《国际商务英语谈判/21世纪高校商务英语系列规划教材》为英文编写的商务英语谈判教材，共十二章，涵盖了商业谈判的基本原理及原则，具体谈判实践及技巧以及跨文化背景下的商务活动三部分，涉及商品销售、商品合同、项目投资以及技术转让等相关的谈判内容与过程。每章由学习要点、导入、课文、实践活动、谈判秘诀及拓展练习构成。
Project One Fundamentals of International Business Negotiation
Chapter1 Basic Concepts of International Business Negotiation
Work Objectives
Module Ⅰ Lead-in Reading
1.Opening Your Eyes
2.Case Discussing
Module Ⅱ Linking-up
Ⅰ A Brief Introduction to Negotiation
1.Implication of Negotiation
2.Correct Understanding of Negotiation
3.Elements of Negotiation
Ⅱ Definition and Characteristics of Business Negotiation
1.Definition of Business Negotiation
2.Characteristics of Business Negotiation
Ⅲ Types and Contents of Business Negotiation
1.Common Types of Business Negotiation
2.Contents of Business Negotiation
Ⅳ Goals of International Business Negotiation
1.The Best Target
2.The Intermediate Target
3.The Acceptable Target
Module 3 Notes to the Related Language Points
Module 4 Building Up More Skills
Task 1 Mini Negotiation Reading
Task 2 Simulation Drills
Module 5 Learning More
Task 1 Learn Negotiation Tips by Heart
Task 2 Extending Writing Project
Module 6 Showing Your Talent Fully
Chapter 2 Principles of Business Negotiation
Work Objectives
Module Ⅰ Lead-in Reading
1.Opening Your Eyes
2.Case Discussing
Module Ⅱ Linking-up
Ⅰ Basic Principles of Business Negotiation
Ⅱ Principles of Business Negotiation
1.Principle of Collaboration Negotiation
2.Principle of Trust in Negotiation
3.Principle of Interest Distribution
4.Win-Win Principle
Module Ⅲ Notes to the Related Language Points
Module Ⅳ Building Up More Skills
Task 1 Mini Negotiation Reading
Task 2 Simulation Drills
Module 5 Learning More
Task 1 Learn Negotiation Tips by Heart
Task 2 Extending Writing Project
Module 6 Showing Your Talent Fully
Chapter 3 Psychology in Negotiation
Work Objectives
Module ⅠLead-in Reading
1.Opening Your Eyes
2.Case Discussing
Module ⅡLinking-uP
ⅠThe Need Theory and Negotiation
1.The Need Theory of Maslow
2.The Application of the Need Theory to Negotiation
ⅡModern Negotiation Theories
Module Ⅲ Notes to the Related Language Points
Module Ⅳ Building Up More Skills
Task 1 Mini Negotiation Reading
Task 2 Simulation Drills
Module 5 Learning More
Task 1 Learn Negotiation Tips by Heart
Task 2 Extending Writing Project
……
Chapter 3 Psychology in Negotiation
Chapter 4 Procedure of Business Negotiation
Project Two Practical Business Negotiation
Chapter 5 Five Links of International Business Negotiation
Chapter 6 Strategies of International Business Negotiation
Chapter 7 Sale Negotiation
Chapter 8 International Investment Negotiation
Chapter 9 International Technology Trade Negotiation
Chapter 10 International Business Contract Negotiation
Project Three Culture Influence on Business Negotiation
Chapter 11 Intercultural Awareness in Business Activities
Chapter 12 Business Protocols, Etiquette and Negotiation Styles
Answers
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