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國際商務談判(英文版) 版權信息
- ISBN：9787301325087
- 條形碼：9787301325087 ; 978-7-301-32508-7
- 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(英文版) 本書特色
本書根據國際商務談判“1555”理論和談判的五維模型，剖析了大量東西方實際案例。詳盡介紹了有效的談判方法和思維框架。全書主要包括商務談判的準備、商務合同條款的談判、跨文化談判、中國式談判的哲學思想等部分。
國際商務談判(英文版) 內容簡介
本書根據作者長期對中外前沿談判理論的跟蹤研究和10余年的教學實踐，通過定量與定性分析相結合的方式，總結出一套獨特的“1555”談判理論，旨在幫助廣大讀者，包括高校教師、靠前貿易相關專業學生以及渴望取得談判優勢的相關從業人員學習并掌握科學、正確、直接的談判方式，在重要的談判場合或人生轉折點獲得較為理想的談判效果。 全書共分為四部分：部分“談判的五維論”、第二部分“談判的階段論”、第三部分“跨文化談判”、第四部分“談判中的讀心術”。
國際商務談判(英文版) 目錄
Content
Introduction 1
Part 1 Five-dimensional Theory of Negotiation 1
Chapter 1 “1555” Theory of Negotiation 3
Chapter 2 Five-dimensional Model of Negotiation (OBTET) 4
1. On the Negotiating Table 4
2. Beyond the Negotiating Table 4
3. Third Party 9
4. Energy Class 15
5. Time Field 19
Chapter 3 Empirical Analysis on Negotiation Dimensions 24
1. Model Specification 26
2. Descriptive Statistical Analysis 30
3. Measurement Results and Analysis 33
4. Conclusion and Recommendations 40
Chapter 4 Five Techniques to Improve Persuasiveness 42
1. Use Reason and Emotion 42
2. Authoritative Statistics v.s. Individual Vivid Example 44
3. Unilateral Argument v.s. Comparison and Demonstration 44
4. Opinion Appearance Order 45
5. Difference Between Opinions 45
Chapter 5 Five Ultimate Weapons to Break the Deadlock 47
1. Put aside Dispute, Shift the Subject 47
2. Create a Deadlock, Trap the Other Party in a Dilemma 47
3. Find Creative Solutions, Provide the BATNA (Best Alternative to Negotiated Agreement) 50
4. Make Sudden Concessions in the Deadlock, Make Your Rival Feel Surprised, and Follow Trend to Create a Favorable Agreement 50
5. Introduce New Mechanisms or Set New Rules 52
Part 2 Phasic Theory of Negotiation (One-dimensional Tactic) 55
Chapter 6 Preparedness Ensures Success: Preparatory Phase 57
1. Background Investigation 57
2. Methods of Background Investigation 58
3. Preparation for Business Negotiation 60
Chapter 7 Gain the Initiative: Create a Negotiation Atmosphere 67
1. Preparation 67
2. Associate with Your Opponent 72
3. Create Environment 85
Chapter 8 The Opening Phase Plays a Decisive Role 93
1. The Secrets of Making an Offer 93
2. Strategies for the Opening Phase of Negotiation 94
Chapter 9 Seize Control in the Midfield Phase 113
1. What Are Midfield Strategies 113
2. Midfield Strategies 114
Chapter 10 Secure the Victory in the Final Phase 132
1. Why Adopt Endgame Strategies 132
2. Types of Endgame Strategies 132
Chapter 11 Detail Decides Success or Failure: Negotiation of Business Contract Clauses 148
1. Negotiation of Contract Clauses 148
2. Principles of Negotiation of Contract Clauses 148
3. Composition of Contract Clauses 151
Chapter 12 Execution Phase Features the Core Part 165
1. Matters That Need Attention 165
2. Execution Phase 167
Chapter 13 Use Chinese Wisdom to Break the Deadlock in Negotiations 169
1. Yin and Yang in Tai Chi 169
2. Harmony in Diversity 170
3. Golden Mean 172
4. Make Peace after Hard Struggles 173
5. Win Without Any Strife 176
6. Retreat in Order to Advance 177
7. Keep a Low Profile, and Stoop to Compromise 179
Chapter 14 Business Banquet Etiquette after Negotiation 182
1. Chinese Dining Etiquette 182
2. Western Table Manners 205
Part 3 Cross-cultural Negotiations 225
Chapter 15 Cultural Game: Negotiation Styles Around the World 227
1. Western People’s Impressions of Chinese Businessmen 227
2. Negotiation Characteristics of Different Countries 229
Part 4 Mind Reading in the Negotiations 239
Chapter 16 Mind Reading in the Negotiations 241
1. Body Language 241
2. Emotional States 255
3. Communication Modes 256
4. Speech Styles 257
5. Psychological Symptoms 257
6. Other Combined Clues 258
APPENDIX 262
Introduction 1
Part 1 Five-dimensional Theory of Negotiation 1
Chapter 1 “1555” Theory of Negotiation 3
Chapter 2 Five-dimensional Model of Negotiation (OBTET) 4
1. On the Negotiating Table 4
2. Beyond the Negotiating Table 4
3. Third Party 9
4. Energy Class 15
5. Time Field 19
Chapter 3 Empirical Analysis on Negotiation Dimensions 24
1. Model Specification 26
2. Descriptive Statistical Analysis 30
3. Measurement Results and Analysis 33
4. Conclusion and Recommendations 40
Chapter 4 Five Techniques to Improve Persuasiveness 42
1. Use Reason and Emotion 42
2. Authoritative Statistics v.s. Individual Vivid Example 44
3. Unilateral Argument v.s. Comparison and Demonstration 44
4. Opinion Appearance Order 45
5. Difference Between Opinions 45
Chapter 5 Five Ultimate Weapons to Break the Deadlock 47
1. Put aside Dispute, Shift the Subject 47
2. Create a Deadlock, Trap the Other Party in a Dilemma 47
3. Find Creative Solutions, Provide the BATNA (Best Alternative to Negotiated Agreement) 50
4. Make Sudden Concessions in the Deadlock, Make Your Rival Feel Surprised, and Follow Trend to Create a Favorable Agreement 50
5. Introduce New Mechanisms or Set New Rules 52
Part 2 Phasic Theory of Negotiation (One-dimensional Tactic) 55
Chapter 6 Preparedness Ensures Success: Preparatory Phase 57
1. Background Investigation 57
2. Methods of Background Investigation 58
3. Preparation for Business Negotiation 60
Chapter 7 Gain the Initiative: Create a Negotiation Atmosphere 67
1. Preparation 67
2. Associate with Your Opponent 72
3. Create Environment 85
Chapter 8 The Opening Phase Plays a Decisive Role 93
1. The Secrets of Making an Offer 93
2. Strategies for the Opening Phase of Negotiation 94
Chapter 9 Seize Control in the Midfield Phase 113
1. What Are Midfield Strategies 113
2. Midfield Strategies 114
Chapter 10 Secure the Victory in the Final Phase 132
1. Why Adopt Endgame Strategies 132
2. Types of Endgame Strategies 132
Chapter 11 Detail Decides Success or Failure: Negotiation of Business Contract Clauses 148
1. Negotiation of Contract Clauses 148
2. Principles of Negotiation of Contract Clauses 148
3. Composition of Contract Clauses 151
Chapter 12 Execution Phase Features the Core Part 165
1. Matters That Need Attention 165
2. Execution Phase 167
Chapter 13 Use Chinese Wisdom to Break the Deadlock in Negotiations 169
1. Yin and Yang in Tai Chi 169
2. Harmony in Diversity 170
3. Golden Mean 172
4. Make Peace after Hard Struggles 173
5. Win Without Any Strife 176
6. Retreat in Order to Advance 177
7. Keep a Low Profile, and Stoop to Compromise 179
Chapter 14 Business Banquet Etiquette after Negotiation 182
1. Chinese Dining Etiquette 182
2. Western Table Manners 205
Part 3 Cross-cultural Negotiations 225
Chapter 15 Cultural Game: Negotiation Styles Around the World 227
1. Western People’s Impressions of Chinese Businessmen 227
2. Negotiation Characteristics of Different Countries 229
Part 4 Mind Reading in the Negotiations 239
Chapter 16 Mind Reading in the Negotiations 241
1. Body Language 241
2. Emotional States 255
3. Communication Modes 256
4. Speech Styles 257
5. Psychological Symptoms 257
6. Other Combined Clues 258
APPENDIX 262
展開全部
國際商務談判(英文版) 作者簡介
景楠：西安外國語大學國際交流處處長，原西安市金融工作局副局長，原經濟金融學院院長，教授，碩士研究生導師，博士，第14屆西安市人大代表，西安市人大教科文衛委委員，中國國際商務談判專業委員會（CAIBN）理事，商務部中國國際貿易學會會員，曾在國內大型國企、香港和加拿大從事國際貿易及商務談判多年，具有扎實的理論基礎和豐富的實戰經驗。 張宇珩：西安外國語大學，原北京外國語大學英語講師，碩士。
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