国际商务英语谈判

Project One Fundamentals of International Business Negotiation
　Chapter ⅠBasic Concepts of International Business Negotiation
　　Work Objectives
　　Module ⅠLead—in Reading
　　　　1.Opening Your Eyes
　　　　2.Case Discussing
　　Module ⅡLinking—up
　　　ⅠA Brief Introduction to Negotiation
　　　　1.Implication of Negotiation
　　　　2.Correct Understanding of Negotiation
　　　　3.Elements of Negotiation
　　　ⅡDefinition and Characteristics of Business Negotiation
　　　　1.Definition of Business Negotiation
　　　　2.Characteristics of Business Negotiation
　　　ⅢTypes and Contents of Business Negotiation
　　　　1.Common Types of Business Negotiation
　　　　2.Contents of Business Negotiation
　　　ⅣGoals of International Business Negotiation
　　　　1.The Best Target
　　　　2.The Intermediate Target
　　　　3.The Acceptable Target
　　Module 3　Notes to the Related Language Points
　　Module 4　Building Up More Skills
　　　Task 1　Mini Negotiation Reading
　　　Task 2　Simulation Drills
　　Module 5 Learning More
　　　Task 1　Learn Negotiation Tips by Heart
　　　Task 2　Extending Writing Project
　　Module 6 Showing Your Talent Fully
　Chapter 2　Principles of Business Negotiation
　　Work Objectives
　　Module ⅠLead—in Reading
　　　　1.Opening Your Eyes
　　　　2.Case Discussing
　　Module ⅡLinking—up
　　　ⅠBasic Principles of Business Negotiation
　　　ⅡPrinciples of Business Negotiation
　　　　1.Principle of Collaboration Negotiation
　　　　2.Principle of Trust in Negotiation
　　　　3.Principle of Interest Distribution
　　　4.Win—Win Principle
　　Module ⅢNotes to the Related Language Points
　　Module ⅣBuilding Up More Skills
　　　Task 1　Mini Negotiation Reading
　　　Task 2　Simulation Drills
　　Module 5 Learning More
　　　Task 1　Learn Negotiation Tips by Heart
　　　Task 2　Extending Writing Project
　　Module 6 Showing Your Talent Fully
　Chapter 3　Psychology in Negotiation
　　Work Objectives
　　Module ⅠLead—in Reading
　　　　1.Opening Your Eyes
　　　　2.Case Discussing
　　Module ⅡLinking—uP
　　　ⅠThe Need Theory and Negotiation
　　　　1.The Need Theory of Maslow
　　　　2.The Application of the Need Theory to Negotiation
　　　ⅡModern Negotiation Theories
　　Module ⅢNotes to the Related Language Points
　　Module ⅣBuilding Up More Skills
　　　Task 1　Mini Negotiation Reading
　　　Task 2　Simulation Drills
　　Module 5 Learning More
　　　Task 1　Learn Negotiation Tips by Heart
　　　Task 2　Extending Writing Project
　　Module ⅣShowing Your Talent Fully
　Chapter 4　Procedure of Business Negotiation
　　Work Objectives
　　Module ⅠLead—in Reading
　　　　1.Opening Your Eyes
　　　　2.Case Discussing
　　Module ⅡLinking—up
　　　ⅠPre—negotiation Stage
　　　　1.Assessing the Situation and the People
　　　　2.Creditability Study
　　　　3.Forming Negotiation Team
　　　4.Designing Agenda for Negotiation
　　　5.Making a Feasible Negotiation Plan
　　　ⅡNegotiation Stage
　　　　1.The Opening and Reviewing
　　　　2.The Bidding and Bargaining
　　　　3.The Settling and Ratifying
　　　ⅢPost—negotiation Stage
　　　　1.Wrapping Up
　　　　2.Drawing Up a Written Contract
　　　　3.Contract Signing
　　Module ⅢNotes to the Related Language Points
　　Module ⅣBuilding Up More Skills
　　　Task 1　Mini Negotiation Reading
　　　Task 2　Simulation Drills
　　Module Ⅴ Learning More
　　　TaskⅠ　Learn Negotiation Tips by Heart
　　　Task 2　Extending Writing Project
　　Module Ⅵ Showing Your Talent Fully
Project Two Practical Business Negotiation
　Chapter 5 Five Links of International Business Negotiationg
　　Work Objectives
　　Module ⅠLead—in Reading
　　　　1.Opening Your Eyes
　　　　2.Case Discussing
　　Module Ⅱ　　Linking—up
　　　ⅠA Brief Introduction to Five Links of International Business Negotiation
　　　ⅡFive Links of International Business Negotiation
　　　　1.Enquiry
　　　　2.Offer
　　　　3.Counter—offer
　　　　4.Acceptance
　　　　5.Conclusion of a Contract
　　Module Ⅲ　Notes to the Related Language Points
　　Module Ⅳ　Building Up More Skills
　　　Task 1　Mini Negotiation Reading
　　　Task 2　Simulation Drills
　　Module Ⅴ Learning More
　　　Task 1　Learn Negotiation Tips by Heart
　　　Task 2　Extending Writing Project
　　Module Ⅵ　Showing Your Talent Fully
　Chapter6 Strategies of International Business Negotiation
　　Work Objectives
　　Module ⅠLead—in Reading
　　　　1.Opening Your Eyes
　　　　2.Case Discussing
　　Module ⅡLinking—uP
　　　ⅠHow to Build Effective Negotiation Strategy
　　　　1.Consider the BATNA （Best Alternative to a Negotiation Agreement）
　　　　2.Satisfy Interests
　　　　3.Separate the People from the Problem
　　　　4.Resiliency
　　　　5.Choose Suitable Style and Modes
　　　ⅡStrategies of International Business Negotiaton
　　　　1.General Principles of Negotiation Strategies
　　　　2.International Business Negotiation Strategies
　　Module ⅢNotes to the Related Language Points
　　Module ⅣBrulding Up More Skills
　　　Task 1　Mini Negotiation Reading
　　　Task 2　Simulation Drills
　　Module Ⅴ Learning More
　　　Task 1　Learn Negotiation Tips by Heart
　　Module Ⅵ Showing Your Talent Fully
　　　……
　Chapter 7 Sales Negotiation
　Chapter 8 International Investment Negotiation
　Chapter 9 International Technology Trade Negotiationg
　Chapter 10 International Business Contract Negotiation
Project Three Cultural Influence on Business Negotiation
　Chapter 1ⅠIntercultural Awareness in Business Activities
　Chapter 1ⅡBusiness Protocols， Etiquette and Negotiation Styles