Unit 1 The Nature of Negotiation 1.1 Learning Objectives 1.2 The Nature of Negotiation 1.3 Interdependence 1.4 Mutual Adjustment 1.5 Examples for Your Check List 1.6 Value Claiming and Value Creation 1.7 Effective Conflict Management 1.8 Case Study 1.9 Business Ethics 1.10 Exercises Unit 2 Strategy and Tactics of Negotiation 2.1 Learning Objectives 2.2 Tactical Tasks 2.3 Position Taken During Negotiation 2.4 Key Steps in the Negotiation 2.5 Factors That Facilitate Successful Negotiation 2.6 Case Study 2.7 Business Ethics 2.8 Exercises Unit 3 Relationships in Negotiation 3.1 Learning Objectives 3.2 Negotiation in Communal Sharing Relationship 3.3 Key Elements in Managing Negotiations within Relationship 3.4 Case Study 3.5 Business Ethics 3.6 Exercises Unit 4 Strategy and Planning of Negotiation 4.1 Learning Objectives 4.2 Goals and Effects of Negotiation Strategy 4.3 Strategy and Tactics 4.4 The Planning Process of Implementing Strategy 4.5 Case Study 4.6 Business Ethics 4.7 Exercises Unit 5 Cross-Cultural Negotiation 5.1 Learning Objectives 5.2 The Nature of Culture 5.3 Dimensions of Culture 5.4 Why Culture Influences Negotiations 5.5 How Culture Influences Negotiations 5.6 Cross-Cultural Negotiation Strategies 5.7 Case Study 5.8 Business Ethics 5.9 Exercises Unit 6 Essential of Business Letter Writing 6.1 Learn Objectives 6.2 Brief Introduction 6.3 Requirements for Business Letter and Email Writers 6.4 Seven Guidelines in Business Letter Writing
6.5 Letter Format and Placement of Major Parts 6.6 The Layout of Emails 6.7 The Layout of Business Letters 6.8 Addressing Envelopes 6.9 Writing Procedure 6.10 The Outline of Business Letters 6.11 Case Study 6.12 Business Ethics 6.13 Exercises Unit 7 Establishing Business Relations 7.1 Learning Objectives 7.2 The Significance of Establishing Business Relations 7.3 The Channels of Establishing Business Relations 7.4 Writing Skills 7.5 Typical Expressions for Letters Requesting for Establishment of Business Relations (See Table 7.1) 7.6 Specimen Letters 7.7 Situational Conversation 7.8 Useful Patterns ＆ Examples 7.9 Case Study 7.10 Business Ethics 7.11 Exercises Unit 8 Enquiry and Reply 8.1 Learning Objectives 8.2 The Importance and Nature of Enquiry 8.3 Categories of Enquiry 8.4 Writing Skills 8.5 Typical Expressions for Letters Making Enquiry (See Table 8.1) 8.6 Specimen Letters 8.7 Situational Conversation 8.8 Useful Patterns ＆ Examples 8.9 Case Study 8.10 Business Ethics 8.11 Exercises Unit 9 Quotation and Offer 9.1 Learning Objectives 9.2 The Importance and Nature of Offer 9.3 Categories of Offer 9.4 Differences between Offer ＆ Quotation 9.5 Writing Skills 9.6 Typical Expressions for Letters Making Offer (See Table 9.1) 9.7 Specimen Letters 9.8 Situational Conversation 9.9 Useful Patterns ＆ Examples 9.10 Case Study 9.11 Business Ethics 9.12 Exercises Unit 10 Order and Acknowledgement 10.1 Learning Objectives 10.2 Orders and Their Effects 10.3 About Acknowledgement
10.4 Writing Skills and Typical Expressions of Placing Orders (See Table 10.1) 10.5 Specimen Letters 10.6 Situational Conversation 10.7 Useful Patterns ＆ Examples 10.8 Case Study 10.9 Business Ethics 10.10 Exercises Unit 11 Conclusion of Business 11.1 Learning Objectives 11.2 Function of Contract 11.3 The Contents of a Contract 11.4 Writing Skills 11.5 Typical Writing Steps of Conclusion of Business (See Table 11.1) 11.6 Specimen Letters 11.7 Situational Conversation 11.8 Useful Patterns ＆ Examples 11.9 Case Study 11.10 Business Ethics 11.11 Exercises Unit 12 Payment Methods 12.1 Learning Objectives 12.2 Modes of Payment 12.3 Writing Skills and Typical Expressions (See Table 12.1-12.4) 12.4 Specimen Letters 12.5 Useful Patterns ＆ Examples 12.6 Case Study 12.7 Business Ethics 12.8 Exercises Unit 13 Packing 13.1 Learning Objectives 13.2 Types of Packing 13.3 Function of Packing 13.4 Writing Skills 13.5 Typical Expressions for Letters of Packing (See Table 13.1) 13.6 Specimen Letters 13.7 Useful Patterns ＆ Examples 13.8 Case Study 13.9 Business Ethics 13.10 Exercises Unit 14 Shipment 14.1 Learning Objectives 14.2 About Shipment 14.3 Method of Shipment 14.4 Writing Skills and Typical Expressions 14.5 Specimen Letters 14.6 Useful Patterns and Examples 14.7 Case Study 14.8 Business Ethics 14.9 Exercises Unit 15 Insurance
15.1 Learning Objectives 15.2 About International Cargo Transportation Insurance 15.3 The Field of International Cargo Insurance 15.4 Writing Skills and Typical Expressions 15.5 Specimen Letters 15.6 Useful Patterns ＆ Examples 15.7 Case Study 15.8 Business Ethics 15.9 Exercises Unit 16 Claim and Settlement 16.1 Learning Objectives 16.2 Brief Introduction of Complaints and Claims 16.3 The Different Types of Claims 16.4 Writing Skills 16.5 Typical Expressions for Letters Requesting for Claim and Settlements 16.6 Specimen Letters 16.7 Useful Patterns ＆ Examples 16.8 Case Study 16.9 Business Ethics 16.10 Exercises Unit 17 Telephone Etiquette 17.1 Learning Objectives 17.2 The Significance of Telephone Etiquette 17.3 The Guidelines for Handling Outgoing Calls 17.4 The Guidelines for Receiving Incoming Calls 17.5 Typical Expressions for Handling Outgoing and Incoming Calls 17.6 The Guidelines for Teleconferencing 17.7 Case Study 17.8 Situational Conversation 17.9 Business Ethics Unit 18 Job Application and Interview 18.1 Learning Objectives 18.2 Brief Introduction 18.3 Resumes and Application Letters 18.4 The Job Interview 18.5 Case Study 18.6 Business Ethics 18.7 Exercises Unit 19 Business Travel Etiquette 19.1 Learning Objectives 19.2 The Significance of Business Travel Etiquette 19.3 Basic Etiquette of Business Travel 19.4 Foreign Custom and Holiday Etiquette 19.5 Typical Greeting Behaviors 19.6 Basic Etiquette of Conference, Seminar or Training Program 19.7 Basic Etiquette of Trade Fair 19.8 Case Study 19.9 Business Ethics 19.10 Exercises Unit 20 Business Negotiation Etiquette
20.1 Learning Objectives 20.2 Brief Introduction 20.3 Negotiators as Hosts 20.4 Negotiators as Guests 20.5 Verbal and Nonverbal Communication 20.6 Taboos of Business Negotiation of Different Cultures 20.7 Case Study 20.8 Situational Etiquette 20.9 Business Ethics 20.10 Exercises Unit 21 Business Dinner Etiquette 21.1 Learning Objectives 21.2 The Significance of Dining Etiquette 21.3 Forms of Business Entertaining 21.4 Preparations for Business Meals 21.5 Etiquette for Business Dinner 21.6 Toasts 21.7 Useful Tips 21.8 Case Study 21.9 Business Ethics 21.10 Exercises 參考文獻
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