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 6 Cases of international business price negotiations

Section 6 Cases of international business price negotiations

The cases in the text are supposed to be shared by the students with their reading after class and introduction and communication in class.

The teacher shall offer certain analysis, if necessary.

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