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International Business NEGOTIATION（国际商务谈判）
本书根据国际商务谈判“1555”理论和谈判的五维模型，剖析了大量东西方实际案例。详尽介绍了有效的谈判方法和思维框架。全书主要包括商务谈判的准备、商务合同条款的谈判、跨文化谈判、中国式谈判的哲学思想等部分。
- 封面
- 版权信息
- 目录
- Preface
- Introduction
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Part 1 Five-dimensional Theory of Negotiation
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Chapter 1 “1555” Theory of Negotiation
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Chapter 2 Five-dimensional Model of Negotiation (OBTET)
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1. On the Negotiating Table
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2. Beyond the Negotiating Table
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3. Third Party
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4. Energy Class
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5. Time Field
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Chapter 3 Empirical Analysis on Negotiation Dimensions
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1. Model Specifi cation
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2. Descriptive Statistical Analysis
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3. Measurement Results and Analysis
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4. Conclusion and Recommendations
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Chapter 4 Five Techniques to Improve Persuasiveness
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1. Use Reason and Emotion
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2. Authoritative Statistics v.s. Individual Vivid Example
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3. Unilateral Argument v.s. Comparison and Demonstration
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4. Opinion Appearance Order
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5. Difference Between Opinions
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Chapter 5 Five Ultimate Weapons to Break the Deadlock
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1. Put aside Dispute, Shift the Subject
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2. Create a Deadlock, Trap the Other Party in a Dilemma
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3. Find Creative Solutions, Provide the BATNA (Best Alternative to Negotiated Agreement)
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4. Make Sudden Concessions in the Deadlock, Make Your Rival Feel Surprised, and Follow Trend to Create a Favorable Agreement
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5. Introduce New Mechanisms or Set New Rules
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Part 2 Phasic Theory of Negotiation (One-dimensional Tactic)
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Chapter 6 Preparedness Ensures Success: Preparatory Phase
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1. Background Investigation
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2. Methods of Background Investigation
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3. Preparation for Business Negotiation
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Chapter 7 Gain the Initiative: Create a Negotiation Atmosphere
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1. Preparation
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2. Associate with Your Opponent
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3. Create Environment
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Chapter 8 The Opening Phase Plays a Decisive Role
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1. The Secrets of Making an Offer
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2. Strategies for the Opening Phase of Negotiation
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Chapter 9 Seize Control in the Midfield Phase
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1. What Are Midfield Strategies
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2. Midfi eld Strategies
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Chapter 10 Secure the Victory in the Final Phase
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1. Why Adopt Endgame Strategies
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2. Types of Endgame Strategies
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Chapter 11 Detail Decides Success or Failure:Negotiation of Business Contract Clauses
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1. Negotiation of Contract Clauses
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2. Principles of Negotiation of Contract Clauses
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3. Composition of Contract Clauses
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Chapter 12 Execution Phase Features the Core Part
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1. Matters That Need Attention
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2. Execution Phase
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Chapter 13 Use Chinese Wisdom to Break the Deadlock in Negotiations
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1. Yin and Yang in Tai Chi
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2. Harmony in Diversity
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3. Golden Mean
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4. Make Peace after Hard Struggles
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5. Win Without Any Strife
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6. Retreat in Order to Advance
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7. Keep a Low Profi le, and Stoop to Compromise
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Chapter 14 Business Banquet Etiquette after Negotiation
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1. Chinese Dining Etiquette
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2. Western Table Manners
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Part 3 Cross-cultural Negotiations
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Chapter 15 Cultural Game: Negotiation Styles Around the World
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1. Western People’s Impressions of Chinese Businessmen
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2. Negotiation Characteristics of Different Countries
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Part 4 Mind Reading in the Negotiations
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Chapter 16 Mind Reading in the Negotiations
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1. Body Language
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2. Emotional States
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3. Communication Modes
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4. Speech Styles
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5. Psychological Symptoms
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6. Other Combined Clues
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- APPENDIX
- 出版地 ： 中國大陸
- 語言 ： 英文
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