实用商务英语谈判 策略与技巧 第2版2025|PDF|Epub|mobi|kindle电子书版本百度云盘下载

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Content3

Part one Knowledge,Strategies and Tactics on International Business NegotiationChapter One The Overview on International Business Negotiation3

1.1 Some Basic Concepts of Negotiation3

1.2 An Overall Framework of International Business Negotiation4

1.3 Features of International Business Negotiation6

1.4 Basic Rules of International Business Negotiation8

1.5 Stock Phrases9

1.6 Some Tips for Trade Delegation10

2.1 Preparing Stage12

Chapter Two The General Procedures of International Business Negotiation12

2.2 Contracting and Materially Negotiable Stage15

2.3 Agreement Concluding and Executing Stage21

Chapter Three Five Links of International Business Negotiation23

3.1 A Brief Introduction23

3.2 Enquiry24

3.3 Offer26

3.4 Counter-Offer29

3.5 Acceptance30

3.6 Conclusion of a Contract33

4.1 The Foundation of a Culture37

Chapter Four Cross-Cultural Problems in International Business Negotiation37

4.2 The Role of Culture in International Business Negotiation38

4.3 Cross-Cultural Negotiation40

4.4 Case Study on Culture Clash41

4.5 Some Tips44

Chapter Five Basic Qualities for Negotiators46

5.1 Character Traits46

5.2 The Role of the Chief Negotiator48

5.3 The General Structure for Negotiators49

5.4 The Importance of Teamwork50

Chapter Six Some Styles in International Business Negotiation52

6.1 Some Personal Styles52

6.2 Some Team Styles60

Chapter Seven Tactical Expressions in International Business Negotiation66

7.1 Euphemistic Presentations66

7.2 Fuzzy Wording69

7.3 Merit Demonstrations72

7.4 Polemic Statements74

Chapter Eight Preparation for Exporting81

8.1 Marketing81

Part Two Busi ness Negotiation Process81

8.2 Selection of Customers86

8.3 The Promotion Mix87

8.4 Setting the Promotion Mix90

8.5 Pricing Strategies92

Chapter Nine Preparation for Negotiation95

9.1 General Introduction95

9.2 General Introduction of Courtesy95

9.3 Discussing the Itinerary96

9.4 Background Information99

9.5 Useful Expressions for Negotiation Skills101

Chapter Ten Business Negotiation Ⅰ103

10.1 General Introduction of the Establishment of Business Relations103

10.2 Pre-Negotiation Work103

10.3 Price Haggling105

10.4 Background Information107

10.5 Useful Expressions for Negotiation Skills109

Chapter Eleven Business NegotiationⅡ111

11.1 General Introduction of Payment111

11.2 Negotiation of Payment Terms113

11.3 Background Information115

11.4 Useful Expressions for Negotiation Skills119

Chapter Twelve Business Negotiation Ⅲ121

12.1 General Introduction of Insurance121

12.2 Introduction of Packing and Shipment122

12.3 Introduction of Transportation123

12.4 Background Information125

12.5 Useful Expressions for Negotiation Skills127

13.1 General Introduction of Complaints and Claims129

13.2 On Making Complaints129

Chapter Thirteen Business Negotiation Ⅳ129

13.3 On Lodging Claims131

13.4 On Setting a Claim132

13.5 Background Information134

13.6 Useful Expressions for Negotiation Skills135

Chapter Fourteen After the Negotiation137

14.1 The Signing of a Contract137

14.2 Shopping138

14.3 Background Information140

14.4 Useful Expressions for Negotiation Skills144

1.2 国际商务谈判框架149

1.1 谈判的基本概念149

第一部分 国际商务谈判知识与技巧149

第一章 国际商务谈判概论149

1.3 国际商务谈判特点151

1.4 国际商务谈判基本规则151

1.5 常用表达方式152

1.6 对贸易访问团的特别提示153

第二章 国际商务谈判步骤154

2.1 准备阶段154

2.2 接触和实质谈判阶段155

2.3 协议阶段和执行阶段159

3.2 询价160

第三章 国际商务谈判的五个环节160

3.1 （国际商务谈判环节）概述160

3.3 报盘162

3.4 还盘164

3.5 接盘165

3.6 合同的议定166

第四章 国际商务谈判中的跨文化问题170

4.1 文化的基础170

4.2 国际商务谈判中的文化角色171

4.4 文化冲突案例分析172

4.3 跨文化谈判172

4.5 特别提示174

第五章 谈判人员基本素质175

5.1 性格与特征175

5.2 首席谈判的角色176

5.3 谈判人员组织结构177

5.4 团队工作的重要性177

第六章 国际商务谈判风格179

6.1 个人（谈判）风格179

6.2 团队（谈判）风格183

7.1 委婉表达186

第七章 国际商务谈判常用语言表达策略与技巧186

7.2 模糊表达187

7.3 得体表述优势189

7.4 论辩表达190

第二部分 商务谈判业务流程195

第八章 出口前的准备工作195

8.1 市场营销195

8.2 挑选客户198

8.3 促销组合199

8.4 促销组合的确定201

8.5 定价策略202

第九章 谈判前的准备工作205

9.1 （国际商务谈判的程序）简介205

9.2 礼仪简介205

9.3 讨论日程安排206

9.4 背景知识207

9.5 常用谈判技巧表达方式208

第十章 商务谈判流程之一210

10.1 商务关系的建立210

10.2 谈判前期准备210

10.3 讨价还价211

10.4 背景知识212

10.5 常用谈判技巧表达方式214

第十一章 商务谈判流程之二215

11.1 国际支付概述215

11.2 支付条款谈判216

11.3 背景知识218

11.4 常用谈判技巧表达方式220

第十二章 商务谈判流程之三222

12.1 保险简介222

12.3 运输简介223

12.2 包装和装运简介223

12.4 背景知识224

12.5 常用谈判技巧表达方式226

第十三章 商务谈判流程之四227

13.1 申诉与索赔概述227

13.2 提出申诉227

13.3 提出索赔228

13.4 进行理赔229

13.5 背景知识230

13.6 常用谈判技巧表达方式231

14.2 购物233

第十四章 谈判之后233

14.1 签订合同233

14.3 背景知识235

14.4 常用谈判技巧表达方式237

附录239

谈判人员综合素质测试239

各章练习总汇245

Glossary261

参考文献271