Chapter one Introduction and Overview of International Business Negotiation國際商務談判概述
1.1 Introduction介紹
1.2 Concept and Characteristics of Business Negotiation商務談判的基本概念與特點
1.3 The Basic Principles of Negotiation談判的基本原則
1.4 Correct Understanding of the Feamms of International Business Negotiations對國際商務談判的特點的正確理解
1.5 The Main Content of Negotiation on International Business國際商貿談判的主要內容
Chapter Two Psychology in Negotiation談判心理
2.1 The Need Theory需要理論
2.2 The Need Theory and Negotiation談判與需要理論
2.3 Modem Negotiation Theories現(xiàn)代談判理論
Chapter Three Preparation for Negotiation談判準備
3.1 Establishing the Targ~for Negotiation確定談判目標
3.2 Establishment of Business Relations建立商貿關系
3.3 Getting Information Concerned獲取有關信息
3.4 Making a Feasible Negotiation Plan制定可行的談判計劃
Chapter Four Content of Negotiation(I) 談判內容(1)
4.1 Inquiry and Reply詢盤及答復
4.2 Offer and Counter—offer報盤與還盤
4.3 Price and Placing Orders議價和訂購
4.4 Paymem支付條款
Chapter Five Content of Negotiation(II) 談判內容(2)
5.1 Packing包裝
5.2 Delivery of Goods商品的交付
5.3 Insurance海運保險
Chapter Six Negotiation Strategies談判策略
6.1 The Attitude of Negotiation談判的態(tài)度
6.2 Negotiation Strategies談判策略
Chapter Seven Claim。Medation and Arbitration索賠、調解和仲裁
7.1 Claim索賠
7.2 Mediation調解
7.3 Arbitration仲裁
Chapter Eight Negotiating Across Cultures跨文化談判
8.1 Negotiating Across Cultures跨文化談判
8.2 Different Negotiating Styles of Different Cultures世界各地商人的談判風格
Chapter Nine Application of Negotiation Strategies談判策略的應用
Appendix A Protocol on the Accession of the People’s RepubHc of China中華人民共和國加入議定書
Appendix B Glossary
References參考文獻
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