国际商务谈判：理论·实务·案例分析

3 (p1): 第一篇 理论篇
3 (p1-1): Chapter1 An Overview of International Business Negotiation
4 (p1-1-1): Ⅰ.The Concept of International Business Negotiation
5 (p1-1-2): Ⅱ.Characteristics of International Business Negotiation
7 (p1-1-3): Ⅲ.Types of International Business Negotiation
11 (p1-1-4): Ⅳ.Principles of International Business Negotiation
19 (p1-2): 第一章 国际商务谈判概述
20 (p1-2-1): 一、国际商务谈判的概念
21 (p1-2-2): 二、国际商务谈判的特点
22 (p1-2-3): 三、国际商务谈判的种类
25 (p1-2-4): 四、国际商务谈判的基本原则
31 (p1-3): Chapter2 Main Theories on International Business Negotiation
31 (p1-3-1): Ⅰ.Win-win Theory
35 (p1-3-2): Ⅱ.Collaborative Principled Negotiation
40 (p1-3-3): Ⅲ.The Basic Psychological Theories of International Business Negotiation
44 (p1-3-4): Ⅳ.Negotiating Power and the Related Factors
48 (p1-4): 第二章 国际商务谈判理论
48 (p1-4-1): 一、双赢理论
51 (p1-4-2): 二、合作原则谈判法
57 (p1-4-3): 三、国际商务谈判的心理理论
60 (p1-4-4): 四、谈判力及其相关因素
65 (p2): 第二篇 实务篇
65 (p2-1): Chapter3 Preparation of International Business Negotiation
66 (p2-1-1): Ⅰ.Investigating Background
70 (p2-1-2): Ⅱ.Collecting Information
72 (p2-1-3): Ⅲ.Forming the Negotiation Team
75 (p2-1-4): Ⅳ.Developing Negotiation Plans
77 (p2-1-5): Ⅴ.Physical Preparations
80 (p2-1-6): Ⅵ.Simulated Negotiation
85 (p2-2): 第三章 国际商务谈判的准备
86 (p2-2-1): 一、谈判的背景调查
88 (p2-2-2): 二、谈判资料的准备
90 (p2-2-3): 三、谈判人员的组织
92 (p2-2-4): 四、谈判方案的制定
95 (p2-2-5): 五、谈判的具体准备工作
97 (p2-2-6): 六、模拟谈判
101 (p2-3): Chapter4 Opening of International Business Negotiation
102 (p2-3-1): Ⅰ.Types of Opening Atmosphere for Negotiation
103 (p2-3-2): Ⅱ.How to Create a Good Negotiation Atmosphere
105 (p2-3-3): Ⅲ.Opening Strategies
113 (p2-3-4): Ⅳ.Statement in the Opening Stage
115 (p2-4): 第四章 国际商务谈判开局阶段
115 (p2-4-1): 一、谈判开局阶段的气氛类型
116 (p2-4-2): 二、如何创造一个良好的开局气氛
118 (p2-4-3): 三、开局策略
123 (p2-4-4): 四、开场陈述
125 (p2-5): Chapter5 Offer＆Counter Offer of International Business Negotiation
125 (p2-5-1): Ⅰ.Who Should Offer First
127 (p2-5-2): Ⅱ.Principles of Making an Offer
130 (p2-5-3): Ⅲ.Types of Making an Offer
132 (p2-5-4): Ⅳ.Counter…