国际商务英语谈判2025|PDF|Epub|mobi|kindle电子书版本百度云盘下载

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Project One Fundamentals of International Business Negotiation3

Chapter 1 Basic Concepts of International Business Negotiation3

Work Objectives3

Module Ⅰ Lead-in Reading3

1．Opening Your Eyes3

2．Case Discussing4

Module Ⅱ Linking-up4

Ⅰ A Brief Introduction to Negotiation4

1．Implication of Negotiation4

2．Correct Understanding of Negotiation6

3．Elements of Negotiation8

Ⅱ Definition and Characteristics of Business Negotiation9

1．Defmition of Business Negotiation9

2．Characteristics of Business Negotiation9

Ⅲ Types and Contents of Business Negotiation11

1．Common Types of Business Negotiation11

2．Contents of Business Negotiation13

Ⅳ Goals of International Business Negotiation13

1．The Best Target14

2．The Intermediate Target14

3．The Acceptable Target14

Module Ⅲ Notes to the Related Language Points17

Module Ⅳ Building Up More Skills18

Task 1 Mini Negotiation Reading18

Task 2 Simulation Drills20

Module Ⅴ Learning More20

Task 1 Learn Negotiation Tipsby Heart20

Task 2 Extending Writing Project21

Module Ⅵ Showing Your Talent Fully22

Chapter 2 Principles of Business Negotiation25

Work Objectives25

Module Ⅰ Lead-in Reading25

1．Opening Your Eyes25

2．Case Discussing26

Module Ⅱ Linking-up26

Ⅰ Basic Principles of Business Negotiation26

Ⅱ Principles of Business Negotiation27

1．Principle of Collaboration Negotiation27

2．Principle of Trust in Negotiation31

3．Principle of Interest Distribution32

4．Win-Win Principle35

Module Ⅲ Notes to the Related Language Points38

Module Ⅳ Building Up More Skills40

Task 1 Mini Negotiation Reading40

Task 2 Simulation Drills41

Module Ⅴ Learning More42

Task 1 Learn Negotiation Tips by Heart42

Task 2 Extending Writing Project43

Module Ⅵ Showing Your Talent Fully44

Chapter 3 Psychology in Negotiation47

Work Objectives47

Module Ⅰ Lead-in Reading47

1．Opening Your Eyes47

2．Case Discussing48

Module Ⅱ Linking-up48

Ⅰ The Need Theory and Negotiation48

1．The Need Theory of Maslow48

2．The Application of the Need Theory to Negotiation49

Ⅱ Modern Negotiation Theories53

Module Ⅲ Notes to the Related Language Points60

Module Ⅳ Building Up More Skills63

Task 1 Mini Negotiation Reading63

Task 2 Simulation Drills64

Module Ⅴ Learning More64

Task 1 Learn Negotiation Tips by Heart64

Task 2 Extending Writing Project65

Module Ⅵ Showing Your Talent Fully66

Chapter 4 Procedure of Business Negotiation69

Work Objectives69

Module Ⅰ Lead-in Reading69

1．Opening Your Eyes69

2．Case Discussing70

Module Ⅱ Linking-up71

Ⅰ Pre-negotiation Stage71

1．Assessing the Situation and the People71

2．Creditability Study72

3．Forming Negotiation Team73

4．Designing Agenda for Negotiation77

5．Making a Feasible Negotiation Plan78

Ⅱ Negotiation Stage79

1．The Opening and Reviewing79

2．The Bidding and Bargaining81

3．The Settling and Ratifying81

Ⅲ Post-negotiation Stage82

1．Wrapping Up82

2．Drawing Up a Written Contract83

3．Contract Signing84

Module Ⅲ Notes to the Related Language Points85

Module Ⅳ Building Up More Skills87

Task 1 Mini Negotiation Reading87

Task 2 Simulation Drills89

Module Ⅴ Learning More89

Task 1 Learn Negotiation Tips by Heart89

Task 2 Extending Writing Project90

Module Ⅵ Showing Your Talent Fully91

Project Two Practical Business Negotiation97

Chapter 5 Five Links of International Business Negotiation97

Work Objectives97

Module Ⅰ Lead-in Reading97

1．Opening Your Eyes97

2．Case Discussing97

Module Ⅱ Linking-up98

Ⅰ A Brief Introduction to Five Links of International Business Negotiation98

Ⅱ Five Links of International Business Negotiation98

1．Enquiry98

2．Offer101

3．Counter-offer102

4．Acceptance104

5．Conclusion of a Contract106

Module Ⅲ Notes to the Related Language Points108

Module Ⅳ Building Up More Skills109

Task 1 Mini Negotiation Reading109

Task 2 Simulation Drills110

Module Ⅴ Learning More111

Task 1 Learn Negotiation Tips by Heart111

Task 2 Extending Writing Project112

Module Ⅵ Showing Your Talent Fully112

Chapter 6 Strategies of International Business Negotiation115

Work Objectives115

Module Ⅰ Lead-inReading115

1．Opening Your Eyes115

2．Case Discussing116

Module Ⅱ Linking-up116

Ⅰ How to Build Effective Negotiation Strategy116

1．Consider the BATNA(Best Alternative to a Negotiation Agreement)116

2．Satisfy Interests117

3．Separate the People from the Problem117

4．Resiliency118

5．Choose Suitable Style and Modes119

Ⅱ Strategies of International Business Negotiation121

1．General Principles of Negotiation Strategies121

2．International Business Negotiation Strategies123

Module Ⅲ Notes to the Related Language Points130

Module Ⅳ Building Up More Skills131

Task 1 Mini Negotiation Reading131

Task 2 Simulation Drills132

Module Ⅴ Learning More133

Task 1 Learn Negotiation Tips by Heart133

Task 2 Extending Writing Project134

Module Ⅵ Showing Your Talent Fully134

Chapter 7 Sales Negotiation137

Work Objectives137

Module Ⅰ Lead-in Reading137

1．Opening Your Eyes137

2．Case Discussing138

Module Ⅱ Linking-up138

Ⅰ Concept of Sales Negotiation138

Ⅱ Main Contents of Sales Negotiation140

1．Quality140

2．Quantity141

3．Transportation141

4．Packing143

5．Payment143

6．Insurance144

7．Inspection146

8．Claiming for Damages and Arbitration146

Ⅲ Tips for Sales Negotiations148

1．Reduce the Buyer's Power through Differentiation148

2．Take a Strategic View—from Both Sides148

3．Manage Power with a SWOT(strengths,weaknesses,opportunities and threats)Analysis148

4．Evaluate the Priorities148

5．Trade:Don't Make Unilateral Concessions149

Module Ⅲ Notes to the Related Language Points149

Module Ⅳ Building Up More Skills150

Task 1 Mini Negotiation Reading150

Task 2 Simulation Drills151

Module Ⅴ Learning More152

Task 1 Learn Negotiation Tips by Heart152

Task 2 Extending Writing Project152

Module Ⅵ Showing Your Talent Fully153

Chapter 8 International Investment Negotiation157

Work Objectives157

Module Ⅰ Lead-in Reading157

1．Opening Your Eyes157

2．Case Discussing158

Module Ⅱ Linking-up158

Ⅰ A Brief Introduction to Joint Venture158

Ⅱ Types of Joint Venture159

1．Equity Joint Venture159

2．Contractual Joint Venture159

Ⅲ Management and Operation of Joint Venture160

1．Form of Organization160

2．Registered Capital161

3．Form of Investment and the Proportion of Investment161

4．Board of the Directors and the Management Body161

5．Distribution of Profits162

6．Technology Introduction of Joint Venture162

7．Procurement of Materials and the Sales of Its Products162

Ⅳ The Equity Joint Venture Negotiation162

1．Establishment of the Equity Joint Venture162

2．Capitalization164

3．External Financing165

4．Labor Management165

5．Land Management165

6．Foreign Exchange Controls166

7．Taxation166

8．Accounting and Profit Distribution166

9．Term and Termination168

Module Ⅲ Notes to the Related Language Points169

Module Ⅳ Building Up More Skills171

Task 1 Mini Negotiation Reading171

Task 2 Simulation Drills172

Module Ⅴ Learning More173

Task 1 Learn Negotiation Tipsby Heart173

Task 2 Extending Writing Project174

Module Ⅵ Showing Your Talent Fully174

Chapter 9 International Technology Trade Negotiation177

Work Objectives177

Module Ⅰ Lead-in Reading177

1．Opening Your Eyes177

2．Case Discussing178

Module Ⅱ Linking-up178

Ⅰ Principal Legal Forms of Technology Trade179

1．Assignment179

2．A License Contract179

3．A Know-how Contract180

Ⅱ Features of Technology Trade Negotiation181

1．Monopolists181

2．Multiple Transactions181

3．Profit-oriented181

Ⅲ Content of Technology Trade Negotiation181

1．Scope of Technology182

2．Terms of Payment182

3．Delivery of Documentation183

4．Training Program184

5．Technical Assistance185

Ⅳ Steps of Technology Trade Negotiation186

1．Exploratory Discussion186

2．Agreement in Principle186

3．Negotiation187

4．Final Agreement187

Module Ⅲ Notes to the Related Language Points190

Module Ⅳ Building Up More Skills191

Task 1 Mini Negotiation Reading191

Task 2 Simulation Drills192

Module Ⅴ Learning More193

Task 1 Learn Negotiation Tips by Heart193

Task 2 Extending Writing Project194

Module Ⅵ Showing Your Talent Fully194

Chapter 10 International Business Contract Negotiation197

Work Objectives197

Module Ⅰ Lead-in Reading197

1．Opening Your Eyes197

2．Case Discussing198

Module Ⅱ Linking-up198

Ⅰ An Introduction to International Business Contract198

1．Concepts of Business Contract198

2．Types of Business Contract199

3．Terms of Business Contract199

Ⅱ Procedures of Business Contract Negotiation201

1．Drafting and Signing of Business Contract201

2．Implementation of Business Contract202

3．Contract Dispute Settlement202

Module Ⅲ Notes to the Related Language Points205

Module Ⅳ Building Up More Skills205

Task 1 Mini Negotiation Reading205

Task 2 Simulation Drills207

Module Ⅴ Learning More208

Task 1 Learn Negotiation Tips by Heart208

Task 2 Extending Writing Project208

Module Ⅵ Showing Your Talent Fully209

Project Three Cultural Influence on Business Negotiation215

Chapter 11 Intercultural Awareness in Business Activities215

Work Objectives215

Module Ⅰ Lead-in Reading215

1．Opening Your Eyes215

2．Case Discussing216

Module Ⅱ Linking-up216

Ⅰ Context Orientation and Features of Mainstream Culture216

1．Context Orientation216

2．Mainstream Cultures217

3．Cultural Influences217

Ⅱ Cultural Factors Involved in Business Negotiation218

1．Social Values218

2．Roles and Status219

3．Cultural Context220

4．Decisions-making220

5．Manners and Customs221

6．Time and Space221

7．Gender223

Ⅲ Cultural Conflict Management224

1．Effective Approaches to Conflict224

2．Positive Rules to Reduce Conflict225

Module Ⅲ Notes to the Related Language Points226

Module Ⅳ Building Up More Skills227

Task 1 Mini Negotiation Reading227

Task 2 Simulation Drills228

Module Ⅴ Learning More228

Task 1 Learn Negotiation Tip by Heart228

Task 2 Extending Writing Project229

Module Ⅵ Showing Your Talent Fully230

Chapter 12 Business Protocols,Etiquette and Negotiation Styles233

Work Obiectives233

Module Ⅰ Lead-in Reading233

1．Opening Your Eyes233

2．Case Discussing234

Module Ⅱ Linking-up234

Ⅰ Business Protocol and Etiquette234

1．Exchanging Business Cards234

2．Dress Codes235

3．Forms of Address236

4．Dinner Party Etiquette237

5．Business Gifts238

Ⅱ Different Business Negotiating Styles239

1．American Style239

2．British Style239

3．Australian Style240

4．German Style240

5．French Style241

6．Russian Style241

7．Japanese Style242

8．Latin American Style242

9．African Style242

Module Ⅲ Notes to the Related Language Points243

Module Ⅳ Building Up More Skills244

Task 1 Mini Negotiation Reading244

Task 2 Simulation Drills246

Module Ⅴ Learning More246

Task 1 Learn Negotiation Tips by Heart246

Task 2 Extending Writing Project247

Module Ⅵ Showing Your Talent Fully248

Answers251