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。

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

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

刘白玉,山东工商学院外国语学院教授\院长,从事国际贸易及翻译18年,出访过英国、美国、加拿大等30多个**。兼任中国国际贸易学会国际商务英语研究会副理事长、山东省对外经济学会国际商务英语专业委员会会长,中国跨境电商联盟理事长,中国高校国际人才联盟理事长,山东大学、中国海洋大学兼职硕导,曲阜师范大学、临沂大学等15所大学特聘教授,山东省社科规划项目评审专家。共在《中国翻译》《中国科技翻译》《上海翻译》等期刊发表论文98篇,出版专著、译著及主编教材73部,主持省级等课题16项,在全国及省级学术会议做主旨发言15次。主讲《**英语》《国际贸易实务》《国际商务谈判》等31门课,23次获得教学、科研奖励。