国际商务谈判

Chapter I Basics of International Business Negotiation1.Introduction to Negotiation and Culture2.Concept and Characteristics of International Business Negotiation3.Principles of International Business NegotiationChapter II Planning the Negotiation1.Forming Negotiation Team2.Creating Information Base3.Drafting Negotiation Plan4.Physical PreparationsChapter III Executing the Negotiationl.The Opening Phase2.The Bargaining Phase3.The Closing PhaseChapter IV Strategies and Tactics in International Business Negotiation1.Standard Negotiation Strategies2.Countering Negative Negotiation Tactics3.Developing Your Negotiation StrategiesChapter V Ways of Breaking an Impasse in Negotiation1.Causes of an Impasse2.Strategies of Breaking an Impasse3.Six Approaches for Getting through to the Decision Maker4.Establishing Deadlines to Move a Deal AlongChapter VI Communication Skills in International Business Negotiation1. Introduction2. Four Styles of Communication3.Developing Your Communication Style4.Non-verbal Communication5.Cuhural Differences in Style PreferencesChapter VII Styles of International Business Negotiationl. Introduction2.Negotiating in Asia3.Negotiating in Europe4.Negotiating in North America5.Negotiating in Latin America6.Negotiating in the Middle East7.Negotiating in AfricaChapter VIII The Principles of Negotiation1.The Definition of Pie2.Reservation Value