国际商务英语谈判与沟通

Part 1 ABC to Business Negotiation & Communication
Chapter 1 Fundamental Theories of Business Negotiation & Communication
Section Ⅰ Introduction to Business Communication
1. Business Communication & Its Nature
2. The Role of Business Communication
3. Components of Communication
Section Ⅱ Basic Concepts of Business Negotiation
1. Motivations of Business Negotiation
2. Implications of Business Negotiation
3. Elements of Business Negotiation
4. Characteristics of Business Negotiation
5. Types of Business Negotiation
Section Ⅲ Practical Activities
1. Case Study
2. Role Play
3. Mini Negotiation
Negotiation Tips
Extended Activities
Chapter 2 Principles of Business Negotiation & Communication
Section Ⅰ Principles of Business Communication
1. Clarity
2. Correctness
3. Conciseness
4. Completeness
5. Courtesy
6. Consideration
Section Ⅱ Principles of Business Negotiation
1. Principle of Collaborative Negotiation
2. Principle of Interest Distribution
3. Principle of Trust in Negotiation
4. Principle of Distributive & Complex Negotiation
5. Win-win Principle
Section Ⅲ Practical Activities
1. Case Study
2. Role Play
3. Mini Negotiation
Negotiation Tips
Extended Activities
Chapter 3 Process of Business Negotiation & Communication
Section Ⅰ Forms&Approaches of Business Communication
1. Forms of Business Communication
2. The Five Planning Steps of Business Communication
Section Ⅱ Procedure of the Negotiation
1. Pre-negotiation Stage
2. Integrative Bargaining Stage
3. Decision-making & Action Stage
Section Ⅲ Practical Activities
1. Case Study
2. Role Play
3. Mini Negotiation
Negotiation Tips
Extended Activities
Chapter 4 Strategies & Background of Business Negotiation & Communication
Section Ⅰ Background of Business Communication
1. Economic Systems
2. Political Systems
3. Legal Systems
4. Linguistic Systems
5. Social Customs Systems
Section Ⅱ Strategies and Tactics of Negotiations
1. Choosing Suitable Style and Modes
2. Strategies of Pre-Strategies of Presentation
3. Strategies of Responsiveness
4. Offensive and Defensive Strategies
5. Strategies of Making Concessions
6. Towards Settlement
Section Ⅲ Practical Activities
……
Part 2 Practical Business Communication
Chapter 5 Oral Communication in Business
Chapter 6 Written Communication in Business(1)
Chapter 7 Written Communication in Business(2)
Chapter 8 Electronic Communication
Part 3 Practical Business Negotiation
Chapter 9 Sales Negotiation
Chapter 10 Investment Negotiation
Chapter 11 Technology Trade Negotiation
Chapter 12 International Business Contract Negotiation
Part 4 Intercultural Business Negotiation & Communication
Chapter 13 Intercultural Awareness in Business Activities
Chapter 14 Different Culture and Business Negotiation
Key to the Exercises