Marketing and Business Negotiation

Author: Wan Chenglin
Publisher:
Publish Date: 2004-07-01
Features: This book is guided by the basic theories of modern negotiation studies. Combining knowledge from various disciplines such as modern management, linguistics, logic, communication studies, psychology, and pragmatics, it conducts a comprehensive and systematic research on the theory and practice of business negotiation. The book is divided into four parts: The Principles Part primarily studies the characteristics, elements, classification, and principles of negotiation, as well as negotiation groups, negotiation thinking, and negotiation psychology. The Strategies Part delves into areas such as negotiation goals, procedures, and methods, focusing on the selection and application of negotiation strategies. The Techniques Part comprehensively introduces negotiation techniques and their applications through the study of communication, language, writing, and pricing. The Management Part examines negotiation management issues from the perspectives of negotiation teams and negotiation etiquette. This book has a solid theoretical foundation and strong practical applicability, making it suitable as a textbook or manual for students majoring in finance and economics, as well as for a broad range of finance and commerce professionals and enthusiasts of negotiation studies.