本书共分八章,分别从国际商务谈判基本理论、谈判人员的素质、谈判环节、 谈判策略和技巧、谈判类型、语言与非语言沟通技巧、谈判礼仪和跨文化谈判等方面进行了详述。修订版将根据世界政治、经济形势的变化增加以下内容:1.增加中国文化元素:每章增加一个**中国文化元素,中英文对照,让学生学习并向世界传播**中国文化。2.增加中国企业成功案例:每章增加一个**中国企业案例,让学生了解中国企业的成功。3.增加新谈判理论:如国际情景理论。

Chapter 01 Basic Theories for International Business Negotiation

In business as in life, you don’t get what you deserve, you get what you negotiate.
?DChester L. Karras, American business negotiation expert

Lead-in
In September of 2013, computer software titan Microsoft made the shocking announcement that it was purchasing Finnish mobile handset maker Nokia for $7.2 billion in an effort to build its mobile and smart phone offerings.
The complexity of the business negotiations undertaken by negotiators at Microsoft and Nokia underscores the challenges companies and negotiators face in integrating two different identities. Rather than engaging in the reconciliation of differences in identity, integrative bargaining negotiators may instead see the value (and value creating potential) in letting each firm maintain its own identity. In this way, it is advantageous to negotiators to view their negotiating counterparts as individuals, highlighting the strengths of each organization and how those strengths can be combined into a successfully implemented negotiated agreement.
Questions: 1. How do you understand the practice of integrative bargaining negotiators?
2. How will it benefit the negotiation?

Section A Understanding International Business Negotiation
The negotiation process is a very complicated social process, involving an intricate structure of attitudes and opinions, social relationships ?D both inside and outside the firm ?D and the ways such attitudes, opinions, and social relations are changing. It contains various elements of individual and organizational behavior, influenced by the past and the perception of the future as well as the present. It is composed of a large number of decisions made by different people at different points in time. The understanding of the final outcome of such a process depends on an understanding of all its stages and parts.
Many exec

章节目录: Chapter 01 Basic Theories for International Business Negotiation Section A Understanding International Business Negotiation Section B A Negotiation Aching to Find Way Out Background Information Words and Expressions Situational Dialogue in Negotiation Chinese Case Chinese Culture Exercises Chapter 02 Staffing Negotiation Teams Section A Basic Principles That Make You a Smart Negotiator Section B What Determines the Success in Multiparty Negotiation Background Information Words and Expressions Situational Dialogue in Negotiation Chinese Case Chinese Culture Exercises Chapter 03 Phases of International Business Negotiation Section A A Typical Negotiation on Sale with the Chinese Section B How to Negotiate Price for Sales Background Information Words and Expressions Situational Dialogue in Negotiation Chinese Case Chinese Culture Exercises Chapter 04 Negotiation Strategy and Tactics Section A What Strategy and Tactics to Choose? Section B Negotiation Strategy and Tactics in Practice Background Information Words and Expressions Situational Dialogue in Negotiation Chinese Case Chinese Culture Exercises Chapter 05 Types of International Business Negotiation Section A Types of International Business Negotiation Section B Long Live Price Negotiations Background Information Words and Expressions Situational Dialogue in Negotiation Chinese Case Chinese Culture Exercises Chapter 06 Verbal and Nonverbal Communication Skills Section A Understanding Verbal and Nonverbal Communication Section B A Smart Car Seller Background Information Words and Expressions Situational Dialogue in Negotiation Chinese Case Chinese Culture Exercises Chapter 07 International Business Negotiation Etiquette Section A Business