本教材以商务谈判课程的基本框架为依托,系统介绍了商务谈判的理论与操作问题,分为四部分:一是商务谈判概述;二是商务谈判过程;三是商务谈判专题;四是国际商务谈判。**部分包括**章,即商务谈判概述;第二部分包括第二章到第五章,包括商务谈判的准备、商务谈判的开局、商务谈判磋商以及商务谈判的结束;第三部分包括第六章到第八章,包括商务谈判心理、谈判力与说服技巧及谈判伦理、商务谈判过程中的沟通;第四部分包括第九章,介绍文化对商务谈判的影响以及各国谈判风格 商务谈判-(双语版)_罗立彬_电子工业出版社_

Chapter 1 An Introduction to Negotiations(谈判概述)
1.1 Negotiation: Definitions, Foundations and Key
Factors(谈判:定义、基础和主要要素)
1.1.1 Definitions(谈判的定义)
1.1.2 Foundations of Negotiation(谈判的基础)
1.1.3 Key factors in a negotiation(谈判的主要要素)
1.2 Classifications of Negotiations(谈判的分类)
1.2.1 Different Subjects(不同的谈判主题)
1.2.2 Number of Parties(谈判方数量不同)
1.2.3 Number of Participants(参与者人数不同)
1.2.4 Differences in Principles (原则不同)
1.2.5 Formality(谈判正式性不同)
1.3 Business Negotiation(商务谈判)
1.3.1 What is business negotiation?(什么是商务谈判)
1.3.2 Characteristics of business negotiations(商务谈判的特点)
1.3.3 Principles of Business Negotiations(商务谈判的原则)
Key terms
Summary
Chapter 2 Preparations for Business Negotiations(商务谈判的准备)
2.1 Researching on Negotiation Background(谈判背景调查)
2.1.1 What is Background Information?(什么是背景信息?)
2.1.2 Ways of Information Collection(搜集信息的方式)
2.1.3 Principles in Information Collection(信息收集的原则)
2.2 Finding the Right People to Make a Negotiation
Team(寻找组建谈判团队的合适成员)
2.2.1 Different Roles in a Negotiation Team(谈判团队中的不同角色)
2.2.2 Choosing the Right People to Fill Each
Role(选择合适的人员来填补每个角色)
2.3 Negotiation Planning(谈判计划)
2.3.1 Setting the goals that you want to achieve(确定要实现的目标)
2.3.2 Defining the Issues(定义问题)
2.3.3 Determine your walkaway point(确定谈判底线)
2.3.4 Know yourself and your negotiating partner(解你自己和你的谈判伙伴)
2.3.5 Developing the Negotiation Strategies(制定谈判策略)
2.3.6 Working out the Negotiation Plan(制定谈判计划)
2.4 Simulated Negotiation(模拟谈判)
2.4.1 Why is Simulated Negotiation Needed?(为什么需要模拟谈判?)
2.4.2 Procedures of Simulated Negotiation(模拟谈判的程序)
2.4.3 Types of Simulated Negotiation(模拟谈判的类型)
Summary
Key Terms
Chapter 3 Opening the Negotiation(谈判的开局阶段)
3.1 Objectives of the Opening Stage(谈判开局阶段的目标)
3.1.1 Designing the Opening(设计开局)
3.1.2 Expressing in the Opening(开场陈述)
3.1.3 Realizing the Opening(正式开局)
3.2 Creating the Atmosphere in the Negotiation(营造谈判气氛)
3.2.1 High—spirit Atmosphere(高调气氛)
3.2.2 Low—spirit Atmosphere(低调气氛)
3.2.3 Natural Atmosphere(自然气氛)
Summary
Key Terms
Chapter 4 Bargaining in Business Negotiations(商务谈判的磋商阶段)
4.1 Quoting Prices(发盘)
4.1.1 Definition of Quotation(发盘的定义)
4.1.2 Principles in Quoting Prices(发盘的原则)
4.1.3 Should I be the first to quote?(我应该率先报价吗?)
4.2 Counter—Quotation(还盘)
4.3 Concession making in different situations(不同情况下的让步)
4.3.1 Concession making in tacit coordination and relationship
situations(在默契配合关系下做出让步)
4.3.2 Concession making in transactions: distributive bargaining
and integrative bargaining(交易中的让步:分配式谈判和整合式谈判)
4.3.3 Concession making in balanced concerns(在平衡的基础上做出让步)
Summary
Key Terms
Chapter 5 Conclusion of the Business Negotiation(结束商务谈判)
5.1 Concluding the Business Negotiation(结束商务谈判)
5.1.1 Finding the Right Time to Conclude the Business
Negotiation(结束商务谈判的正确时间)
5.1.2 Points to Consider When Concluding the Business
Negotiation(结束商务谈判时需要考虑的因素)
5.1.3 Possible Results of the Business Negotiation(商务谈判的结果)
5.2 Entering into a Business Contract(签订合同)
5.2.1 What Is a Business Contract?(什么是商务合同)
5.2.2 Structure of a Business Contract(商务合同的结构)
5.2.3 Major Clauses in a Business Contract(商务合同的主要条款)
Summary
Key Terms
Chapter 6 Psychology in Business Negotiations(商务谈判中的心理学)
6.1 Negotiations are not always rational(谈判并非都是理性的)
6.1.1 Cognitive Bias(认知偏差)
6.1.2 Motivational Bias(激励偏差)
6.2 Confronting Psychological Biases(应对心理偏差)
6.2.1 Use ”System 2” Thinking(采用“系统2”思维)
6.2.2 Learn Through the Use of Analogies(通过类比使用进行学习)
6.2.3 Adopt the Outsider Lens(选择局外人的角度)
6.3 Confronting the Psychological Biases of Others(应对他人的心理偏差)
6.3.1 Incorporate the Consequences of Their Biases in Your
Strategy
(在策略中结合对方偏差的后果)
6.3.2 Help Others be Less Biased(帮助别人减少偏见)
6.3.3 Calibrate Information Provided by Others(校准由他人提供的信息)
6.3.4 Use Contingency Contracts to Resolve Conflicts Stemming from
Biases(使用应急合同来解决源自于偏差的冲突)
Summary
Key terms
Chapter 7 Negotiation Power, Persuasion and
Ethics(谈判力、说服策略与谈判论理)
7.1 Sources of Negotiation Power(谈判力的来源)
7.1.1 Informational Power(信息性谈判力)
7.1.2 Legitimate Power(法定谈判力)
7.1.3 Relationship—based Power(以关系为基础的谈判力)
7.1.4 Time Power(以时间为基础的谈判力)
7.1.5 Contextual Power(背景性谈判力)
7.1.6 Free Sources of Power(免费的谈判力来源)
7.2 How to Persuade Your Counterparty for Your Favor?(如何说服对方)
7.2.1 Central Route Tactics(**路径的策略)
7.2.2 Peripheral Route Tactics(外围路径策略)
7.3 Negotiation Ethics(谈判伦理)
7.3.1 Schools of Attitudes toward Lying(关于说谎的态度)
7.3.2 How to determine whether your behavior is ethical or
not?(如何确定你的行为是否符合伦理?)
7.3.3 Dealing with Unethical Negotiators(应对不符合伦理的谈判者)
Summary
Key terms
Chapter 8 Communications in Negotiation(谈判沟通)
8.1 Essentials of Communications in Business
negotiations(商务谈判中的沟通实质)
8.1.1 Concept of Communications in Business
Negotiations(商务谈判中沟通概念)
8.1.2 Four key elements of a communication(沟通的四个关键要素)
8.1.2 Characteristics of Communications in Business
Negotiations(商务谈判中的沟通特点)
8.2 Effective Communications in a Business
Negotiation(商务谈判中的有效沟通)
8.2.1 Advantages and characteristics of effective
communication(有效沟通的优势及特点)
8.2.2 Communication barriers(沟通障碍)
8.2.3 Overcoming Communication Barriers in a
Negotiation(克服谈判中的沟通障碍)
8.3 Effective Listening during Business Negotiations
(商务谈判过程中的有效倾听)
8.3.1 What can effective listening do for you?(有效倾听能为你做什么?)
8.3.2 Barriers to Effective Listening(有效倾听的障碍)
8.3.3 Characteristics of Good and Effective
Listener(好的、有效的倾听者的特点)
8.4 Raising Questions during Business
Negotiations(在商务谈判的过程中提出问题)
8.4.1 Why do we raise questions during business
negotiations?(为什么要在商务谈判的过程中提出问题?)
8.4.2 Skills of raising question(提问题的技巧)
8.5 Some useful speaking skills(一些有用的演讲技巧)
Summary
Key terms
Chapter 9 Culture Dimensions and Negotiation Styles in Different
Countries(不同**的文化维度和谈判风格)
9.1 Culture: Definitions and Dimensions(文化:定义和维度)
9.1.1 Behaviors and Institutions(行为方式和制度)
9.1.2 Some important cultural traits for
negotiations(对谈判而言非常重要的一些文化特性)
9.1.3 Negotiation Styles in Different Countries(不同**的谈判风格)
9.2 Strategies for Intercultural Negotiations(跨文化谈判策略)
9.2.1 Adhering(坚持)
9.2.2 Avoiding—Contending(回避——斗争)
9.2.3 Adapting(适应)
9.2.4 Adopting(采用)
9.2.5 Advancing(前进)
Summary
Key terms
Refefences

《华信经管创新系列:商务谈判(双语版)》以商务谈判课程的基本框架为依托,系统介绍了商务谈判的理论与操作问题,分为四部分:一是商务谈判概述;二是商务谈判过程:三是商务谈判专题:四是国际商务谈判。《华信经管创新系列:商务谈判(双语版)》在体例设计上参照国外教材的体例,加入多种案例和专栏,充分考虑学生学习和教师教学的需要。同时在传统大纲要求的基础上,加入国际国内*新的研究成果,做到与时俱进,理论与实践操作并重,既介绍了商务谈判的理论与原则,又涵盖了谈判过程中涉及的心理、技巧等操作技能。《华信经管创新系列:商务谈判(双语版)》既可作为大专院校国际贸易专业的本科教材,也可作为对商务谈判感兴趣的各界人士的参考用书。