Part I ABC to International Business Negotiation
Chapter 1 About Business Negotiation关于商业谈判
Section I Negotiation Key Terminology谈判关键术语
Section II Basics of Business Negotiation商业谈判基础知识
Section m Practical Activities实操练习
Chapter 2 Principles of Business Negotiation商业谈判原则
Section I General Principles of Business Communication
商业沟通一般原则
SectionⅡPrinciples of Business Negotiation商业谈判原则
Section III Practical Activities实操练习
Chapter 3 Process of Business Negotiation商业谈判过程
Section I Preparation for Business Negotiation
商业谈判前的准备
Section II Procedures of Business Negotiation商业谈判的步骤
Section 111 Practical Activities实操练习
Chapter 4 Negotiating Power and Related Factors
谈判力及相关因素
Section I Negotiating Power谈判力
Section 11 Factors Influencing Negotiating Power
影响谈判力的因素
Section m Practical Activities实操练习
Chapter 5 Personal Negotiation Styles VSBusiness Negotiation Modes
谈判风格与商业谈判模式
Section I Negotiators’Personality Traits and Personal
Negotiation
Styles谈判者性格特征与谈判风格
SectionⅡ Negotiators’Personality VSBusiness Negotiation
Modes谈判者性格类型与商业谈判模式
Section III Practical Activities实操练习
Chapter 6 Basic Qualities and Professional Skills for Negotiators
谈判者应具备的基本素质与专业技能
Section I Negotiators’Basic Qualities谈判者应具备的基本素质
Section II Professional Skills for Negotiators
谈判者应具备的专业技能
Section III Practical Activities实操练习
Chapter 7 Strategies and Tactics of Business Negotiation
谈判的策略与战术
Section I Attitudinal Strategies and Tactics表态策略与战术
Section II Situational Strategies and Tactics情景策略与战术
Section III Practical Activities实操练习
Part 11 Practical I nternational Business Negotiation
Chapter 8 Sales Negotiation货物买卖谈判
Section I Quality，Quantity and Price质量、数量与价格
Section II Packing and Marking包装与唛头
Section III Transportation，Insurance and Payment
运输、保险与支付
Section V Practical Activities实操练习
Chapter 9 Investment Negotiation投资谈判
Section I Types of Investment Negotiation投资谈判分类
Section II Other Issues of Investment Negotiation
其他投资谈判事项
Section III Practical Activities实操练习
Chapter 10 Technology Trade Negotiation技术贸易谈判
Section I Principal Legal Forms of Technology Trade
技术贸易的主要法律形式
Section II Content of Technology Trade Negotiation
技术贸易谈判的内容
Section III Practical Activities实操练习
Chapter 11 Business Contract Negotiation商务合同谈判
Section I Introduction to Business Contract商务合同介绍
Section lI Procedures of Business Contract Negotiation
商务合同谈判程序
Section HI Practical Activities实操练习
Chapter 12 Complex Negotiation【复杂谈判
Section I Properties of Complex Negotiations复杂谈判的特点
Section II Types of Complex Negotiations复杂谈判的类型
Section III Practical Activities实操练习
Chapter 13 Intercultural Business Negotiation跨文化商业谈判
Section I Intercultural Awareness in Business Negotiation
商业谈判中的跨文化意识
Section II Business Negotiation Styles of Different Culture
不同文化的商业谈判风格
Section III Practical Activities实操练习
Chapter 14 Tactical Business Negotiation Expressions and
Negotiation
Tips商业谈判战略表达方式及谈判技巧
Section I Tactical Expressions in Business Negotiation
商业谈判战略表达方式
Section II Collection of Negotiation Tips谈判技巧集锦
Section III Practical Activities实操练习
Test for Qualification of Negotiators谈判资格测试
Evaluation of Negotiation Result谈判结果评价
Bibliography参考书目
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