēng)格和相關(guān)禮儀，等等。《國(guó)際商務(wù)談判》緊扣“國(guó)際”二字，圍繞“應(yīng)用”這個(gè)主題，將一個(gè)個(gè)生動(dòng)的國(guó)際商談案例串聯(lián)于全書(shū)始終——每章先以開(kāi)篇案例引出主題，接著在主要節(jié)目中穿插相關(guān)案例佐以分析，最后以結(jié)尾案例強(qiáng)化主題、歸納要點(diǎn)，提出問(wèn)題與思考。全書(shū)用這種有節(jié)奏地將讀者引入各種國(guó)際商務(wù)談判情景的方式，以期達(dá)到持續(xù)激發(fā)讀者學(xué)習(xí)興趣、強(qiáng)化對(duì)談判策略的理解和相關(guān)技巧掌握的目的。　　鑒于《國(guó)際商務(wù)談判》的對(duì)象主要為中國(guó)高校生、進(jìn)修生、來(lái)華留學(xué)生和從事涉外商務(wù)工作的相關(guān)人士，所用英文力求淺顯通俗，層次結(jié)構(gòu)力求清晰完整。課堂教學(xué)時(shí)還可結(jié)合多媒體方式、現(xiàn)實(shí)案例討論和模擬談判等形式，學(xué)活用活，觸類旁通。

書(shū)籍目錄

Chapter 1 An Overview of International Business Negotiation1．1 Deftnition and Characteristics of International BusinessNegotiation1．2 Forms of International Business Negotiation 1．3 The Basic Forms of International Business NegotiationChapter 2 Game Principles of International Business Negotiation2．1 Equal and Voluntary Participation2．2 Credibility First2．3 Mutual Reciprocity and Mutual Benefits 2．4 Maximizing Commonalities and Minimizing Differences2．5 Speak on Good Grounds2．6 Separate the People from the ProblemChapter 3 Preparation for International Business Negotiation3．1 Collecting Information 3．2 Forming the Negotiation Team3．3 Planning for Intemational Business Negotiation3．4 Physical Preparations3．5 Simulated Negotiations Chapter 4 Opening of International Business Negotiation4．1 Creating a Right Negotiation Atmosphere4．2 Opening Steps4．3 Opening StrategiesChapter 5 Bargaining Process5．1 Quotation5．2 Bargaining5．3 Making CompromiseChapter 6 Negotiation Strategies and Tactics6．1 An Overview of Negotiation Strategies6．2 Developing Your Strategy6．3 Strategic Considerations6．4 Common Gambits and Tactics6．5 Useful Negotiation Strategies 6．6 What Tactics Will I Use? Chapter 7 Ways of Breaking an Impasse in Negotiation7．1 Why Does Impasse Arise? 7．2 Conquer the Fear of Impasse 7．3 Avoid Provocation7．4 Don’t Make Things Worse7．5 Other Means of Dispute HandlingChapter 8 Language Skills in International Business Negotiation8．1 Skills of Asking and Answering8．2 Language Skills of Statement and Refutation8．3 Skills of Body LanguagesChapter 9 The Formation of Contracts9．1 Identification and Means of Negotiation Closing9．2 Conclusion and Guarantee of a Contract9．3 Modification，Termination and Assignment of Contracts9．4 Settlement of Disputes9．5 AuthenticatiOn and Notarization of a ContractChapter 10 Psychological Qualities and Creativity of the Negotiator10．1 Psychological Qualities of the Effective Negotiator10．2 Understanding Non—verbal Communication and Lies10．3 Creativity and Problem—solving in NegotiationChapter 11 Etiquette in International Business Negotiation11．1 Negotiators as Hosts11．2 Negotiators as Guests11．3 We All Have to Follow!11．4 Etiquette and Taboos in Different CulturesChapter 12 International Business Negotiation Styles12．1 Negotiation Styles in American Countries12．2 The European Negotiation Styles12．3 The Asian Negotiation Styles12．4 The Middle．East Area Negotiation Styles12．5 The African Negotiation StylesReferences

章節(jié)摘錄

be one of the major approaches to settling the conflicts. Today this is especiallythe case with the globalization of the world's economy. To get more irreproducibleresources and high-quality goods at low prices, to establish plants in a foreigncountry to circumvent trade barriers, to gain in the overseas capital markets, thesecross-border business activities of varied sizes and forms are impossible withoutnegotiation.1.1  Definition and Characteristics of International Business.NegotiationThe world we are living in is full of conflicts. There are two ways to resolvethe conflicts: one is the use of force and the other is negotiation. In the field ofinternational business, the era when one party manipulated the other by means ofviolence and force has long gone. Instead negotiating has become an effectiveapproach to resolving conflicts and adjusting interests.1.1.1  Definition and characteristics of negotiationThe word "Negotiation" derives from the Latin word "Negotiari", whichmeans "to do business". Now in a broad sense, negotiation refers to the actionand the process of reaching an agreement by means of exchanging ideas with theindention of dispelling conflicts and enhancing relationship to satisfy each other'sneeds. From the time memorial, home or abroad,  a numerous varieties ofnegotiations have been conducted.  Though negotiations vary in forms andcontents, they all demonstrate the following characteristics:（1） Every negotiation involves two or more than two parties Even though you can role-play another person to negotiate with yourself, thecounterpart you role-play is bound to represent interest different from yours. Ineffect, there are at least two or more key participants in a negotiation. The numberof the major parties in a negotiation, from the debate of the United Nations withmore than 200 members to a talk about marriage arrangements, may be as many asover a hundred, but absolutely never less than two.

編輯推薦

《國(guó)際商務(wù)談判》是在編委會(huì)精心策劃、總結(jié)過(guò)去教材建設(shè)經(jīng)驗(yàn)的基礎(chǔ)上．借鑒國(guó)內(nèi)外同類經(jīng)驗(yàn)做法，經(jīng)過(guò)反復(fù)研究論證推出，具有”新、特、實(shí)、強(qiáng)”等特點(diǎn)。設(shè)計(jì)思路新穎．強(qiáng)調(diào)學(xué)以致用．突出”以學(xué)生為中心”的思想；力求創(chuàng)新寫作體例和研究分析方法；觀點(diǎn)內(nèi)容著力體現(xiàn)前瞻性、動(dòng)態(tài)性，并做到深度和廣度適宜；課程體系體現(xiàn)涉外經(jīng)濟(jì)類專業(yè)特點(diǎn)，采用中文和英語(yǔ)相結(jié)合的辦法．凸現(xiàn)雙語(yǔ)教學(xué)特色；注重實(shí)踐性、實(shí)用性、可操作性。編寫教師陣容龐大，教學(xué)經(jīng)驗(yàn)豐富r研窬能力強(qiáng)。

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