PartⅠ Managing the Negotiation Process
Stage 1 Preparing for the Negotiation
Stage 2 Opening
Stage 3 Bargaining
Stage 4 Closing
PartⅡ Negotiation in International Business
Unit One Making Enquiries
Unit Two Negotiating Prices
Unit Three Placing Orders
Unit Four Terms of Payment
Unit Five Packing
Unit Six Shipment
Unit Seven Insurance
Unit Eight Claim
Part Ⅲ The Social Etiquette and the Negotiation Styles
Unit One The Social Etiquette and the Negotiation Styles of Some Asian Countries
1. The Social Etiquette and the Negotiating Style of Burma
2. The Social Etiquette and the Negotiating Style of India
3. The Social Etiquette and the Negotiating Style of Malaysia
4. The Social Etiquette and the Negotiating Style of Japan
5. The Social Etiquette and the Negotiating Style of Saudi Arabia
6. The Social Etiquette and the Negotiating Style of Singapore
7. The Social Etiquette and the Negotiating Style of South Korea
8. The Social Etiquette and the Negotiating Style of Thailand
9. The Social Etiquette and the Negotiating Style of Viet Nam
Unit Two The Social Etiquette and the Negotiation Styles of Some African Countries
1. The Social Etiquette and the Negotiating Style of Congo Brazzaville and Congo Kinshasa
2. The Social Etiquette and the Negotiating Style of Egypt
3. The Social Etiquette and the Negotiating Style of Ethiopia
4. The Social Etiquette and the Negotiating Style of Kenya
5. The Social Etiquette and the Negotiating Style of Mauritius
6. The Social Etiquette and the Negotiating Style of Morocco
7. The Social Etiquette and the Negotiating Style of Nigeria
8. The Social Etiquette and the Negotiating Style of Rwanda
9. The Social Etiquette and the Negotiating Style of South Africa
10. The Social Etiquette and the Negotiating Style of Sudan and South Sudan
11. The Social Etiquette and the Negotiating Style of Tanzania
12. The Social Etiquette and the Negotiating Style of Uganda
Unit Three The Social Etiquette and the Negotiation Styles of Some European Countries
1. The Social Etiquette and the Negotiating Style of Croatia
2. The Social Etiquette and the Negotiating Style of Denmark
3. The Social Etiquette and the Negotiating Style of France
4. The Social Etiquette and the Negotiating Style of Germany
5. The Social Etiquette and the Negotiating Style of Italy
6. The Social Etiquette and the Negotiating Style of Poland
7. The Social Etiquette and the Negotiating Style of Russia
8. The Social Etiquette and the Negotiating Style of Spain
9. The Social Etiquette and the Negotiating Style of UK
Unit Four The Social Etiquette and the Negotiation Styles of Some American Countries
1. The Social Etiquette and the Negotiating Style of Argentina
2. The Social Etiquette and the Negotiating Style of Brazil
3. The Social Etiquette and the Negotiating Style of Chile
4. The Social Etiquette and the Negotiating Style of Colombia
5. The Social Etiquette and the Negotiating Style of Mexico
6. The Social Etiquette and the Negotiating Style of Peru
7. The Social Etiquette and the Negotiating Style of USA
8. The Social Etiquette and the Negotiating Style of Uruguay
9. The Social Etiquette and the Negotiating Style of Venezuela
Unit Five The Social Etiquette and the Negotiation Styles of Some Oceanian Countries
1. The Social Etiquette and the Negotiating Style of Australia
2. The Social Etiquette and the Negotiating Style of New Zealand
Key to Exercises
参考书目
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