International Business Negotiation

Author: Bai Yuan
Publisher:
Publish Date: 2002-11-01
Features: International Economics and Trade Series Textbook in the 21st Century. According to expert predictions, after China's entry into the WTO, business negotiation talent is one of the seven types of urgently needed talents. Therefore, cultivating high-quality talents who have both negotiation theory and practical negotiation skills is the main goal of this book. To achieve this objective, the book attempts to conduct a comprehensive and systematic study of negotiation as a universal social activity from theoretical aspects such as the reasons for negotiation, the structure of negotiation, various factors affecting negotiation outcomes, and the personal psychology and cultural background of negotiators. This enables learners to understand the general principles of negotiation, master negotiation strategies, rather than merely knowing the manifestations of negotiation and memorizing some negotiation techniques. Thus, the focus of this book is on negotiation theory, negotiation strategies, and corresponding case studies, aiming to equip students with the general principles of negotiation so that they can remain calm and composed regardless of changes in the location, time, background, or participants of the negotiation.