《商务英语谈判》主要介绍商务谈判的相关概念、商务谈判中通常遵循的原则、商务谈判的各个环节、商务谈判一般经历的阶段、谈判中运用到的策略和技巧、各种商务谈判的类型等。同时,也提供形式多样的练习,进一步加深学生对商务谈判知识的理解和实际运用。

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 Contract 接受与签订合同 Chapter 3 Phases 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 Goods/Services 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 Partv&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