International Business Negotiation Theory, Practice, and Cases

Author: Liu Yuan
Publisher:
Publish Date: 2001-06-01
Features: Business negotiation is an extremely important part of foreign economic activities. Any transaction conditions involving prices, scale, payment methods, etc., must be determined through business negotiation. In other words, the rights and obligations of both parties in a transaction must be established through negotiation. The agreement reached through negotiation is legally binding and must be fulfilled, with little room for change. Therefore, the outcome of negotiations directly affects a company's microeconomic interests and has an impact on the nation's macroeconomic interests. Due to long-term isolation in the past, many Chinese enterprises, which have just entered the global market, are generally unfamiliar with the skills of international business negotiation and lack proficiency in their application. Many reputable large companies often fail in negotiations due to the lack of negotiation knowledge and business etiquette among their personnel, resulting in missed opportunities and unnecessary losses for both the country and the companies. The author hopes that through this book, you can gain a preliminary understanding of the process, steps, and related knowledge of international business negotiation, become familiar with the customs and negotiation taboos of major countries and regions in the world, avoid and reduce errors during negotiations, enhance negotiation and bargaining skills, and contribute to advancing China's international business cooperation with other countries to a higher level.