简明商务英语系列教程10:国际商务谈判
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品牌: 卡瑞
基本信息·出版社：上海外语教育出版社
·页码：182 页
·出版日期：2009年
·ISBN：7544610691/9787544610698
·条形码：9787544610698
·包装版本：1版
·装帧：平装
·开本：16
·正文语种：英语
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内容简介上海外语教育出版社经过精心策划，适时推出了商务英语知识群的教材——“简明商务英语系列教程”。这套原版商务英语专业知识阅读教材从美国世界贸易图书出版社最新引进，共12本，涉及商科知识的各个领域，包括国际经济学、国际贸易、管理学、营销学、国际商法、商务谈判、商业伦理、商业文化、商业合同、商业支付等。本系列教材的特点是：知识体系完整，内容简明扼要，语言文字流畅，理论联系实际。为了帮助读者更好地理解商务英语学习所必备的商务专业知识，本套教材组织了阵容强大的专家委员会，还特邀对外经济贸易大学商务英语的专家教授为本系列教材撰写导读，相信一定会对学习者大有裨益。
本系列教材可以作为大专院校商务英语、国际贸易、工商管理等专业学生的相关课程的教材，同时也可作为企业各类管理人员的培训教材或辅导资料，以及广大商务英语学习者的自学教程或阅读丛书。
作者简介Jeffrey Curry，取得过MBA和Ph.D.学位。在北美、亚洲和欧洲国家具有多年贸易、金融和前期市场开发的实践经验。他担任VIEN公司（建于1992年）的经理，主要从事对中国、东盟国家和独联体国家的新兴市场的开发与投资。他是“VIEN新兴市场报告”的主编，其观点被北美、欧洲和亚洲国家的专业投资人员及高校商学院广为参考和使用。他曾经在美国和亚洲担任开发管理、国际经济与金融等课程的教学工作，并著有关于经济及市场营销的书籍。如A Short Course in International Matrketing和A Short Course in International Economics。
编辑推荐外教社“简明商务英语系列教程”可作为大专院校商务英语、国际贸易、工商管理等专业学生的相关课程的教材，也可作为企业各类管理人员的培训教材或辅导资料，以及广大商务英语学习者的自学教程或阅读丛书。
目录
Chapter 1: THE ROLE OF THE CHIEF NEGOTIATOR
Small Stage, Big Part
Chapter 2: CHOOSING YOUR TEAM
Big Guns, Little Guns
Chapter 3: CONTROLLING NEGOTIATIONS
Who's Calling the Shots？
Chapter 4: INITIATING NEGOTIATIONS
Getting the Lay of the Land
Chapter 5: FACE-TO-FACE
Sizing Up Your Counterparts
Chapter 6: THE FUNCTION OF BIAS
Perception versus Reality
Chapter 7: SITE SELECTION
How Do You Get There, from Here？
Chapter 8: THE AGENDA
Carve It in Stone
Chapter 9: ABOUT TRANSLATORS
Making Sure Your Message Gets Through
Chapter 10: NEGOTIATING STYLES, PART 1
Major Personal Styles
Chapter 11: NEGOTIATING STYLES, PART 2
Major Team Styles
Chapter 12: PLANNING TO WIN
Success Is a Choice, Not a Result
Chapter 13: COUNTERING PERSONAL STRATEGIES
How to Get the Upper Hand
Chapter 14: COUNTERING TEAM STRATEGIES
How to Keep the Upper Hand
Chapter 15: SELECTING TACTICS
Playing to Win
Chapter 16: CLOSING THE DEAL
Who Makes the Decision？
Chapter 17: REPORTING RESULTS
Is 99 Percent Enough？
Chapter 18: COMMITMENT
The Strain of Implementation
Chapter 19: STRATEGIC AND TACTICAL GUIDELINES BY COUNTRY
Chapter 20: GLOSSARY
Chapter 21: RESOURCES
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序言截至2008年，教育部已批准对外经济贸易大学、广东外语外贸大学和上海对外贸易学院三所高校设立商务英语本科专业。目前，全国已有近700所院校开设了商务英语专业方向或课程，商务英语教学内容由语言能力、跨文化交际、商科知识、人文素养四个课程群组成，如何建设和完善商务英语教材已成为办好商务英语专业的关键因素之一。
上海外语教育出版社经过精心策划，适时推出了商务英语知识群的教材——“简明商务英语系列教程”。这套原版商务英语专业知识阅读教材从美国世界贸易图书出版社最新引进，共12本，涉及商科知识的各个领域，包括国际经济学、国际贸易、管理学、营销学、国际商法、商务谈判、商业伦理、商业文化、商业合同、商业支付等。本系列教材的特点是：知识体系完整，内容简明扼要，语言文字流畅，理论联系实际。为了帮助读者更好地理解商务英语学习所必备的商务专业知识，本套教材组织了阵容强大的专家委员会，还特邀对外经济贸易大学商务英语的专家教授为本系列教材撰写导读，相信一定会对学习者大有裨益。
本系列教材可以作为大专院校商务英语、国际贸易、工商管理等专业学生的相关课程的教材，同时也可作为企业各类管理人员的培训教材或辅导资料，以及广大商务英语学习者的自学教程或阅读丛书。
文摘LOCATION
Location, or the sudden change of location, can be used to disconcert an opponent-even more so when they're "high maintenance" types who require ideal circumstances for optimal performance. Targeted visitors may find that the meeting facility that was touted as being "just outside of the city" is in reality a two-hour drive through backroads. Unfamiliar territory and distance from their psychological link to getting home （the airport） make the victim of this tactic dependent on their opposition. No longer merely counterparts, they have become caregivers. Add into this the accompanying language problems, transport restrictions, and general separation anxiety （homesickness）, and the picture is complete. Negotiations will proceed but under the control of the practitioner. It's a tactic that's best used against inexperienced negotiators, as it relies on the target being unused to the rigors of travel. Experienced teams will be only mildly inconvenienced and yawn at the ham-handedness of the ploy.
Another location tactic is commonly used by large companies to awe counterparts. Rather than inconveniencing opponents, they lavish them with every possible thing they could want. Meeting facilities and hotels are top-of-the-line with furnishings designed to impress. Tours are arranged for cuttingedge manufacturing plants and high-tech compounds. No expense is spared. The message being sent out by the practitioner is "we're already at the top. We don't need your （product, business, expertise）, but we are more than happy to discuss it." If you're on the receiving end of this tactic, be aware that the underlying message is "We really want what you have but we're going to try and convince you that it's not worth very much." This tactic never works on Impassive or Stern strategists but the rest of us are highly susceptible to it. Remember, though the lap of luxury is nice, you're still sitting on someone's lap.
INDEBTEDNESS
This gambit entails making coun
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