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国际商务谈判(第二版)(新视界商务英语系列教材)

作  者:刘白玉 著

出版时间:2017-04-28 字  数:292 千字
书  号:243245 ISBN:978-7-300-24324-5
页  数:134 包  装:平装
印  次:2-1 译 者:

所属分类: 外语分社>> 图书中心>> 外语部分类>> 本科生英语教材>> 商务英语类教材>> 新视界商务英语系列教材

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  • 内容简介

    本书共分八章,分别从国际商务谈判基本理论、谈判人员的素质、谈判环节、 谈判策略和技巧、谈判类型、语言与非语言沟通技巧、谈判礼仪和跨文化谈判等方面进行了详述。 本书除了系统性、完整性、语言规范性、内容前沿性外,还有三大亮点:一是采用案例式教学,将谈判理论、方法、技巧等融于经典案例中;二是育人,学生学完本书后不仅学习如何做事,也学习如何做人。三是很强的操作性,新增加了商务谈判情景对话部分,使学习者能够以一种身临其境的对话方式来体验商务谈判,并能够把所学的理论和知识活学活用到商务谈判情景对话当中。

    作者简介

    刘白玉,三级教授,山东工商学院外国语学院院长。出访过英国、美国、加拿大等30多个国家,常住加拿大2年,中国国际商务英语研究会副理事长,山东省商务英语研究会会长,山东省对外经济学会副会长,烟台市翻译协会副会长,校重点学科“英语学科”带头人,中国海洋大学、鲁东大学兼职硕士生导师,山东财经大学、曲阜师范大学等11所大学兼职/特聘教授,山东省社科规划课题评审专家,山东省社科奖评审专家,山东省科技外语大赛专家评委。至今共在《中国翻译》、《外语学刊》等期刊发表论文93篇,出版专著、译著15部;主持省部级等课题12项。

    章节目录

    Chapter 1 Basic Theories for International Business Negotiation
    Section A Understanding International Business Negotiation
    Section B A Negotiation Aching to Find Way Out
    Words and Expressions
    Background Information
    Situational Dialogue in Negotiation
    Exercises
    Chapter 2 Staffing Negotiation Teams
    Section A Basic Principles That Make You a Smart Negotiator
    Section B What Determines the Success in Multiparty Negotiation
    Words and Expressions
    Background Information
    Situational Dialogue in Negotiation
    Exercises
    Chapter 3 Phases of International Business Negotiation
    Section A A Typical Negotiation on Sale with the Chinese
    Section B How to Negotiate Price for Sales
    Words and Expressions
    Background Information
    Situational Dialogue in Negotiation
    Exercises
    Chapter 4 Negotiation Strategies and Tactics
    Section A What Strategy and Tactics to Choose?
    Section B Negotiation Strategies and Tactics in Practice
    Words and Expressions
    Background Information
    Situational Dialogue in Negotiation
    Exercises
    Chapter 5 Types of International Business Negotiation
    Section A Types of International Business Negotiation
    Section B Long Live Price Negotiations —A Case Study of Price Negotiation Scenario
    Words and Expressions
    Background Information
    Situational Dialogue in Negotiation
    Exercises
    Chapter 6 Verbal and Nonverbal Communication Skills
    Section A Understanding Verbal and Nonverbal Communication
    Section B Smart Car Seller
    Words and Expressions
    Background Information
    Situational Dialogue in Negotiation
    Exercises
    Chapter 7 International Business Negotiation Etiquette
    Section A Business Negotiation Etiquette
    Section B McDonald’s Secret Weapon to Change Disadvantages into Advantages
    Words and Expressions
    Background Information
    Situational Dialogue in Negotiation
    Exercises
    Chapter 8 Cross-Cultural Business Negotiation
    Section A Forewarned Is Forearmed
    Section B Building Trust Before Heading to the Table with Japanese
    Words and Expressions
    Background Information
    Situational Dialogue in Negotiation
    Exercises
    Key to Exercises
    Further Reading
    References

    精彩片断

    Chapter One 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
    Lead-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.
    Question: How do you understand the practice of integrative bargaining negotiators? 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 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 policy makers 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 negotiation 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.

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