Business Negotiation Theory and Practice

Author: Zhou Xiaochen
Publisher:
Publish Date: 2004-02-01
Features: Business negotiation is both a comprehensive discipline integrating various fields of knowledge with rich connotations, and an artful and skillful human activity. It has become an indispensable part of corporate daily operations. With China's entry into the WTO, cross-border business negotiations have become increasingly frequent, and new characteristics and issues have emerged in practice. How to conduct negotiations and how to achieve negotiation success have become urgent questions for people to understand and master. This book primarily introduces the basic concepts of negotiation, research on negotiation psychology and thinking, and basic theories such as negotiation management. It also provides detailed explanations of communication skills during the negotiation process, inquiry, opening, bidding, bargaining, strategies and tactics for each stage, as well as commercial cultures and etiquette of various countries. This book can serve as a textbook for economics and management majors in higher education institutions, as well as a reference for business professionals and government employees.