Business Negotiation Theory and Practice

Author: Chief Editor Sun Shaonian
Publisher:
Publish Date: 2007-03-01
Features: This book is a textbook for vocational and technical college students to study the theory and practice of business negotiation, consisting of 10 chapters. Chapter 1 introduces the basic theories and fundamental knowledge of business negotiation. Chapters 2, 3, and 4 primarily elaborate on the various stages of business negotiation from preparation to the beginning, until the negotiation concludes, contract fulfillment, and contract management. Chapter 5 mainly covers the ethical and legal constraints in business negotiation and risk prevention. Chapter 6 primarily explains the role of main tools, language, and thinking in business negotiation. Chapter 7 mainly discusses the impact of psychological factors on business negotiation. Chapter 8 focuses on introducing common strategies and techniques used in practical business negotiation. Chapters 9 and 10 introduce common taboos and etiquette in business negotiation. By studying this textbook, students can understand the basic theories of business negotiation, master common negotiation techniques, become familiar with practical negotiation skills, develop negotiation capabilities, broaden their horizons, enhance their social adaptability, and become high-quality talents.