课程门户-章节详情

李之松

1 Chapter One An Overview of International Business Negotiations
- 1.1 Section 1 Outline of the book
- 1.2 Section 2 Definition of international business negotiations
- 1.3 Section 3 Theories for international business negotiations
- 1.4 Section 4 Features of international business negotiations
- 1.5 Section 5 Objectives of international business negotiations
- 1.6 Section 6 Categories of international business negotiations
- 1.7 Section 7 PRAM model for international business negotiations
- 1.8 Section 8 Principles of international business negotiations
- 1.9 Section 9 A case of international business negotiation:How Giving Face Can Brew Success*
2 Chapter Two Process of International Business Negotiations
- 2.1 Section 1 A framework for international business negotiations
- 2.2 Section 2 Preparation for international business negotiations
- 2.3 Section 3 Opening of international business negotiations
- 2.4 Section 4 Formal information exchange of international business negotiations
- 2.5 Section 5 Concession and agreement of international business negotiations
- 2.6 Section 6 Agreement execution of international business negotiations
- 2.7 Section 7 Simulation of international business negotiations
- 2.8 Section 8 Case study: A successful international business negotiation
3 Chapter Three Basic Links of International Business Negotiations
- 3.1 Section 1 Introduction
- 3.2 Section 2 Inquiries
- 3.3 Section 3 Offers
- 3.4 Section 4 Counter-offers
- 3.5 Section 5 Acceptance
- 3.6 Section 6 Conclusion of a contract
- 3.7 Section 7 Case study: Shopping Tote Bag Negotiation
4 Chapter Four Basic Qualities of International Business Negotiators
- 4.1 Section 1 Requirements for qualified international business negotiators
- 4.2 Section 2 Responsibilities of international business negotiators
- 4.3 Section 3 Teamwork for the negotiating team
- 4.4 Section 4 Simulation of international business negotiations
- 4.5 Section 5 Case study: Chinese negotiation training on sales price
5 Chapter Five Management of International Business Negotiations
- 5.1 Section 1 Brief introduction of management
- 5.2 Section 2 Management of negotiators in international business negotiations
- 5.3 Section 3 Management of teamwork in international business negotiations
- 5.4 Section 4 Management of agenda and communication forms
- 5.5 Section 5 Management of time and place for business negotiations
- 5.6 Section 6 Management of atmosphere for business negotiations
- 5.7 Section 7 Management of risks in international business negotiations
- 5.8 Section 8 Simulation of international business negotiations
- 5.9 Section 9 Case study: The conclusion of the price of the chairs for airport
6 Chapter Six Strategies and Skills of International Business Negotiations
- 6.1 Section 1 An overview and comparison of negotiation strategies and skills
- 6.2 Section 2 International business negotiation strategies
- 6.3 Section 3 International business negotiation skills
7 Chapter Seven Etiquette in International Business Negotiations
- 7.1 Section 1 Brief introduction of importance of etiquette
- 7.2 Section 2 Basic etiquette of people’s daily performances
- 7.3 Section 3 Etiquette in formal international business negotiations
- 7.4 Section 4 Etiquette in contract signing ceremony
- 7.5 Section 5 Manners in attending international business negotiations
8 Chapter Eight Intercultural Issues and Styles of International Business Negotiations
- 8.1 Section 1 Factors influencing international business negotiations
- 8.2 Section 2 Foundation and role of culture in international business negotiations
- 8.3 Section 3 Cultural differences in international business negotiations
- 8.4 Section 4 Personal styles of international business negotiations
- 8.5 Section 5 Team styles of international business negotiations
- 8.6 Section 6 Cultural styles of international business negotiations
- 8.7 Section 7 Simulation of international business negotiations
9 Chapter Nine International Business Price Negotiations
- 9.1 Section 1 The formation of price in international business negotiations
- 9.2 Section 2 Features of international business price negotiations
- 9.3 Section 3 Targets of international business price negotiations
- 9.4 Section 4 The essentials of of international business price negotiations
- 9.5 Section 5 Skills of international business price negotiations
- 9.6 Section 6 Cases of international business price negotiations
10 Chapter Ten International Business Contract Negotiations
- 10.1 Section 1 The formation of a contract in international business negotiations
- 10.2 Section 2 Features of international business contract negotiations
- 10.3 Section 3 Targets of international business contract negotiations
- 10.4 Section 4 Principles of international business contract negotiations
- 10.5 Section 5 Strategies and skills in international business contract negotiations
- 10.6 Section 6 Simulation of international business negotiations
11 Chapter Eleven Language Skills and Non-business Communication
- 11.1 Section 1 Features of language skills in international business negotiations
- 11.2 Section 2 Language skills in international business negotiations
- 11.3 Section 3 Importance of non-business communication in international business negotiations
- 11.4 Section 4 Non-business communication in the phase of greeting negotiators
- 11.5 Section 5 Non-business communication in the phase of formal negotiations
- 11.6 Section 6 Non-business communication at other activities related to IBN
- 11.7 Section 7 Non-business communication in the phase of seeing off negotiators

Section 7 PRAM model for international business negotiations

Section 7 PRAM model for international business negotiations

PRAM stands for four words: plan, relationship, agreement and maintenance respectively. The following chart can help us to the model clearly:

1.Planning for an agreement；

2.Building a good relationship；

3.Reaching an acceptable agreement；

4.Maintaining the relationship.

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