Business negotiation

Author: Liu Wenguang
Publisher:
Publish Date: 2003-03-01
Features: This book is a planned teaching material for higher vocational and community colleges under the Ministry of Education. It is written based on the "Talent Cultivation Objectives and Basic Specifications for Marketing Majors in Higher Vocational and Community College Education." The entire book follows the negotiation process as a thread, incorporating all negotiation elements, and covers the following content: Business Negotiation, Business Negotiation Planning and Management, Opening and Substantive Negotiation, Negotiation Strategies and Techniques in Competition, Price Negotiation, Negotiation Closure, and International Business Negotiation. With the principle of "enough theory and emphasis on practicality and skills," the book has three distinct features: First, the content structure system is centered on negotiation, ensuring both systematicity and avoiding repetition with related course content. Second, it positions negotiation within the marketing system, elaborating on the concepts, principles, strategies, and technical methods of negotiation based on marketing theory. Third, to enhance the initiative and consciousness of reading, understanding, and training, each chapter consists of four parts: Case Analysis and Insights, Main Content, Summary, and Thinking and Training. The language is easy to understand, and the selected materials are practical and vivid. This book can be used for marketing majors in higher vocational, community colleges, and adult education institutions, as well as for other business and economics majors. It can also serve as a reference book for practicing negotiators.