文档介绍：CATALOGUE
The General Overview on International Business Negotiation
The General Procedures of International Business Negotiation
Five Links of International Business Negotiation
Cross-Cultural Problems in International Business Negotiation
Basic Qualities for Negotiators
Some Styles in International Business Negotiation
Tactical Expressions in Business Negotiation
Preparation for Exporting
Preparation for Negotiation
Business Negotiation I
Business Negotiation II
Business Negotiation III
Business Negotiation IV
After the Negotiation
Chapter One
e GTheneral Overview on International Business Negotiation
An Overall Framework of International Business Negotiation
Features of International Business Negotiation
Basic Rules of International Business Negotiation
Stock Phrases
Some Tips for Trade Delegation
What is Negotiation?
The word “negotiation” derives from the Latin Infinitive “negotiari” which means “to trade or do business”. This word itself is from another word, “negare”(拒绝), meaning “ to deny” and a noun, otium(休闲), meaning “leisure”. Thus, the ancient Roman businessperson would “deny leisure” until the business has been settled. Negotiation is mon human activity as well as a process that people undertake everyday to manage their relationships such a buyer and a seller, a husband and wife, children and parents. As the stakes in some of these negotiations are not very high, people need not have to get preparations for the process and the e. But in international business negotiations, the stakes are usually high, people cannot ignore this fact, they have to get preplans in a more careful way. Both parties in this kind of negotiation should contact each other so that they can get a better deal rather than simply accepting or rejecting what the other is offering. The whole process of negotiation is based upon the premise that both parties are interdependent, that is, one side cannot get what he/she wants without taking the othe