正版 商务谈判与礼仪 李晓明 经济管理出版社 9787509675830 书籍

Part 1 Business Theory
Chapter 1 Introduction of Business Negotiation
1.1 Basic Concept and Features of Business Negotiation
1.1.1 Concept of Business Negotiation
1.1.2 Features of Business Negotiation
1.2 Classifications and Functions of Business Negotiations
1.2.1 Classifications of Business Negotiations
1.2.2 The Functions of Business Negotiations
1.3 Principles and Evaluation Criterions for Business Negotiation
1.3.1 Principles of Business Negotiation
1.3.2 Evaluation Criterions for Business Negotiation
1.4 Summary
Chapter 2 Related Theory
2.1 Adaptation Theory
2.2 Different Styles in Business Negotiation 3|
2.2.1 Cultural Differences in Customs and Behaviors
2.2.2 Negotiation Styles of Different Countries and Regions
2.3 Summary
Part 2 Negotiation Process
Chapter 3 Preparation for Business Negotiation
3.1 Pilot Case
3.2 Basic Points and Processes
3.2.1 Organization and Management of the Business Negotiation Team
3.2.2 The Collection of Relevant Information
3.2.3 Developing a Negotiation Plan
3.3 Matters Needing Attention
3.3.1 Taboos in the Negotiation Investigation
3.3.2 Taboos in the Negotiation Target
3.3.3 Taboos in the Negotiating Team
3.4 Opening Case Analysis
3.4.1 Collection of Environmental Factors Related to Negotiation
3.4.2 Information about Negotiating Opponents
3.4.3 The Situation of Competitors
3.4.4 Your Own Situation
3.5 Summary
Chapter 4 Opening of Business Negotiation
4.1 Pilot Case between Adamson and George Eastman
4.2 Basic Points and Processes
4.2.1 The Creation of the Opening Atmosphere
4.2.2 Determining the Role in the Negotiations
4.2.3 Open a Preparatory Meeting
4.3 Related Principles and Precautions
4.3.1 Relevant Principles
4.3.2 Precautions
4.4 Opening Case Analysis
4.4.1 The Creation of the Opening Atmosphere
4.4.2 Determine the Role Definition in the Negotiation
4.4.3 Use of a Consistent Start-up Strategy
4.5 Summary
Chapter 5 Business Negotiation and Consultation
5.1 Pilot Case between the Seller and the Buyer
5.2 Basic Points and Processes
5.2.1 The Quotation Stage of Business Negotiation
5.2.2 Bargaining
5.2.3 Correct Assessment of the Negotiating Situation
5.2.4 Stopping during the Negotiation of Business Negotiations
5.3 Related Principles and Precautions
5.3.1 The Relevant Principles
5.3.2 Matters Needing Attention
5.4 Opening Case Analysis
5.4.1 The Quotation Stage
5.4.2 The Bargaining Stage
5.4.3 The Counter-offer Stage
5.5 Summary
Chapter 6 End of Business Negotiation
6.1 Pilot Case between a Chinese Company and a Japanese Company
6.2 Basic Points and Processes
6.2.1 The Judgment and the End of Business Negotiations
6.2.2 Ways of Ending Business Negotiations
6.2.3 The Promotion of Business Negotiations
6.3 Related Principles and Precautions
6.3.1 The Relevant Principles
6.3.2 Matters Needing Attention
6.4 Opening Case Analysis
6.4.1 Grasping the Opportunity of the Transaction
6.4.2 The Promotion of the Transaction
6.4.3 Strategies to Promote Transactions
6.4.4 Signing a Negotiation Contract
6.5 Summary
Part 3 Negotiation Etiquette
Chapter 7 Business Negotiation Etiquette
7.1 Business Reception Etiquette
7.1.1 Meeting Etiquette
7.1.2 Welcome and Farewell Etiquette
7.1.3 Gift Etiquette
7.2 Business Negotiation Etiquettes
7.2.1 The Etiquette of Arrange Places and Seating
7.2.2 The Etiquette of Negotiation Behavior
7.2.3 Signing Etiquette
7.3 Summary
Part 4 Negotiation Exercise
Chapter 8 Comprehensive Exercises of Business Negotiation
8.1 Exercise of Negotiation Plan
8.2 Exercise of Negotiation Principles
8.3 Exercise of Negotiation Process
8.4 Exercise of Negotiation Etiquette
8.5 Summary
References

李晓明，长安大学经济与管理学院教授，西安欧亚学院特聘专家，西安交通大学管理学院管理科学与工程专业博士、工商管理专业博士后。长期从事留学生商务沟通管理的教学与研究工作。

本书从商务谈判的起源为出发点，引入商务谈判由来发展与商务谈判的理论基础；基于国际商务谈判的视角，以谈判业务流程为主线，涉及商务活动的每一个环节步骤，并采用全英文版加入局部中文翻译易于中外读者阅读。同时注重不同文化对于国际谈判的影响，穿插不同国家特色文化内涵。与商务谈判相关联的商务礼仪知识和经验加以系统化、规范化。在本书的最后一章配合前面各个章节的内容给出模拟项目实训练习。本书既具有完整的谈判理论知识体系，又具有可操作性提升商务谈判技能。适合相关专业的本科生、研究生学习、研修使用。