商务英语谈判正文.doc

Contents Unit 1 An Introduction to Negotiation 1 Passage One Nature of Negotiation 2 Passage Two Negotiation Is Not a Competitive Sport 7 Knowledge Input 18 Knowledge Consolidation 21 Case Study and Practice 25 Unit 2 Principles of Business Negotiations 30 Passage One Business Negotiation Principles 31 Passage two Principles That Make You a Smarter Negotiator 38 Knowledge Input 47 Knowledge Consolidation 48 Case Study and Practice 49 Unit 3 Goals for Negotiations 51 Passage One The Dual Concern Model and Accountability 53 Passage Two Multiple Negotiation Goals 57 Knowledge Input 66 Knowledge Consolidation 70 Case Study and Practice 73 Unit 4 Composing of Negotiation Team 74 Passage One Composing of Negotiation Team 75 Passage Two The Qualities of the Negotiating Members 79 Knowledge Input 87 Knowledge Consolidation 88 Case Study and Practice 91 Unit 5 Preparation for Negotiations 94 Passage One General Idea for Negotiation Preparation 95 Passage Two Practicing Tactics 97 Knowledge Input 104 Knowledge Consolidation 105 Case Study and Practice 106 Unit 6 Business Negotiation Procedure 110 Passage One Business Negotiation Phases 111 Passage Two General Procedures for Business Negotiation 119 Knowledge Input 124 Knowledge Consolidation 126 Case Study and Practice 132 Unit 7 Negotiation Strategies 134 Passage One General Idea for Negotiation Strategies and Tactics 135 Passage Two How to Build an Effective Negotiation Strategy 138 Knowledge Input 142 Knowledge Consolidation 144 Case Study and Practice 145 Unit 8 Beneficial Relationships of the Negotiation 153 Passage One The Beneficial Relationship of the Negotiation 153 Passage Two Set the Right Tone for Your Negotiations 157 Knowledge Input 161 Knowledge Consolidation 164 Case Study and Practice 165 Unit 9 Conflicts in Negotiation 169 Passage One Resolving Conflicts 170 Passage Two Everyday Conflict 174 Knowledge Input 186 Knowledge Consolidation 188 Case Study and Practice 191 Unit 10 Negotiation Memo 195 Passage One G