243245/35

本书共分八章，分别从国际商务谈判基本理论、谈判人员的素质、谈判环节、 谈判策略和技巧、谈判类型、语言与非语言沟通技巧、谈判礼仪和跨文化谈判等方面进行了详述。 本书除了系统性、完整性、语言规范性、内容前沿性外，还有三大亮点：一是采用案例式教学，将谈判理论、方法、技巧等融于经典案例中；二是育人，学生学完本书后不仅学习如何做事，也学习如何做人。三是很强的操作性，新增加了商务谈判情景对话部分，使学习者能够以一种身临其境的对话方式来体验商务谈判，并能够把所学的理论和知识活学活用到商务谈判情景对话当中

刘白玉，三级教授，山东工商学院外国语学院院长。出访过英国、美国、加拿大等30多个国家，常住加拿大2年，中国国际商务英语研究会副理事长，山东省商务英语研究会会长，山东省对外经济学会副会长，烟台市翻译协会副会长，校重点学科“英语学科”带头人，中国海洋大学、鲁东大学兼职硕士生导师，山东财经大学、曲阜师范大学等11所大学兼职/特聘教授，山东省社科规划课题评审专家，山东省社科奖评审专家，山东省科技外语大赛专家评委。至今共在《中国翻译》、《外语学刊》等期刊发表论文93篇，出版专著、译著15部；主持省部级等课题12项

Chapter 1 Basic Theories for International Business Negotiation 
Section A Understanding International Business Negotiation 
Section B A Negotiation Aching to Find Way Out 
Words and Expressions 
Background Information 
Situational Dialogue in Negotiation 
Exercises 
Chapter 2 Staffing Negotiation Teams 
Section A Basic Principles That Make You a Smart Negotiator 
Section B What Determines the Success in Multiparty Negotiation 
Words and Expressions 
Background Information 
Situational Dialogue in Negotiation 
Exercises 
Chapter 3 Phases of International Business Negotiation 
Section A A Typical Negotiation on Sale with the Chinese 
Section B How to Negotiate Price for Sales 
Words and Expressions 
Background Information 
Situational Dialogue in Negotiation 
Exercises 
Chapter 4 Negotiation Strategies and Tactics 
Section A What Strategy and Tactics to Choose? 
Section B Negotiation Strategies and Tactics in Practice 
Words and Expressions 
Background Information 
Situational Dialogue in Negotiation 
Exercises 
Chapter 5 Types of International Business Negotiation 
Section A Types of International Business Negotiation 
Section B Long Live Price Negotiations —A Case Study of Price Negotiation Scenario 
Words and Expressions 
Background Information 
Situational Dialogue in Negotiation 
Exercises 
Chapter 6 Verbal and Nonverbal Communication Skills 
Section A Understanding Verbal and Nonverbal Communication 
Section B Smart Car Seller 
Words and Expressions 
Background Information 
Situational Dialogue in Negotiation 
Exercises 
Chapter 7 International Business Negotiation Etiquette 
Section A Business Negotiation Etiquette 
Section B McDonald’s Secret Weapon to Change Disadvantages into Advantages 
Words and Expressions 
Background Information 
Situational Dialogue in Negotiation 
Exercises 
Chapter 8 Cross-Cultural Business Negotiation 
Section A Forewarned Is Forearmed 
Section B Building Trust Before Heading to the Table with Japanese 
Words and Expressions 
Background Information 
Situational Dialogue in Negotiation 
Exercises 
Key to Exercises 
Further Reading 
References