国际商务谈判(商务英语教程高等教育十四五部委规划教材)

本书用地道的英语系统 地介绍了国际商务谈判的基 本规则、理念、步骤和策略 。书中的英文材料大多选自 国内外原汁原味的英语专业 资料，句式地道，表达专业 。同时为了让读者能更好地 掌握和理解课文的内容，我 们对一些较难理解的语言知 识和专业知识均做了详细的 中文解释和翻译。 全书内容主要包括：国 际商务谈判总览、原则、准 备、开场、磋商、谈判战略 和策略、谈判风格以及商务 谈判者的心理素质和创造性 、谈判中的语言技巧的运用 以及国际商务合同的谈判等 共12章。每一章节的编写都 力求材料翔实、全面，内容 新颖，语言难易适中，实践 性强。

马 莉 ，北京交通大学语言与传播学院副教授，英语系副主任，校优秀主讲教师。多次获国家级竞赛Model Apec“模拟亚太经济合作组织”谈判优秀指导教师，持有：中国翻译协会、MTI教指委、教育部翻译协作组联合颁发的高等院校翻译专业师资培训证书；美国国际教育协会 (Institute of International Education)颁发的外语教学证书；美国驻华大使馆和美国教育学会颁发的富布赖特学者交流会演讲证书；加拿大University ofSaskatchewan 颁发的有效教学证书等。研究领域涉及商务翻译、语言学、跨文化交际等。曾在《外语教学》《山东大学学报》等期刊发表CSSCI 论文和其他检索论文10篇。编写了《综合英语听力教程学生用书1-2》《综合英语听力教程教师用书1-2》《英语专业考研英语国家文化考点测评》等教材。参与完成部级及北京市研究项目7，校级及其他相关项目8，主持校级项目3项。

Chapter 1 An Overview of International Business Negotiation 1.1 The Concept of International Business Negotiation 1.2 The Characteristics of International Business Negotiation 1.3 The Basic Rules of International Business Negotiation 1.4 The Types of International Business Negotiation Chapter 2 Principles of International Business Negotiation 2.1 Basic Principles of International Business Negotiation 2.2 Theoretical Frameworks for International Business Negotiation Chapter 3 Preparation for International Business Negotiation 3.1 Collecting Information 3.2 Forming the Negotiation Team 3.3 Formulating the Negotiation Plans 3.4 Physical Preparations 3.5 Simulated Negotiations Chapter 4 Opening of International Business Negotiation 4.1 Types of Opening Atmosphere for Negotiation 4.2 Opening Strategies 4.3 How to Create a Good Negotiation Atmosphere 4.4 Opening Statement Chapter 5 Bargaining Process 5.1 Quotation 5.2 Offering a Price 5.3 Counter Offering Chapter 6 Negotiation Strategies and Tactics 6.1 Making Concessions 6.2 Typical Hardball Tactics 6.3 Strategies Used to Prevent the Counterpart''s Attack Chapter 7 How to Break an Impasse in Negotiation 7.1 Types of the Impasse 7.2 Causes of Impasse 7.3 Avoid the Impasse 7.4 Resolutions of the Impasse Chapter 8 Psychological Qualities and Creativity of the Negotiator 8.1 Psychological Qualities of the Negotiator 8.2 Psychological Management of Negotiators 8.3 Creativity and Problem solving in Negotiation Chapter 9 Language Skills in International Business Negotiation 9.1 Skills of Asking Questions 9.2 Skills of Answering Questions 9.3 Skills of Watching/ Observing Body Language Chapter 10 Inter culture Communication in Negotiation 10.1 Differences of Business Cultures 10.2 Culturally Responsive Negotiation Strategies Chapter 11 The Styles of Business Negotiations 11.1 American Style 11.2 German Style 11.3 French Style 11.4 British Style 11.5 Russian Style 11.6 Australian Style