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國際商務談判(第三版)(新視界商務英語系列教材) 版權信息
- ISBN：9787300293745
- 條形碼：9787300293745 ; 978-7-300-29374-5
- 裝幀：一般膠版紙
- 冊數：暫無
- 重量：暫無
- 所屬分類：>>
國際商務談判(第三版)(新視界商務英語系列教材) 內容簡介
本書共分八章，分別從靠前商務談判基本理論、談判人員的素質、談判環節、 談判策略和技巧、談判類型、語言與非語言溝通技巧、談判禮儀和跨文化談判等方面進行了詳述。修訂版將根據近期新世界政治、經濟形勢的變化增加以下內容：1.增加中國文化元素：每章增加一個很好中國文化元素，中英文對照，讓學生學習并向世界傳播很好中國文化。2.增加中國企業成功案例：每章增加一個很好中國企業案例，讓學生了解中國企業的成功。3.增加新談判理論：如靠前情景理論。
國際商務談判(第三版)(新視界商務英語系列教材) 目錄
章節目錄：
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 Negotiation Etiquette
Section B McDonald’s Secret Weapon to Change Disadvantages into Advantages
Background Information
Words and Expressions
Situational Dialogue in Negotiation
Chinese Case
Chinese Culture
Exercises
Chapter 08 Cross-Cultural Business Negotiation
Section A Forewarned Is Forearmed
Section B Building Trust Before Heading to the Table with Japanese
Background Information
Words and Expressions
Situational Dialogue in Negotiation
Chinese Case
Chinese Culture
Exercises
Further Reading
References
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 Negotiation Etiquette
Section B McDonald’s Secret Weapon to Change Disadvantages into Advantages
Background Information
Words and Expressions
Situational Dialogue in Negotiation
Chinese Case
Chinese Culture
Exercises
Chapter 08 Cross-Cultural Business Negotiation
Section A Forewarned Is Forearmed
Section B Building Trust Before Heading to the Table with Japanese
Background Information
Words and Expressions
Situational Dialogue in Negotiation
Chinese Case
Chinese Culture
Exercises
Further Reading
References
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國際商務談判(第三版)(新視界商務英語系列教材) 節選
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. ―Chester L. Karras, American business negotiation expertLead-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 ― both inside and outside the firm ― 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 executives and policymakers tend to regard negotiation like most people view having children ― it is something one does almost instinctively, with varying amounts of skill, confidence, and pleasure, but not a likely subject for analysis or scholarly research. These people believe that good negotiators are born, not made; and if made, made in the trenches, not in the classroom. Most of the time, poor communication plays a role in the failure of business negotiations or becomes a serious barrier. And when people of one nation negotiate with people of another, they often unwittingly trample all over the other customs of those people and the negotiations are consequently doomed to failure before they even start.Negotiation as an art and a skill The view of negotiation as an art and a skill which should be learned in order to achieve desirable success with foreign partners is shared by a number of scholars. Some emphasize the importance of cross-cultural relations to negotiations. Others demonstrate how the presence or absence of certain key variables affects the structure, process, and the result of negotiation. Thus, it can help with realistic consideration of “ethical issues” and “strategic choice” in all interactive competitive bargaining to use decision analysis to assess the probabilities of various results as a trial. Looking at the future, from a strategic window, realistic international business negotiation solutions should depend, in large part, on a continuous learning process. The long-run solutions to the cultural myopia of business executives are more challenging. If companies are to take advantage of technology, creativity, and other natural resources, they must invest in the education and training of potential business leaders. This training must start early, for the true understanding of other cultures comes from immersion in it. Ideally, training for multinational executives of the future would begin in high schools.
國際商務談判(第三版)(新視界商務英語系列教材) 作者簡介
劉白玉，山東工商學院外國語學院教授\院長，從事國際貿易及翻譯18年，出訪過英國、美國、加拿大等30多個國家。兼任中國國際貿易學會國際商務英語研究會副理事長、山東省對外經濟學會國際商務英語專業委員會會長，中國跨境電商聯盟理事長，中國高校國際人才聯盟理事長，山東大學、中國海洋大學兼職碩導，曲阜師范大學、臨沂大學等15所大學特聘教授，山東省社科規劃項目評審專家。共在《中國翻譯》《中國科技翻譯》《上海翻譯》等期刊發表論文98篇，出版專著、譯著及主編教材73部，主持省級等課題16項，在全國及省級學術會議做主旨發言15次。主講《高級英語》《國際貿易實務》《國際商務談判》等31門課，23次獲得教學、科研獎勵。
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