- 作 者：叶兴国，王立非总顾问；刘白玉总主编；王美玲，孔宪遂副总主编；刘白玉，王美玲，张艳玲主编；刘夏青，潘相阳，孔宪遂副主编；于翠红，王帅，包芳等编委
- 出 版 社：北京：中国人民大学出版社
- 出版年份：2011
- ISBN：9787300144689
- 标注页数：202 页
- PDF页数：211 页
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Chapter 1 1
Basic Theories for International Business Negotiation 1
Section A ABB and Ford: Creating Value Through Cooperation in Negotiation 1
SectionBWin-Win Negotiation 6
Background Information 15
Words and Expressions 22
Exercises 23
Chapter 2 27
Staffing Negotiation Teams 27
Section A China's Win in the Negotiation with VW 27
Section B What Determines the Success in Negotiation—A Case Study of Multiparty Negotiation 29
Background Information 33
Words and Expressions 39
Exercises 40
Chapter 3 43
Phases of International Business Negotiation 43
Section A A Typical Negotiation on Sale with Chinese 43
Section B Political Problems in Global Negotiations 46
Background Information 48
Words and Expressions 59
Exercises 61
Chapter 4 65
Negotiation Strategies and Tactics 65
Section A Wisdom in Mind Is Better than Money in the Hand 65
Section B Negotiation Strategy or JustTactics 68
Background Information 71
Words and Expressions 80
Exercises 83
Chapter 5 85
Types of International Business Negotiation 85
Section A Long Live Price Negotiations 85
Section B Enron's Indian Joint Venture Negotiation Debacle—A Case Study 90
Background Information 93
Words and Expressions 105
Exercises 108
Chapter 6 111
Verbal and Nonverbal Communication Skills 111
Section A Actions Speak Louder than Words 111
Section B Smart Car Seller 114
Background Information 119
Words and Expressions 130
Exercises 132
Chapter 7 135
InternationalBusiness Negotiation Etiquette 135
Section A The Secret Weapon to Change Disadvantages into Advantages 135
SectionBNegotiation Credibility Etiquette 137
Background Information 142
Words and Expressions 158
Exercises 159
Chapter 8 163
Cross-Cultural Business Neaotiation 163
ection A Forewarned isForearmed 163
ection B Building T rust B3efore Heading to the Table with Japanese 168
Background Information 176
Words and Expressions 183
Exercises 185
Key to Exercises 187
References 201