国际经济与贸易专业双语系列教材 国际商务谈判 英文版PDF电子书下载

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Part Ⅰ Managing the Negotiation Process 1

Stage 1 Preparing for the Negotiation 2

Stage 2 Opening 6

Stage 3 Bargaining 8

Stage 4 Closing 13

Part Ⅱ Negotiation in International Business 23

Unit One Making Enquiries 23

Unit Two Negotiating Prices 30

Unit Three Placing Orders 37

Unit Four Terms of Payment 42

Unit Five Packing 51

Unit Six Shipment 59

Unit Seven Insurance 66

Unit Eight Claim 73

Part Ⅲ The Social Etiquette and the Negotiation Styles 81

Unit One The Social Etiquette and the Negotiation Styles of Some Asian Countries 81

1．The Social Etiquette and the Negotiating Style of Burma 81

2．The Social Etiquette and the Negotiating Style of India 84

3．The Social Etiquette and the Negotiating Style of Malaysia 87

4．The Social Etiquette and the Negotiating Style of Japan 89

5．The Social Etiquette and the Negotiating Style of Saudi Arabia 94

6．The Social Etiquette and the Negotiating Style of Singapore 98

7．The Social Etiquette and the Negotiating Style of South Korea 101

8．The Social Etiquette and the Negotiating Style of Thailand 104

9．The Social Etiquette and the Negotiating Style of Viet Nam 106

Unit Two The Social Etiquette and the Negotiation Styles of Some African Countries 109

1．The Social Etiquette and the Negotiating Style of Congo Brazzaville and Congo Kinshasa 109

2．The Social Etiquette and the Negotiating Style of Egypt 112

3．The Social Etiquette and the Negotiating Style of Ethiopia 115

4．The Social Etiquette and the Negotiating Style of Kenya 117

5．The Social Etiquette and the Negotiating Style of Mauritius 120

6．The Social Etiquette and the Negotiating Style of Morocco 122

7．The Social Etiquette and the Negotiating Style of Nigeria 124

8．The Social Etiquette and the Negotiating Style of Rwanda 126

9．The Social Etiquette and the Negotiating Style of South Africa 128

10．The Social Etiquette and the Negotiating Style of Sudan and South Sudan 131

11．The Social Etiquette and the Negotiating Style of Tanzania 134

12．The Social Etiquette and the Negotiating Style of Uganda 136

Unit Three The Social Etiquette and the Negotiation Styles of Some European Countries 138

1．The Social Etiquette and the Negotiating Style of Croatia 138

2．The Social Etiquette and the Negotiating Style of Denmark 142

3．The Social Etiquette and the Negotiating Style of France 145

4．The Social Etiquette and the Negotiating Style of Germany 148

5．The Social Etiquette and the Negotiating Style of Italy 151

6．The Social Etiquette and the Negotiating Style of Poland 154

7．The Social Etiquette and the Negotiating Style of Russia 156

8．The Social Etiquette and the Negotiating Style of Spain 160

9．The Social Etiquette and the Negotiating Style of UK 163

Unit Four The Social Etiquette and the Negotiation Styles of Some American Countries 166

1．The Social Etiquette and the Negotiating Style of Argentina 166

2．The Social Etiquette and the Negotiating Style of Brazil 168

3．The Social Etiquette and the Negotiating Style of Chile 172

4．The Social Etiquette and the Negotiating Style of Colombia 174

5．The Social Etiquette and the Negotiating Style of Mexico 177

6．The Social Etiquette and the Negotiating Style of Peru 180

7．The Social Etiquette and the Negotiating Style of USA 182

8．The Social Etiquette and the Negotiating Style of Uruguay 189

9．The Social Etiquette and the Negotiating Style of Venezuela 191

Unit Five The Social Etiquette and the Negotiation Styles of Some Oceanian Countries 194

1．The Social Etiquette and the Negotiating Style of Australia 194

2．The Social Etiquette and the Negotiating Style of New Zealand 197

Key to Exercises 200

参考书目 209

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