国际商务谈判
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国际商务谈判
选择题：
Chpt1
P23 3 levels of goals P25 defining one’s interest P32-34 interests, position, substantive, collaboration
Chpt2
PPT seating location P50 leader, good guy, bad guy, hardliner, sweeper
P54 the buck stops here, loose cannons, hardliner, sweeper
Chpt3
PPT opening: high-profile, low-profile atmosphere, natural atmosphere
Offering: Japanese style offer, European style offer
P59 Maslow’s need theory
P65 integrative/distributive negotiations, principled negotiations
Chpt 4
P82 power of demand/ authority/ investment/ reward or punishment/ association
P83 what-if scenarios/ throw-in/ leading questions/ divide and conquer/ ultimatum
Chpt 5
PPT the points where the negotiations are (at closing)
Closing skills
判断题：
Chpt 1-5 课后练习
专业术语翻译chpt 1-8：
Information gathering/ business convention/ substantive based interest/ home court/ guest court/ rehearsing roles/ civil law system/ position/ venue / dead weight/ gofer/ one-upmanship/ straight shooter/ distributive negotiation/ integrative negotiation/ objective criteria/ relationship interests/ leading question/ pay through the nose/ ultimatum/ throw-in/ to be on the same page/ outstanding issues/ on balance/ intuition/ ancillary costs/ variable manufacturing costs/ tender document/ standing order/ rectification/ in-house research/ royalty payments/ cost-plus/ heavy-duty
简答题(in english)：
1.Offer first or not?
2. Positive price, negative price
3. Two-men act
4. Mind games
5. Cause of deadlock
6. Closing skills (比较结束法、优待结束法等)