国际商务谈判

作者简介

《国际商务谈判——理论、案例分析与实践（英文版·第3版）》分为三大部分。

    理论部分：融合了国内外经典的谈判理论，从谈判动因、谈判结构、谈判组内部利益、谈判力、谈判双方的信任、谈判者心理、国际谈判文化模式、博弈论在谈判中的应用、谈判类型等方面，运用模型和实例对影响谈判全过程的主要因素进行了比较全面的分析。

    案例部分：结合理论部分的讲解，提供了相应的案例分析，所提供的案例大多是世界著名谈判案例和研究成果，具有典型性和普遍指导意义。有些案例是作者在对著名国际商务谈判长时间的追踪调查的基础上编写的。

    模拟谈判：模拟谈判的素材取自真实事例，为了适应课堂练习的需要，对之做了必要的加工。学习者在谈判结束后可以比较实际谈判的结果和自己谈判的结果，以收到更好的效果。此外，每章结束后都有结合该章内容设计的思考题和讨论题。

    《国际商务谈判——理论、案例分析与实践（英文版·第3版）》由白远所著。

书籍目录

chapter 1 negotiation motives and key terminology
negotiations
conflicts
stakes
case study: chrysler missed the best opportunity entering china
automobile market
chapter 2 negotiation procedure and structure
negotiation procedure
general structure of negotiations
structure of business negotiations
simulation: an economic recession
case study i: the principle of complementary concession
case study ii ： sino-us negotiations on intellectual property right
protection
chapter 3 negotiation lubrication
target decision
collecting information
staffing negotiation teams
choice of negotiation venues
simulation: silk selling
case study: cases showing importance of pre-negotiation
preparation
chapter 4 win-win concept
traditional concept
introduction of win-win concept--a revolution in negotiation
field
how can both sides win
simulation: financial leasing negotiation
case study: argument between the developing countries and developed
countries
chapter 5 collaborative principled negotiation
collaborative principled negotiation and its four components
separate the people from the problem
focus on interests but not positions
invent options for mutual gain
introduce objective criteria
simulation: hotel selling
case study: company policy
chapter 6 law of interest distribution
needs theory
application of the needs theory in negotiation
three levels of interests at the domestic level
law of two-level game
simulation: a dam on the river
case study: us-japan negotiations on semiconductors
chapter 7 negotiating power and related factors
negotiating power and sources of negotiating power
factors causing the changes of negotiating power
application of power tactics
estimating negotiating power
simulation: negotiation on oil contract
chapter 8 law of trust
trust and its interpretation
how to decide a person trusts or is trusted?
determinants affecting a person's trustful or mistrustful
beha
effects of trust
suggestions of enhancing mutual trust
simulation: market research for a new product
case study': dilemma of the management
chapter 9 personal styles vs. negotiation modes
negotiators' personal styles
negotiators' personal styles and ac model
personal styles vs. negotiation modes
application of personality checks
simulation: global corporation vs. hi-tech corporation
case study: shopping in manhattan
chapter 10 game theory and negotiation application
game theory, its assumptions and rules
consequences and the matrix display
the prisoner's dilemma
direct determinants of the coordination goal
simulation: china and japan in iron ore negotiation
case study: making a decision under uncertainty
chapter 11 distributive negotiation and price negotiation
distributive negotiations
price negotiation and negotiation zone
simulation: sales for a second-hand car
case study: an example of the use of cost analysis
chapter 12 complex negotiations
complex negotiations and their properties
involvement of third parties
coalition, multi-party negotiation
simulation: green bank
case study: iacocca rescuing chrysler
chapter 13 culture patterns vs. negotiation patterns
definition of culture
culture patterns
hofstede cultural value study
simulation ： cultural conflicts in the negotiation of the world
bank rural water supply project
case study: southern candle's tour to france

编辑推荐

白远所著的《国际商务谈判——理论案例分析与实践（第3版）》自2002年出版第一版后一直坚持国际商务谈判课程发展的基本规律，注重谈判知识体系自身的发展，从国际商务谈判的发生、谈判的结构和影响谈判结果的主要因素出发教授学生谈判发生的根本原则和规律，同时注重学生通过实践来掌握谈判的基本理论与知识。本着这样的宗旨，第三版在保留第二版框架结构的基础上主要从以下几个方面做出修订。

内容概要

　　白远，教授，硕士生导师，现任教于北京第二外国语学院国际经济贸易学院，主讲国际商务谈判、当代世界经济、国际贸易和国际经济合作等课程（前三门为全英语授课）。本科就读于北京第二外国语学院，之后在日本、美国攻读硕士，主修世界经济。主要研究领域为国际直接投资、文化创意产业与产品贸易、国际贸易。近5年发表论文近50篇，出版专著5部，教材8部，其中北京市精品教材立项2项，北京市精品教材2部，国家“十一五”规划教材1部。

图书封面

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