Chapter 1 Principles of Business Negotiation 商務談判的原則 1.1 Principle of Collaborative Negotiation 合作式談判的原則 1.2 Principle of Interest Distribution 利益分配原則 1.3 Principle of Trust in Negotiation 信任的原則 1.4 Principle of Distributive, Integrative & Complex Negotiation 兩分法談判、雙贏談判和複雜談判的原則 Chapter 2 Modules of Business Negotiation 商務談判的環節 2.1 Enquiry & Reply 詢價與答覆 2.2 Offer & Counter—offer 報盤與還盤 2.3 Acceptance & Conclusion of a Contract 接受與簽訂合同 Chapter 3 Phases of Business Negotiation 商務談判的階段 3.1 The Preparation Phase 準備階段 3.2 The Opening Phase 開始階段 3.3 The Bargaining Phase 討價還價階段 3.4 The Closing Phase 結束階段 Chapter 4 Strategies & Tactics of Business Negotiation 商務談判的策略和技巧 4.1 Major Personal Styles & Team Styles 主要的個人風格和團隊風格 4.2 Strategies & Tactics 策略與技巧 Chapter 5 Types of Business Negotiation 商務談判的類型 5.1 Sale of Goods／Services 貨物／服務銷售談判 5.2 Investment 投資談判 5.3 Technology Transfer 技術轉讓談判 Chapter 6 Etiquette in Business Negotiation 商務談判的禮節 6.1 Etiquette for Greeting & Send-off 迎送禮儀 6.2 Business Meeting Etiquette 會見禮儀 6.3 Etiquette at Dinner Party & Dress Code 赴宴和著裝禮儀 6.4 Etiquette for Signing Agreements 簽約禮儀 Chapter 7 Cross-cultural Negotiation 跨文化商務談判 7.1 Language & Communication 語言與交際 7.2 Understanding Cultural Differences 理解文化差異 7.3 Negotiation Among Cultures 不同文化的談判特點 7.4 Cultural Conflict Management 文化衝突管理 Bibliography 參考書目 Key to Exercises 參考答案
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