International Business Negotiation

Author: Liu Yuan
Publisher:
Publish Date: 2006-11-01
Features: International business negotiation refers to the process in which parties involved in business activities in different countries or regions, through information exchange, negotiate the various terms of a transaction to reach a deal. As China becomes more deeply and broadly integrated with the world, and as people around the world become more eager to understand China, the need for highly skilled negotiators familiar with international business negotiation techniques and theories has become increasingly urgent. As a national planned textbook for the "11th Five-Year Plan" in higher vocational and technical international trade programs, this book systematically introduces the basic principles and knowledge of international business negotiation. To enable negotiators to understand themselves and their opponents, seize the initiative, and be well-prepared at the negotiation table, the book also provides an in-depth analysis of the influence of the cultures, traditions, and customs of different countries and ethnic groups on the negotiation styles of parties from various regions. It summarizes and synthesizes knowledge from psychology, sociology, and other fields on the formation of negotiators' negotiation concepts, and evaluates and introduces a large number of typical cases. Emphasizing both theory and practice, depth and dynamism, and systematicity and cutting-edge knowledge, the purpose of this textbook is to provide a comprehensive and forward-looking learning resource. This book is suitable for students of economics and trade majors in universities. The content includes: Overview of International Business Negotiation, Preparation for International Business Negotiation, Strategies for Each Stage of International Business Negotiation, Techniques in International Business Negotiation, The Impact of Cultural Differences on International Business Negotiation, Risks in International Business Negotiation, Modern Negotiation Theories and Ideas, and Case Studies of Classic International Business Negotiations.