Business Negotiation (Second Edition)

Author: Ding Jianzhong
Publisher:
Publish Date: 2007-01-01
Features: This book is aimed at international and domestic business activities, grounded in the practice of business activities, and provides a relatively comprehensive and profound explanation of the general composition, procedures, and skills of business negotiations. The book is divided into four parts and nineteen chapters, specifically:
Introduction: Introduces the concept, composition, and classification of business negotiations;
Procedure: Introduces the exploration, preparation, negotiation, summary, renegotiation, conclusion, and reconstruction of business negotiations;
Conditions: Introduces the negotiation of transaction conditions, the prediction of closing conditions, and the positioning of negotiation objectives;
Tools: Introduces the management of business negotiations, the hosting of business negotiations, the negotiators of business negotiations, the thinking of business negotiations, the strategies of business negotiations, and the language of business negotiations.
Through the arrangement of the chapter structure, the author combines theory with practice, introducing the basic knowledge and operational principles of business negotiations to readers in a step-by-step manner, paving the way for cultivating successful negotiation talents in economic and business activities.
Many of the materials used in this book have been taught as elective courses to undergraduate, master's, and doctoral students, as well as MBA students, at Peking University Guanghua School of Management, the Graduate School of the Chinese Academy of Social Sciences, and the International Exchange College of Beijing University of International Business and Economics. They have also been used as series lecture materials for executive training programs at Tianjin University School of Management and Nankai University School of Business, as well as corporate training materials. Based on feedback from teaching and training, as well as new research findings, the book has been revised and improved to make all the viewpoints more rigorous, objective, and complete.
The features of this textbook are its closeness to the actual business environment, providing a more authentic reflection of the inherent laws of business activities. It organically combines the operational techniques of international and domestic business negotiations, expanding the scope of "business negotiations." The new concepts, procedural rules, and negotiation philosophies proposed around business negotiations provide a foundation for both the practice and theory of business negotiations. The book also points out the direction for practical operations and theoretical research.
Given its features, this textbook is suitable for undergraduate teaching as well as for graduate courses or elective courses. Due to space limitations, the textbook includes relatively few cases, which teachers are encouraged to supplement in the classroom during teaching. The shortcomings in the structure or language of this book also await the guidance and corrections of peers and teachers.