Business negotiation

Author: Ding Jianguo
Publisher:
Publish Date: 2003-12-01
Features: This book takes international and domestic business activities as its object, based on the practice of business activities, it comprehensively and profoundly explains the general composition, procedures, and skills of business negotiations. The characteristics of this textbook are its closeness to the actual business activities, more genuinely reflecting the inherent laws of business activities, and organically combining the operational skills of international and domestic business negotiations, making the content of "Business Negotiation" broader. Around business negotiations, new concepts, procedural rules, and negotiation philosophies are proposed, providing basic knowledge for the operation and theory of business negotiations. This book also points out the direction for practical operations and theoretical research. This book takes international and domestic business activities as its object, based on the practice of business activities, it comprehensively and profoundly explains the general composition, procedures, and skills of business negotiations. The book is divided into four parts and nineteen chapters, specifically:
Introduction Part: Introduces the concept, composition, and classification of business negotiations;
Procedure Part: Introduces the inquiry, preparation, negotiation, summary, renegotiation, conclusion, and rebuilding negotiation of business negotiations;
Conditions Part: Introduces the negotiation of transaction conditions, the prediction of closing conditions, and the positioning of negotiation goals;
Tools Part: Introduces the management of business negotiations, the hosting of business negotiations, the negotiators of business negotiations, the thinking of business negotiations, the strategies of business negotiations, and the language of business negotiations.
Through the arrangement of the chapter structure, combining theory and practice, the author introduces the basic knowledge and operational patterns of business negotiations to readers from simple to complex, opening up a path for cultivating successful negotiation talents in economic and business activities. The materials used in this textbook have been taught as elective courses to undergraduate, master's, and doctoral students, as well as MBA students, at Peking University Guanghua School of Management, the Graduate School of the Chinese Academy of Social Sciences, and the International Exchange College of Beijing University of International Business and Economics. They have also been used as series lecture materials for executive training programs and corporate training materials at Tianjin University School of Management and Nankai University School of Business. Based on feedback from teaching and training and new research findings, the book has been revised and improved to make the viewpoints more rigorous, objective, and complete. The characteristics of this textbook are its closeness to the actual business activities, more genuinely reflecting the inherent laws of business activities, and organically combining the operational skills of international and domestic business negotiations, making the content of "Business Negotiation" broader. Around business negotiations, new concepts, procedural rules, and negotiation philosophies are proposed, providing basic knowledge for the operation and theory of business negotiations. This book also points out the direction for practical operations and theoretical research.
Given the characteristics of this book, it is suitable for undergraduate teaching, as well as for professional courses or elective courses for graduate students.