国际商务谈判
2008-2
复旦大学
窦然
372
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现代经济发展的实践表明，国际贸易是经济增长的强大推动力。第二次世界大战后，国际贸易的迅速发展在全球范围内引起了国际分工体系的革命性变革和福利分配格局的重组，极大地促进了经济增长。中国实行改革开放和加入世界贸易组织，加速了对外开放的步伐，外贸业务增长迅速，对外贸易对经济增长的贡献度不断提高，市场对外贸人才的需求急剧增加。为了适应国际经济理论的不断创新与拓展以及外贸业务发展的需要，加快培养出更多掌握经济学理论知识、具有良好的外语基础、熟悉wTO的游戏规则、了解国际惯例、熟悉国际市场运作规则、具有浓厚的国际意识、掌握具体操作能力的国际经济与贸易专业应用型人才，必须从国际经济与贸易专业的课程体系、课程内容、教学方法、教材编写等方面进行探索和创新。“复旦卓越·21世纪国际经济与贸易专业教材新系”教材编委会精心策划，在总结过去教材建设经验的基础上，结合应用型本科教育的特点，借鉴国内外经验做法，经过反复研究论证和撰写，推出了“复旦卓越·21世纪国际经济与贸易专业教材新系”。这套系列教材包括《国际结算》、《国际贸易》、《外贸实务》、《国际运输与保险》、《wTO规则与运作》、《外贸函电》、《单证实务》、《国际服务贸易》、《报关实务》、《进出口商品检验》、《国际商务谈判》、《国际贸易专业英语》等12种。这套系列教材同时作为上海市十大教育高地之一--外贸经济本科教育高地的标志性教材和国际经济与贸易专业人才培养的重要成果，具有“新、特、实、强”等特点。设计思路新颖，强调学以致用，突出“以学生为中心”的思想；力求创新写作体例和研究分析方法。
《国际商务谈判》由12章组成，涉及国际商务谈判的各个环节和相关知识，如谈判的准备与开局、磋商策略、僵局化解、签约须知、语言技巧、心理素质、不同国家和地区谈判者的谈判风格和相关礼仪，等等。《国际商务谈判》紧扣“国际”二字，围绕“应用”这个主题，将一个个生动的国际商谈案例串联于全书始终——每章先以开篇案例引出主题，接着在主要节目中穿插相关案例佐以分析，最后以结尾案例强化主题、归纳要点，提出问题与思考。全书用这种有节奏地将读者引入各种国际商务谈判情景的方式，以期达到持续激发读者学习兴趣、强化对谈判策略的理解和相关技巧掌握的目的。 鉴于《国际商务谈判》的对象主要为中国高校生、进修生、来华留学生和从事涉外商务工作的相关人士，所用英文力求浅显通俗，层次结构力求清晰完整。课堂教学时还可结合多媒体方式、现实案例讨论和模拟谈判等形式，学活用活，触类旁通。
Chapter 1 An Overview of International Business Negotiation1．1 Deftnition and Characteristics of International BusinessNegotiation1．2 Forms of International Business Negotiation 1．3 The Basic Forms of International Business NegotiationChapter 2 Game Principles of International Business Negotiation2．1 Equal and Voluntary Participation2．2 Credibility First2．3 Mutual Reciprocity and Mutual Benefits 2．4 Maximizing Commonalities and Minimizing Differences2．5 Speak on Good Grounds2．6 Separate the People from the ProblemChapter 3 Preparation for International Business Negotiation3．1 Collecting Information 3．2 Forming the Negotiation Team3．3 Planning for Intemational Business Negotiation3．4 Physical Preparations3．5 Simulated Negotiations Chapter 4 Opening of International Business Negotiation4．1 Creating a Right Negotiation Atmosphere4．2 Opening Steps4．3 Opening StrategiesChapter 5 Bargaining Process5．1 Quotation5．2 Bargaining5．3 Making CompromiseChapter 6 Negotiation Strategies and Tactics6．1 An Overview of Negotiation Strategies6．2 Developing Your Strategy6．3 Strategic Considerations6．4 Common Gambits and Tactics6．5 Useful Negotiation Strategies 6．6 What Tactics Will I Use? Chapter 7 Ways of Breaking an Impasse in Negotiation7．1 Why Does Impasse Arise? 7．2 Conquer the Fear of Impasse 7．3 Avoid Provocation7．4 Don’t Make Things Worse7．5 Other Means of Dispute HandlingChapter 8 Language Skills in International Business Negotiation8．1 Skills of Asking and Answering8．2 Language Skills of Statement and Refutation8．3 Skills of Body LanguagesChapter 9 The Formation of Contracts9．1 Identification and Means of Negotiation Closing9．2 Conclusion and Guarantee of a Contract9．3 Modification，Termination and Assignment of Contracts9．4 Settlement of Disputes9．5 AuthenticatiOn and Notarization of a ContractChapter 10 Psychological Qualities and Creativity of the Negotiator10．1 Psychological Qualities of the Effective Negotiator10．2 Understanding Non—verbal Communication and Lies10．3 Creativity and Problem—solving in NegotiationChapter 11 Etiquette in International Business Negotiation11．1 Negotiators as Hosts11．2 Negotiators as Guests11．3 We All Have to Follow!11．4 Etiquette and Taboos in Different CulturesChapter 12 International Business Negotiation Styles12．1 Negotiation Styles in American Countries12．2 The European Negotiation Styles12．3 The Asian Negotiation Styles12．4 The Middle．East Area Negotiation Styles12．5 The African Negotiation StylesReferences
be one of the major approaches to settling the conflicts. Today this is especiallythe case with the globalization of the world's economy. To get more irreproducibleresources and high-quality goods at low prices, to establish plants in a foreigncountry to circumvent trade barriers, to gain in the overseas capital markets, thesecross-border business activities of varied sizes and forms are impossible withoutnegotiation.1.1 Definition and Characteristics of International Business.NegotiationThe world we are living in is full of conflicts. There are two ways to resolvethe conflicts: one is the use of force and the other is negotiation. In the field ofinternational business, the era when one party manipulated the other by means ofviolence and force has long gone. Instead negotiating has become an effectiveapproach to resolving conflicts and adjusting interests.1.1.1 Definition and characteristics of negotiationThe word "Negotiation" derives from the Latin word "Negotiari", whichmeans "to do business". Now in a broad sense, negotiation refers to the actionand the process of reaching an agreement by means of exchanging ideas with theindention of dispelling conflicts and enhancing relationship to satisfy each other'sneeds. From the time memorial, home or abroad, a numerous varieties ofnegotiations have been conducted. Though negotiations vary in forms andcontents, they all demonstrate the following characteristics:（1） Every negotiation involves two or more than two parties Even though you can role-play another person to negotiate with yourself, thecounterpart you role-play is bound to represent interest different from yours. Ineffect, there are at least two or more key participants in a negotiation. The numberof the major parties in a negotiation, from the debate of the United Nations withmore than 200 members to a talk about marriage arrangements, may be as many asover a hundred, but absolutely never less than two.
《国际商务谈判》是在编委会精心策划、总结过去教材建设经验的基础上．借鉴国内外同类经验做法，经过反复研究论证推出，具有”新、特、实、强”等特点。设计思路新颖．强调学以致用．突出”以学生为中心”的思想；力求创新写作体例和研究分析方法；观点内容着力体现前瞻性、动态性，并做到深度和广度适宜；课程体系体现涉外经济类专业特点，采用中文和英语相结合的办法．凸现双语教学特色；注重实践性、实用性、可操作性。编写教师阵容庞大，教学经验丰富r研窬能力强。
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