自我国加入WTO后,国际商务形势风云变幻。为顺应日益增多的国际商
务往来对商务谈判人才的迫切需求,两位有着多年丰富教学和实践经验的
老师亲自主笔。围绕国际商务谈判涉及的各个方面,王慧等精心编写了《
国际商务谈判实务精讲》这本实用性极强的精讲型英文教材。
本书共分为九章,内容全面、循序渐进。各章节内容主要包括国际商
务谈判的概念,谈判人员的组成。谈判的准备阶段、磋商阶段、终局阶段
,谈判技巧,谈判中常见错误防范,商务谈判的礼仪以及跨文化谈判等。
本书难度适中。英文文本语言通俗易懂,专业用语规范严谨。各章节
所附的生词表和注释条有助于读者对文本内容的理解,所附练习题有助于
读者对理论知识的把握和对实际操作能力的培养。
《国际商务谈判实务精讲》注重实务,贴合工作实际,专业性、实用
性强,对外贸从业人员具有很好的实践指导作用。
Chapter 1 Fundamentals of International Business Negotiation
Introduction
1.1 Concepts and characteristics

自我国加入WTO后,国际商务形势风云变幻。为顺应日益增多的国际商
务往来对商务谈判人才的迫切需求,两位有着多年丰富教学和实践经验的
老师亲自主笔。围绕国际商务谈判涉及的各个方面,王慧等精心编写了《
国际商务谈判实务精讲》这本实用性极强的精讲型英文教材。
本书共分为九章,内容全面、循序渐进。各章节内容主要包括国际商
务谈判的概念,谈判人员的组成。谈判的准备阶段、磋商阶段、终局阶段
,谈判技巧,谈判中常见错误防范,商务谈判的礼仪以及跨文化谈判等。
本书难度适中。英文文本语言通俗易懂,专业用语规范严谨。各章节
所附的生词表和注释条有助于读者对文本内容的理解,所附练习题有助于
读者对理论知识的把握和对实际操作能力的培养。
《国际商务谈判实务精讲》注重实务,贴合工作实际,专业性、实用
性强,对外贸从业人员具有很好的实践指导作用。
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
参考文献

自我国加入WTO后,国际商务形势风云变幻。为顺应日益增多的国际商
务往来对商务谈判人才的迫切需求,两位有着多年丰富教学和实践经验的
老师亲自主笔。围绕国际商务谈判涉及的各个方面,王慧等精心编写了《
国际商务谈判实务精讲》这本实用性极强的精讲型英文教材。
本书共分为九章,内容全面、循序渐进。各章节内容主要包括国际商
务谈判的概念,谈判人员的组成。谈判的准备阶段、磋商阶段、终局阶段
,谈判技巧,谈判中常见错误防范,商务谈判的礼仪以及跨文化谈判等。
本书难度适中。英文文本语言通俗易懂,专业用语规范严谨。各章节
所附的生词表和注释条有助于读者对文本内容的理解,所附练习题有助于
读者对理论知识的把握和对实际操作能力的培养。
《国际商务谈判实务精讲》注重实务,贴合工作实际,专业性、实用
性强,对外贸从业人员具有很好的实践指导作用。
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
参考文献

自我国加入WTO后,国际商务形势风云变幻。为顺应日益增多的国际商
务往来对商务谈判人才的迫切需求,两位有着多年丰富教学和实践经验的
老师亲自主笔。围绕国际商务谈判涉及的各个方面,王慧等精心编写了《
国际商务谈判实务精讲》这本实用性极强的精讲型英文教材。
本书共分为九章,内容全面、循序渐进。各章节内容主要包括国际商
务谈判的概念,谈判人员的组成。谈判的准备阶段、磋商阶段、终局阶段
,谈判技巧,谈判中常见错误防范,商务谈判的礼仪以及跨文化谈判等。
本书难度适中。英文文本语言通俗易懂,专业用语规范严谨。各章节
所附的生词表和注释条有助于读者对文本内容的理解,所附练习题有助于
读者对理论知识的把握和对实际操作能力的培养。
《国际商务谈判实务精讲》注重实务,贴合工作实际,专业性、实用
性强,对外贸从业人员具有很好的实践指导作用。
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
参考文献