国际商务谈判 中国人民大学出版社PART1

Practical Solutions To Global Business Negotiations
Plan of the Book
PART 1 INTRODUCTION


Chapter 1 Overview of Global Business Negotiations

Practical Solutions To Global Business Negotiations
Negotiation Architecture
Practical Solutions To Global Business Negotiations
Negotiation Environment
Practical Solutions To Global Business Negotiations
Overview of Global Business Negotiations Negotiation
negotiation is defined as a process by which two or more parties reach agreement on matters of common interest



Chapter 10 Communication Skills for Effective Negotiations Chapter 11 Demystifying the Secrets of Power Negotiations
Chapter 12 Negotiating on the Internet Chapter 13 Overcoming the Gender Divide in Global Negotiation Chapter 14 Strategies for Small Enterprises Negotiating With Large
All nego - tiations involve :
Parties : persons with a common interest to deal with one another Issues : one or more matters to be resolved Alternatives : choices available to negotiators for each issue to be resolved Posi- tions : defi ned response of the negotiator on a particular issue: what you want and why you want it Interest : a negotiator’s underly- ing needs
(a) cultural differences between parties involved (b) business environments in which parties operate dif- ferently (c) gender issues in global business negotiations.
Practical Solutions To Global Business Negotiations
Going Into Negotiations
When conducting business negotiations, executives should keep in mind certain points that may arise as the discussions proceed:
Practical Solutions To Global Business Negotiations
Negotiation Process
The negotiation begins with prenegotiation planning and ends with renegotiation, if necessary. In between are stages of initiating negotiation, trading concessions, negotiating price, and closing the deal. The terms clarifi cation, comprehension, credibility, and creating value are basic phrases in the negotiating process.
Chapter 2 Role of Culture in Cross-B order Negotiations Chapter 3 Selecting Your Negotiating Style Chapter 4 Prenegotiations Planning Chapter 5 Initiating Global Business Negotiations: Making the First Move Chapter 6 Trading Concessions Chapter 7 Price Negotiations Chapter 8 Closing Business Negotiations Chapter 9 Undertaking Renegotiations
PART 2 NEGOTIATION OF ENVIRONMENT AND SETTING
PART 3 NEGOTIATION PROCESS
Practical Solutions To Global Business Negotiations
Plan of the Book
PART 4 NEGOTIATION TOOLS
Situations to avoid during the negotiations: confl ict, contro- versy, and criticism vis-à -v is the other party Attitudes to develop during the talks: communication, collabo- ration, and cooperation Goals to seek during the discussions: change (or, alternatively, continuity), coherence, creativity, consensus, commitment, and compensation
Practical Solutions To Global Business Negotiations
Negotiation Process
Clarifi cation and comprehension are the first steps away from confron- tation. The next stages in business negotiation concern the concepts of cred- ibility and creating value. Following this is the stage of concession, counterproposals, and commit- ment. The final stage is conclusion.
Assessing BATN
By assessing its BATNA (i.e., the best alternative to a negotiated agree- ment), a party can greatly improve the negotiation results by evaluating the negotiated agreement against the alternative.
Practical Solutions To Global Business Negotiations
Overview of Global Business Negotiations
In business you don’t get what you deserve, you get what you negotiate. —Chester L. Karras
Practical Solutions To Global Business Negotiations
Overview of Global Business Negotiations
While negotiations are diffi cult in any business setting, they are espe- cially so in global business because of:
Practical Solutions To Global Business Negotiations
Negotiation Infrastructure
Assessing Current Status
The current status can be assessed using the strengths, weaknesses, oppor- tunities, and threats (SWOT) analysis, a technique often used to assess business management situations.
Legal Pluralism Political Pluralism Currency Fluctuations and Foreign Exchange Foreign Government Controls and Bureaucracy Instability and Change Cultural Differences Ideological Differences External Stakeholders
Relative Bargaining Power of Negotiators and Nature of Dependence Levels of Confl ict Underlying Potential Negotiations Relationship Between Negotiators Before and During Negotiations Desired Outcome of Negotiations Impact of Immediate Stakeholders Style of Negotiations
Part 1 Introduction
Negotiation Architecture
Chapter 1
Overview of Global Business Negotiations
Negotiation Infrastructure
Going Into Negotiations
Plan of the Book
Practical Solutions To Global Business Negotiations
Negotiation Setting
The negotiation setting refers to factors that surround the negotiation pro- cess and over which the negotiators have some control.
Practical Solutions To Global Business Negotiations
克劳德•赛利奇（Claude Cellich） 著 苏比哈什•C •贾殷（Subhash C. Jain）
www.themegallery.com
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