本书旨在传授国际商务谈判的基础知识,介绍商人在谈判中制胜的策略和技巧,实用性很强。基于自身丰富的实践经验,作者不仅阐述了在国际商务实践中进行商务谈判的实用技能,还非常注重启发和强化跨文化商务交际的意识和知识。课本的内容简明、系统,具有较高的可读性和启发性。可作为大专院校国际贸易、商务英语、商务管理等专业国际商务谈判课程的教材,同时也可作为商务人员从事国际商务谈判的参考书。

Chapter 1: THE ROLE OF THE CHIEF NEGOTIATOR
Small Stage, Big Part
Chapter 2: CHOOSING YOUR TEAM
Big Guns, Little Guns
Chapter 3: CONTROLLING NEGOTIATIONS
Who's Calling the Shots?
Chapter 4: INITIATING NEGOTIATIONS
Getting the Lay of the Land
Chapter 5: FACE-TO-FACE
Sizing Up Your Counterparts
Chapter 6: THE FUNCTION OF BIAS
Perception versus Reality
Chapter 7: SITE SELECTION
How Do You Get There, from Here?
Chapter 8: THE AGENDA
Carve It in Stone
Chapter 9: ABOUT TRANSLATORS
Making Sure Your Message Gets Through
Chapter 10: NEGOTIATING STYLES, PART 1
Major Personal Styles
Chapter 11: NEGOTIATING STYLES, PART 2
Major Team Styles
Chapter 12: PLANNING TO WIN
Success Is a Choice, Not a Result
Chapter 13: COUNTERING PERSONAL STRATEGIES
How to Get the Upper Hand
Chapter 14: COUNTERING TEAM STRATEGIES
How to Keep the Upper Hand
Chapter 15: SELECTING TACTICS
Playing to Win
Chapter 16: CLOSING THE DEAL
Who Makes the Decision?
Chapter 17: REPORTING RESULTS
Is 99 Percent Enough?
Chapter 18: COMMITMENT
The Strain of Implementation
Chapter 19: STRATEGIC AND TACTICAL GUIDELINES BY COUNTRY
Chapter 20: GLOSSARY
Chapter 21: RESOURCES

外教社“简明商务英语系列教程”可作为大专院校商务英语、国际贸易、工商管理等专业学生的相关课程的教材,也可作为企业各类管理人员的培训教材或辅导资料,以及广大商务英语学习者的自学教程或阅读丛书。

卡瑞(Jeffrey Curry)曾获得工商管理硕士和博士学位,是一名知名的国际贸易专家,多年来在亚洲、北美和欧洲从事大型的国际贸易业务和合资企业的谈判活动。他在亚洲和北美教授过管理学、经济学和国际金融等课程。他是《越南通行证》(Passport Vietnam)等书的作者,也是《观点报道》(VIEW Report)杂志的主编。