國(guó)際商務(wù)談判實(shí)務(wù)精講

內(nèi)容概要

自我國(guó)加入WTO后，國(guó)際商務(wù)形勢(shì)風(fēng)云變幻。為順應(yīng)日益增多的國(guó)際商務(wù)往來對(duì)商務(wù)談判人才的迫切需求，兩位有著多年豐富教學(xué)和實(shí)踐經(jīng)驗(yàn)的老師親自主筆。圍繞國(guó)際商務(wù)談判涉及的各個(gè)方面，王慧等精心編寫了《國(guó)際商務(wù)談判實(shí)務(wù)精講》這本實(shí)用性極強(qiáng)的精講型英文教材。
本書共分為九章，內(nèi)容全面、循序漸進(jìn)。各章節(jié)內(nèi)容主要包括國(guó)際商務(wù)談判的概念，談判人員的組成。談判的準(zhǔn)備階段、磋商階段、終局階段，談判技巧，談判中常見錯(cuò)誤防范，商務(wù)談判的禮儀以及跨文化談判等。
本書難度適中。英文文本語言通俗易懂，專業(yè)用語規(guī)范嚴(yán)謹(jǐn)。各章節(jié)所附的生詞表和注釋條有助于讀者對(duì)文本內(nèi)容的理解，所附練習(xí)題有助于讀者對(duì)理論知識(shí)的把握和對(duì)實(shí)際操作能力的培養(yǎng)。
《國(guó)際商務(wù)談判實(shí)務(wù)精講》注重實(shí)務(wù)，貼合工作實(shí)際，專業(yè)性、實(shí)用性強(qiáng)，對(duì)外貿(mào)從業(yè)人員具有很好的實(shí)踐指導(dǎo)作用。

書籍目錄

Chapter 1  Fundamentals of International Business Negotiation
  Introduction
  1.1  Concepts and characteristics of business negotiation
  1.2  Types of international business negotiation
  1.3  The basic principles of business negotiation
Chapter 2  Choosing the Negotiation Team
  Introduction
  2.1  The qualities of an international negotiator
  2.2  The role of a chief negotiator
  2.3  Effective Negotiation Teams
Chapter 3  The Preparation Phase of Negotiation
  Introduction
  3.1  Information gathering
  3.2  Identifying objectives
  3.3  Setting an agenda
Chapter 4  The Bargaining Process
  Introduction
  4.1  Packaging, quantity and price
  4.2  Quality and inspection
  4.3  Shipment
  4.4  Terms of Payment
  4.5  Insurance and claim
Chapter 5  Closing the Negotiation
  Introduction
  5.1  Closing the deal
  5.2  Tips on contract signing
  5.3  Summary of the negotiation
Chapter 6  Four Negotiation Skills to Master
  Introduction  
  6.1  Avoid negotiating against yourself
  6.2  Offering a choice
  6.3  Treat partner's mistake wisely
  6.4  Giving a concession only when receiving one
Chapter 7  Most Common Mistakes in Negotiation--How to Avoid Them
  Introduction
  7.1  Not negotiating with the right person
  7.2  Not being flexible on a position--locking on
  7.3  Forgetting your goals or loosing track of how to attain them
  7.4  Too much worrying about the other party's feelings or goals
  7.5  Falling for physical manipulations
Chapter 8  Etiquette in Business Negotiation
  Introduction
  8.1  Etiquette for Greeting and Send -off
  8.2  Etiquette for Giving Gifts
  8.3  Etiquette at Dinner Party and Dress Code
  8.4  Etiquette for Signing Agreements
Chapter 9  Cross-cultural Negotiation  '
  Introduction
  9.1  Language and Communication
  9.2  Understanding Cultural Differences
  9.3  Different negotiating styles of different cultures
參考文獻(xiàn)

編輯推薦

王慧等的《國(guó)際商務(wù)談判實(shí)務(wù)精講》是為了順應(yīng)中國(guó)加人WTO后日益增多的國(guó)際商務(wù)往來對(duì)商務(wù)談判人才的急劇需求而精心編寫的。本書難度適中，注重實(shí)務(wù)，尤其關(guān)注技巧的運(yùn)用及常見錯(cuò)誤的防范。大部分章節(jié)理論講解后都配有典型案例。各節(jié)后的生詞表及注釋為讀者理解書本內(nèi)容提供及時(shí)的幫助。形式多樣的練習(xí)題及答案旨在進(jìn)一步提高讀者對(duì)商務(wù)談判知識(shí)的理解和運(yùn)用。

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