国际商务谈判：理论、案例分析与实践（英文版·第3版）/21世纪国际经济与贸易系列教材

作者: 白远著

出版社: 中国人民大学出版社

出版时间: 2012-06

版次: 3

ISBN: 9787300158198

定价: 28.00

装帧: 平装

开本: 16开

纸张: 胶版纸

页数: 218页

字数: 290千字

正文语种: 英语

丛书: 21世纪国际经济与贸易系列教材

分类: 教材教辅考试>教材>大学教材>语言文字

1 张插图图片

21人买过

《21世纪国际经济与贸易系列教材·国际商务谈判：理论、案例分析与实践（英文版·第3版）》分为三大部分。
理论部分：融合了国内外经典的谈判理论，从谈判动因、谈判结构、谈判组内部利益、谈判力、谈判双方的信任、谈判者心理、国际谈判文化模式、博弈论在谈判中的应用、谈判类型等方面，运用模型和实例对影响谈判全过程的主要因素进行了比较全面的分析。
案例部分：结合理论部分的讲解，提供了相应的案例分析，所提供的案例大多是世界著名谈判案例和研究成果，具有典型性和普遍指导意义。有些案例是作者在对著名国际商务谈判长时间的追踪调查的基础上编写的。
模拟谈判：模拟谈判的素材取自真实事例，为了适应课堂练习的需要，对之做了必要的加工。学习者在谈判结束后可以比较实际谈判的结果和自己谈判的结果，以收到更好的效果。此外，每章结束后都有结合该章内容设计的思考题和讨论题。白远，教授，硕士生导师，现任教于北京第二外国语学院国际经济贸易学院，主讲国际商务谈判、当代世界经济、国际贸易和国际经济合作等课程（前三门为全英语授课）。本科就读于北京第二外国语学院，之后在日本、美国攻读硕士，主修世界经济。主要研究领域为国际直接投资、文化创意产业与产品贸易、国际贸易。近5年发表论文近50篇，出版专著5部，教材8部，其中北京市精品教材立项2项，北京市精品教材2部，国家“十一五”规划教材1部。 Chapter1NegotiationMotivesAndKeyTerminology
Negotiations
Conflicts
Stakes
CaseStudy：ChryslerMissedTheBestOpportunityEnteringChinaAutomobileMarket

Chapter2NegotiationProcedureAndStructure
NegotiationProcedure
GeneralStructureOfNegotiations
StructureOfBusinessNegotiations
Simulation：AnEconomicRecession
CaseStudyI：ThePrincipleOfComplementaryConcession
CaseStudyIi：Sino-UsNegotiationsOnIntellectualPropertyRightProtection

Chapter3NegotiationLubrication
TargetDecision
CollectingInformation
StaffingNegotiationTeams
ChoiceOfNegotiationVenues
Simulation：SilkSelling
CaseStudy：CasesShowingImportanceOfPre-NegotiationPreparation

Chapter4Win-WinConcept
TraditionalConcept
IntroductionOfWin-WinConcept--ARevolutionInNegotiationField
HowCanBothSidesWin
Simulation：FinancialLeasingNegotiation
CaseStudy：ArgumentBetweenTheDevelopingCountriesAndDevelopedCountries

Chapter5CollaborativePrincipledNegotiation
CollaborativePrincipledNegotiationAndItsFourComponents
SeparateThePeopleFromTheProblem
FocusOnInterestsButNotPositions
InventOptionsForMutualGain
IntroduceObjectiveCriteria
Simulation：HotelSelling
CaseStudy：CompanyPolicy

Chapter6LawOfInterestDistribution
NeedsTheory
ApplicationOfTheNeedsTheoryInNegotiation
ThreeLevelsOfInterestsAtTheDomesticLevel
LawOfTwo-LevelGame
Simulation：ADamOnTheRiver
CaseStudy：Us-JapanNegotiationsOnSemiconductors

Chapter7NegotiatingPowerAndRelatedFactors
NegotiatingPowerAndSourcesOfNegotiatingPower
FactorsCausingTheChangesOfNegotiatingPower
ApplicationOfPowerTactics
EstimatingNegotiatingPower
Simulation：NegotiationOnOilContract

Chapter8LawOfTrust
TrustAndItsInterpretation
HowToDecideAPersonTrustsOrIsTrusted?
DeterminantsAffectingAPerson'sTrustfulOrMistrustfulBeha
EffectsOfTrust
SuggestionsOfEnhancingMutualTrust
Simulation：MarketResearchForANewProduct
CaseStudy'：DilemmaOfTheManagement

Chapter9PersonalStylesVs.NegotiationModes
Negotiators'PersonalStyles
Negotiators'PersonalStylesAndAcModel
PersonalStylesVs.NegotiationModes
ApplicationOfPersonalityChecks
Simulation：GlobalCorporationVs.Hi-TechCorporation
CaseStudy：ShoppingInManhattan

Chapter10GameTheoryAndNegotiationApplication
GameTheory,ItsAssumptionsAndRules
ConsequencesAndTheMatrixDisplay
ThePrisoner'sDilemma
DirectDeterminantsOfTheCoordinationGoal
Simulation：ChinaAndJapanInIronOreNegotiation
CaseStudy：MakingADecisionUnderUncertainty

Chapter11DistributiveNegotiationAndPriceNegotiation
DistributiveNegotiations
PriceNegotiationAndNegotiationZone
Simulation：SalesForASecond-HandCar
CaseStudy：AnExampleOfTheUseOfCostAnalysis

Chapter12ComplexNegotiations
ComplexNegotiationsAndTheirProperties
InvolvementOfThirdParties
Coalition,Multi-PartyNegotiation
Simulation：GreenBank
CaseStudy：IacoccaRescuingChrysler

Chapter13CulturePatternsVs.NegotiationPatterns
DefinitionOfCulture
CulturePatterns
HofstedeCulturalValueStudy
Simulation：CulturalConflictsInTheNegotiationOfTheWorldBankRuralWaterSupplyProject
CaseStudy：SouthernCandle'sTourToFrance
内容简介:
《21世纪国际经济与贸易系列教材·国际商务谈判：理论、案例分析与实践（英文版·第3版）》分为三大部分。
理论部分：融合了国内外经典的谈判理论，从谈判动因、谈判结构、谈判组内部利益、谈判力、谈判双方的信任、谈判者心理、国际谈判文化模式、博弈论在谈判中的应用、谈判类型等方面，运用模型和实例对影响谈判全过程的主要因素进行了比较全面的分析。
案例部分：结合理论部分的讲解，提供了相应的案例分析，所提供的案例大多是世界著名谈判案例和研究成果，具有典型性和普遍指导意义。有些案例是作者在对著名国际商务谈判长时间的追踪调查的基础上编写的。
模拟谈判：模拟谈判的素材取自真实事例，为了适应课堂练习的需要，对之做了必要的加工。学习者在谈判结束后可以比较实际谈判的结果和自己谈判的结果，以收到更好的效果。此外，每章结束后都有结合该章内容设计的思考题和讨论题。
作者简介:
白远，教授，硕士生导师，现任教于北京第二外国语学院国际经济贸易学院，主讲国际商务谈判、当代世界经济、国际贸易和国际经济合作等课程（前三门为全英语授课）。本科就读于北京第二外国语学院，之后在日本、美国攻读硕士，主修世界经济。主要研究领域为国际直接投资、文化创意产业与产品贸易、国际贸易。近5年发表论文近50篇，出版专著5部，教材8部，其中北京市精品教材立项2项，北京市精品教材2部，国家“十一五”规划教材1部。
目录:
Chapter1NegotiationMotivesAndKeyTerminology
Negotiations
Conflicts
Stakes
CaseStudy：ChryslerMissedTheBestOpportunityEnteringChinaAutomobileMarket

Chapter2NegotiationProcedureAndStructure
NegotiationProcedure
GeneralStructureOfNegotiations
StructureOfBusinessNegotiations
Simulation：AnEconomicRecession
CaseStudyI：ThePrincipleOfComplementaryConcession
CaseStudyIi：Sino-UsNegotiationsOnIntellectualPropertyRightProtection

Chapter3NegotiationLubrication
TargetDecision
CollectingInformation
StaffingNegotiationTeams
ChoiceOfNegotiationVenues
Simulation：SilkSelling
CaseStudy：CasesShowingImportanceOfPre-NegotiationPreparation

Chapter4Win-WinConcept
TraditionalConcept
IntroductionOfWin-WinConcept--ARevolutionInNegotiationField
HowCanBothSidesWin
Simulation：FinancialLeasingNegotiation
CaseStudy：ArgumentBetweenTheDevelopingCountriesAndDevelopedCountries

Chapter5CollaborativePrincipledNegotiation
CollaborativePrincipledNegotiationAndItsFourComponents
SeparateThePeopleFromTheProblem
FocusOnInterestsButNotPositions
InventOptionsForMutualGain
IntroduceObjectiveCriteria
Simulation：HotelSelling
CaseStudy：CompanyPolicy

Chapter6LawOfInterestDistribution
NeedsTheory
ApplicationOfTheNeedsTheoryInNegotiation
ThreeLevelsOfInterestsAtTheDomesticLevel
LawOfTwo-LevelGame
Simulation：ADamOnTheRiver
CaseStudy：Us-JapanNegotiationsOnSemiconductors

Chapter7NegotiatingPowerAndRelatedFactors
NegotiatingPowerAndSourcesOfNegotiatingPower
FactorsCausingTheChangesOfNegotiatingPower
ApplicationOfPowerTactics
EstimatingNegotiatingPower
Simulation：NegotiationOnOilContract

Chapter8LawOfTrust
TrustAndItsInterpretation
HowToDecideAPersonTrustsOrIsTrusted?
DeterminantsAffectingAPerson'sTrustfulOrMistrustfulBeha
EffectsOfTrust
SuggestionsOfEnhancingMutualTrust
Simulation：MarketResearchForANewProduct
CaseStudy'：DilemmaOfTheManagement

Chapter9PersonalStylesVs.NegotiationModes
Negotiators'PersonalStyles
Negotiators'PersonalStylesAndAcModel
PersonalStylesVs.NegotiationModes
ApplicationOfPersonalityChecks
Simulation：GlobalCorporationVs.Hi-TechCorporation
CaseStudy：ShoppingInManhattan

Chapter10GameTheoryAndNegotiationApplication
GameTheory,ItsAssumptionsAndRules
ConsequencesAndTheMatrixDisplay
ThePrisoner'sDilemma
DirectDeterminantsOfTheCoordinationGoal
Simulation：ChinaAndJapanInIronOreNegotiation
CaseStudy：MakingADecisionUnderUncertainty

Chapter11DistributiveNegotiationAndPriceNegotiation
DistributiveNegotiations
PriceNegotiationAndNegotiationZone
Simulation：SalesForASecond-HandCar
CaseStudy：AnExampleOfTheUseOfCostAnalysis

Chapter12ComplexNegotiations
ComplexNegotiationsAndTheirProperties
InvolvementOfThirdParties
Coalition,Multi-PartyNegotiation
Simulation：GreenBank
CaseStudy：IacoccaRescuingChrysler

Chapter13CulturePatternsVs.NegotiationPatterns
DefinitionOfCulture
CulturePatterns
HofstedeCulturalValueStudy
Simulation：CulturalConflictsInTheNegotiationOfTheWorldBankRuralWaterSupplyProject
CaseStudy：SouthernCandle'sTourToFrance