Part One Business Negotiation Theories 商务谈判理论 Chapter One Fundaments of International Business Negotiation 国际商务谈判概述 Learning focus 1.1 Some Basic Concepts concerning Negotiation 与谈判有关的基本概念 1.2 Basic concepts of negotiation 谈判概述 1.3.The conception, characteristics and motive of negotiation谈判的概念、特点和动机 1.4 The conception and content of international business negotiations国际商务谈判概念及内容 Exercises Chapter Two The Basic Principles and Strategies on Business Negotiation 商务谈判的基本原则和策略 Learning focus 2.1 The basic principles of business negotiation 商务谈判的基本原则 2.2 Principles of business negotiation 商务谈判的原则 . The Basic Strategies of Business Negotiation 商务谈判的基本策略 Exercises Chapter Three The Impact of Psychology and Culture on Business Negotiation心理学及文化对商务谈判的影响 Learning focus 3.1 Negotiation and the Need Theory 谈判需求理论 3.2 Across-cultural Negotiating 跨文化谈判 3.3 Different Negotiating Styles of Different Cultures 世界各地商人的谈判风格 Exercises Chapter Four Preparation for Negotiation 谈判准备 Learning focus 4.1 Form the Negotiation Team 谈判小组的组成 4.2 Establishing a Target for Negotiation 确定谈判目标 4.3 Collecting and Analyzing Information Concerned 收集并分析相关信息 4.4 Making a Feasible Negotiation Plan 制订可行的谈判计划 Exercises Chapter Five Face-to-Face Negotiation 面对面谈判 Learning focus 5.1 Opening speech 开场白 5.2 The Bargaining Process and Strategies 谈判的磋商阶段及策略 5.2.1 Bidding 报价 5.2.2. Tactics of barging 讨价还价策略 5... Tactics of making concessions让步策略 5.3 Tactics of Breaking an Impasse打破僵局策略 5.4 Making Settlement 达成共识 Exercises Part Two Business Negotiation Practice 商务谈判实践 Chapter Six Enquiry 询盘 Learning focus 6.1 Background Knowledge Introduction 背景知识介绍 6.2 Letters on Negotiation信函谈判 6.3 Dialogue Practice对话演练 6.4 Cases and Situational Dialogues 案例与情景会话 Exercises Chapter Seven Offer and Counter-offer 报盘与还盘 Learning focus 7.1 Background Knowledge Introduction 背景知识介绍 7.2 Letters on Negotiation信函谈判 7.3 Dialogue Practice对话演练 7.4 Cases and Situational Dialogues 案例与情景会话 Exercises Chapter Eight Order and Acceptance订单与接受 Learning focus 8.1 Background Knowledge Introduction 背景知识介绍 8.2 Letters on Negotiation信函谈判 8.3 Dialogue Practice对话演练 8.4 Cases and Situational Dialogues 案例与情景会话 Exercises Chapter Nine Terms of Payment 付款方式 Learning focus 9.1 Background Knowledge Introduction 背景知识介绍 9.2 Letters on Negotiation信函谈判 9.3 Dialogue Practice对话演练 9.4 Cases and Situational Dialogues 案例与情景会话 Exercises Chapter Ten Packing and Shipment 包装和运输 Learning focus 10.1 Background Knowledge Introduction 背景知识介绍 10.2 Letters on Negotiation信函谈判 10.3 Dialogue Practice对话演练 10.4 Cases and Situational Dialogues 案例与情景会话 Exercises Chapter Eleven Commodity Insurance货物保险 Learning focus 11.1 Background Knowledge Introduction 背景知识介绍 11.2 Letters on Negotiation信函谈判 11.3 Dialogue Practice对话演练 11.4 Cases and Situational Dialogues 案例与情景会话 Exercises Chapter Twelve Claims and Complaints 索赔和投诉 Learning focus 12.1 Background Knowledge Introduction 背景知识介绍 11.2 Letters on Negotiation信函谈判 11.3 Dialogue Practice对话演练 11.4 Cases and Situational Dialogues 案例与情景会话 Exercises 主要参考文献