商务英语谈判自学手册（全国高等院校国际商务英语统编教材）

第一部分 教材辅导
Unit 1 An Introduction to Negotiation
Brainstorming
Text
Knowledge Input
Knowledge Consolidation
Case Study and Practice
Unit 2 Principles of Business Negotiations
Brainstorming
Text
Knowledge Input
Knowledge Consolidation
Case Study and Practice
Unit 3 Goals for Negotiations
Brainstorming
Text
Knowledge Consolidation
Case Study and Practice
Unit 4 Composing of Negotiating Team
Brainstorming
Text
Knowledge Consolidation
Case Study and Practice
Unit 5 Preparation for Negotiations
Brainstorming
Text
Knowledge Consolidation
Case Study and Practice
Unit 6 Business Negotiation Procedure
Objectives
Refreshment
Text
Knowledge Input
Knowledge Consolidation
Case Study and Practice
Unit 7 Negotiation Strategies
Brainstorming
Text
Knowledge Consolidation
Case Study and Practice
Unit 8 Beneficial Relationships of the Negotiation
Brainstorming
Text
Knowledge Consolidation
Case Study and Practice
Unit 9 Conflicts in Negotiation
Brainstorming
Text
Knowledge Consolidation
Case Study and Practice
Unit 10 Negotiation Memo
Brainstorming
Text
Knowledge Consolidation
Case study and Practice
Unit 11 Closing the Negotiation
Brainstorming
Text
Knowledge Consolidation
Case study and Practice
Unit 12 Language for Negotiations （Part I ）
Brainstorming
Text
Knowledge Consolidation
Case Study and Practice
Unit 13 Language for Negotiation （Part I1 ）
Brainstorming
Text
Knowledge Input
Knowledge Consolidation
Case Study and Practice
Unit 14 Cultural Influence on Negotiations
Brainstorming
Text
Knowledge Input
Knowledge Consolidation
Case Study and Practice
Unit 15 Negotiation Styles
Brainstorming
Text
Knowledge Consolidation
Case Study and Practice
Unit 16 Integrated Negotiation Drills
Knowledge Review
Drills
第二部分 课文参考译文