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國際商務談判:理論、案例分析與實踐(英文版·第六版·數字教材版)(新編21世紀國際經濟與貿易系列教材) 版權信息
- ISBN：9787300304786
- 條形碼：9787300304786 ; 978-7-300-30478-6
- 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:理論、案例分析與實踐(英文版·第六版·數字教材版)(新編21世紀國際經濟與貿易系列教材) 內容簡介
本課程由三大體系構成：
理論體系，涵蓋決定談判過程與結果的主要因素，包括：談判發生的動因（**章）、談判的內外結構（第二章）、談判者的思維模式與理念（第四、五、十一章）、談判各方的利益分配與需求理論（第六章）、決定談判雙方實力與地位的談判力理論（第七章）、決定談判雙方關系的信任理論（第八章）、談判者性格類型與談判模式（第九章）、尋求合作的博弈論（第十章）、談判文化理論（第十三章）、談判風險與管理（第十四章）。
案例體系，包括：案例導入，通過案例幫助學生實現由實例到理論學習的過程；知識點案例，即在理論知識講解過程中所舉的例子，幫助學生及時理解相關知識；本章綜合案例，位于每章末，旨在幫助學生理解本章學習內容；模擬談判案例，通過扮演案例中的角色，實踐各章的理論學習內容。本教材案例選擇的原則是：針對性、本土性、時代性與經典性。
實踐體系，即結合理論學習進行的實踐訓練，包括：思考題與討論題、課堂討論、模擬談判、課上課下測試、商務談判大賽等。
國際商務談判:理論、案例分析與實踐(英文版·第六版·數字教材版)(新編21世紀國際經濟與貿易系列教材) 目錄
Chapter 1 Negotiation Motives and Key Terminology
1．1 Introduction 002
1．2 Negotiation Interpretation and Key Terminology 004
1．3 Business Negotiations and International Business Negotiations 008
Chapter 2 Negotiation Procedure and Structure
2．1 Negotiation Procedure 027
2．2 General Structure of Negotiations 030
2．3 Structure of Business Negotiations 034
Chapter 3 Negotiation Lubrication
3．1 Knowledge Base of Negotiators 043
3．2 Target Decision 045
3．3 Collecting Information 048
3．4 Staffing Negotiation Teams 053
3．5 Choice of Negotiation Venues 056
3．6 Formulation of Negotiation Plan 058
Chapter 4 Win-win Concept
4．1 Traditional Concept 065
4．2 Introduction of Win-win Concept： A Revolution in Negotiation Field 066
4．3 How Can Both Sides Win 068
Chapter 5 Collaborative Principled Negotiation
5．1 Collaborative Principled Negotiation and Its Four Components 079
5．2 Separate the People from the Problem 079
5．3 Focus on Interests But Not Positions 083
5．4 Invent Options for Mutual Gain 085
5．5 Introduce Objective Criteria 088
Chapter 6 Law of Interest Distribution
6．1 Needs Theory 095
6．2 Application of the Needs Theory in Negotiation 098
6．3 Three Levels of Interests at the Domestic Level 099
6．4 Law of Two-level Games 101
Chapter 7 Negotiating Power and Related Factors
7．1 Negotiating Power and Sources of Negotiating Power 114
7．2 Factors Causing the Changes of Negotiating Power 118
7．3 Application of Power Tactics 122
7．4 Estimating Negotiating Power 122
Chapter 8 Law of Trust
8．1 Trust and Its Interpretation 132
8．2 Determinants Affecting the Trust Level 133
8．3 Determinants Affecting a Person’s Trustful or Mistrustful Behavior 133
8．4 Effects of Trust 136
8．5 Suggestions of Enhancing Mutual Trust 138
Chapter 9 Personal Styles vs．Negotiation Modes
9．1 Negotiators’ Personal Styles 145
9．2 Negotiators’ Personal Styles and AC Model 147
9．3 Negotiators’ Personal Styles vs． Negotiation Modes 148
9．4 Application of Personality Tests 150
Chapter 10 Game Theory and Negotiation Application
10．1 Game Theory，Its Assumptions and Rules 164
10．2 Consequences and the Matrix Display 165
10．3 The Prisoner’s Dilemma 168
10．4 Direct Determinants of the Coordination Goal 172
Chapter 11 Distributive Negotiations vs． Integrative Negotiations
11．1 Distributive Negotiations 182
11．2 Price Negotiation and Negotiation Zone 184
11．3 Integrative Negotiations 190
Chapter 12 Complex Negotiations
12．1 Complex Negotiations and Their Properties 201
12．2 Involvement of Third Parties 202
12．3 Coalition and Multi-party Negotiation 208
Chapter 13 Culture Patterns vs． Negotiation Patterns
13．1 Definition of Culture 217
13．2 Culture Patterns 218
13．3 Hofstede Cultural Value Study 228
Chapter 14 Negotiation Risks and Management
14．1 Identification of the Sources of Risks 245
14．2 External Risks 246
14．3 Internal Risks 250
14．4 Managing Risks 256
1．1 Introduction 002
1．2 Negotiation Interpretation and Key Terminology 004
1．3 Business Negotiations and International Business Negotiations 008
Chapter 2 Negotiation Procedure and Structure
2．1 Negotiation Procedure 027
2．2 General Structure of Negotiations 030
2．3 Structure of Business Negotiations 034
Chapter 3 Negotiation Lubrication
3．1 Knowledge Base of Negotiators 043
3．2 Target Decision 045
3．3 Collecting Information 048
3．4 Staffing Negotiation Teams 053
3．5 Choice of Negotiation Venues 056
3．6 Formulation of Negotiation Plan 058
Chapter 4 Win-win Concept
4．1 Traditional Concept 065
4．2 Introduction of Win-win Concept： A Revolution in Negotiation Field 066
4．3 How Can Both Sides Win 068
Chapter 5 Collaborative Principled Negotiation
5．1 Collaborative Principled Negotiation and Its Four Components 079
5．2 Separate the People from the Problem 079
5．3 Focus on Interests But Not Positions 083
5．4 Invent Options for Mutual Gain 085
5．5 Introduce Objective Criteria 088
Chapter 6 Law of Interest Distribution
6．1 Needs Theory 095
6．2 Application of the Needs Theory in Negotiation 098
6．3 Three Levels of Interests at the Domestic Level 099
6．4 Law of Two-level Games 101
Chapter 7 Negotiating Power and Related Factors
7．1 Negotiating Power and Sources of Negotiating Power 114
7．2 Factors Causing the Changes of Negotiating Power 118
7．3 Application of Power Tactics 122
7．4 Estimating Negotiating Power 122
Chapter 8 Law of Trust
8．1 Trust and Its Interpretation 132
8．2 Determinants Affecting the Trust Level 133
8．3 Determinants Affecting a Person’s Trustful or Mistrustful Behavior 133
8．4 Effects of Trust 136
8．5 Suggestions of Enhancing Mutual Trust 138
Chapter 9 Personal Styles vs．Negotiation Modes
9．1 Negotiators’ Personal Styles 145
9．2 Negotiators’ Personal Styles and AC Model 147
9．3 Negotiators’ Personal Styles vs． Negotiation Modes 148
9．4 Application of Personality Tests 150
Chapter 10 Game Theory and Negotiation Application
10．1 Game Theory，Its Assumptions and Rules 164
10．2 Consequences and the Matrix Display 165
10．3 The Prisoner’s Dilemma 168
10．4 Direct Determinants of the Coordination Goal 172
Chapter 11 Distributive Negotiations vs． Integrative Negotiations
11．1 Distributive Negotiations 182
11．2 Price Negotiation and Negotiation Zone 184
11．3 Integrative Negotiations 190
Chapter 12 Complex Negotiations
12．1 Complex Negotiations and Their Properties 201
12．2 Involvement of Third Parties 202
12．3 Coalition and Multi-party Negotiation 208
Chapter 13 Culture Patterns vs． Negotiation Patterns
13．1 Definition of Culture 217
13．2 Culture Patterns 218
13．3 Hofstede Cultural Value Study 228
Chapter 14 Negotiation Risks and Management
14．1 Identification of the Sources of Risks 245
14．2 External Risks 246
14．3 Internal Risks 250
14．4 Managing Risks 256
展開全部
國際商務談判:理論、案例分析與實踐(英文版·第六版·數字教材版)(新編21世紀國際經濟與貿易系列教材) 作者簡介
白遠，教授；曾任北京第二外國語學院國際經濟與貿易學院副院長、北京工商大學嘉華學院副院長；2014年獲得第十屆北京市教學名師稱號。先后就讀于日本國際大學和美國紐約大學商學院。曾任商務部國際商務官員研修學院、美國西北大學、美國北佛羅里達大學以及科索沃普里什蒂納大學客座教授。現任中國國際經濟合作學會常務理事暨學術委員會委員，中國管理現代化研究會國際商務談判專業委員會副主任。主要科研領域為中國企業對外直接投資、文化創意產業與產品貿易、國際服務貿易。在國內外期刊上發表論文60余篇，出版專著與研究報告12部。主要教學方向為國際化人才培養與專業課雙語教學，出版教材9部，其中北京市精品教材2部，《國際商務談判》（雙語教材）獲評“十二五”普通高等教育本科國家級規劃教材。曾長期作為特聘專家受聘于世界銀行中國農村改水項目國家項目辦，參加多場大型投資和貿易談判。長期擔任全國高校國際商務談判精英賽評委。
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