內容大鋼
本教材以中國企業跨文化談判案例為核心，引導「體驗式」教與學，通過分析中國企業參與的國別區域和不同行業的商務談判，關注新時代與新環境下，不同國別區域（尤其是「一帶一路」沿線國家）的商務環境與行業特徵給中國企業國際商務談判帶來的跨文化挑戰。
本教材共計八章，系統介紹國際商務談判的基本原理和分析工具、跨文化視角下的策略與技巧，以及國際商務談判的前沿和挑戰。本書以案例分析為主線，以學習任務為引導。每章通過對一個案例的三階段案例解析，引導學生完成談判準備、策略分析、案例反思三個模塊的學習任務，增加案例學習的可操作性。
在每一個學習模塊中，學生首先閱讀「談判案例」相關內容；隨後進入「問題與任務」，對談判案例分步驟進行分析和思考；接下來，教材提供「談判核心知識」，幫助學生結合案例理解並掌握核心理論和技巧；最後提供「補充閱讀」，即相應國別區域的商務環境介紹及經典文獻閱讀，實現對案例的深度理解和分析。
目錄
Chapter One Essential Tools for Negotiation Analysis
Part A ?Concepts and Skills? The Concept of Negotiation and Essential Tools for Negotiation Analysis
Part B ?Learning Negotiation Through Cases? Acquisition Negotiation Between China Tian-ying and Urbaser of Spain
Part C Appendix
Chapter Two Preparation for International Business Negotiation
Part A ?Concepts and Skills? Preparation for International Business Negotiation
Part B ?Learn Negotiation through Cases? The Acquisition Negotiation Between China LC Company and Ethiopia's Coffee Processing Plants
Part C Appendix
Chapter Three Distribution and Win-Win in Negotiation
Part A ?Concepts and Skills? Distributive Negotiation and Integrative Negotiation
Part B ?Learn Negotiation through Cases? Negotiation Between China National Chemical Group and UAE's Oil Company
Part C Appendix
Chapter Four Negotiating Style
Part A ?Concepts and Skills? Classification,Measurement and Adjustment of Negotiating Style
Part B ?Learning Negotiation Through Cases? Construction Cooperation Negotiation Between CSCEC International and Kewa Construction Engineering Group of West Africa
Part C Appendix
Chapter Five Problem Solving in Negotiation
Part A ?Concepts and Skills? Problem Solving in Negotiation
Part B ?Learning Negotiation Through Cases? The Network Marketing Negotiation Between Baohui,a Chinese Company,and Tina W,an American Influencer
Part C Appendix
Chapter Six Trust, Relationship and Ethics in International Business Negotiation
Part A ?Concepts and Skills? Trust,Relationship and Ethics in International Business Negotiation
Part B ?Learn Negotiation through Cases? Acquisition Negotiation Between Shandong M Steel Group and Thai SF
Part C Appendix
Chapter Seven Power in International Business Negotiation
Part A ?Concepts and Skills? Sources of Negotiation Power and Persuation Tactics in Negotiation
Part B ?Learn Negotiation through Cases? Negotiation between Donghua and Bank of Sudan
Part C Appendix
Chapter Eight Team Negotiation and Multi-party Negotiation in International Business
Part A ?Concepts and Skills? Team Negotiation and Multi-party Negotiation
Part B ?Learn Negotiation through Cases? RCEP Negotiations
Part C Appendix
Glossary
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