Chapter 1 Principles of Business Negotiation 商务谈判的原则
1.1
Principle of Collaborative Negotiation 合作式谈判的原则
1.2
Principle of Interest Distribution 利益分配原则
1.3
Principle of Trust in Negotiation 信任的原则
1.4
Principle of Distributive, Integrative & Complex Negotiation 两分法谈判、双赢谈判和复杂谈判的原则
Chapter 2 Modules of Business Negotiation 商务谈判的环节
2.1 Enquiry & Reply 询价与答复
2.2 Offer & Counter-offer 报盘与还盘
2.3 Acceptance & Conclusion of a Content 接受与签订合同
Chapter 3 Phrases of Business Negotiation 商务谈判的阶段
3.1 The Preparation Phase 准备阶段
3.2 The Opening Phase 开始阶段
3.3 The Bargaining Phase 讨价还价阶段
3.4 The Closing Phase 结束阶段
Chapter 4 Strategies & Tactics of Business Negotiation 商务谈判的策略和技巧
4.1 Major Personal Styles & Team Styles 主要的个人风格和团队风格
4.2 Strategies & Tactics 策略与技巧
Chapter 5 Types of Business Negotiation 商务谈判的类型
5.1 Sale of GoodsServices 货物服务销售谈判
5.2 Investment 投资谈判
5.3 Technology Transfer 技术转让谈判
Chapter 6 Etiquette in Business Negotiation 商务谈判的礼节
6.1 Etiquette for Greeting & Send-off 迎送礼仪
6.2 Business Meeting Etiquette 会见礼仪
6.3 Etiquette at Dinner Party & Dress Code 赴宴和着装礼仪
6.4 Etiquette for Signing Agreements 签约礼仪
Chapter 7 Cross-cultural Negotiation 跨文化商务谈判
7.1 Language & Communication 语言与交际
7.2 Understanding Cultural Differences 理解文化差异
7.3 Negotiation Among Cultures 不同文化的谈判特点
7.4 Cultural Conflict Management 文化冲突管理
Bibliography 参考书目
Key to Exercises 参考答案
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