国际商务-讲授课程

        PART Ⅰ ESSENTIALS OF NEGOTIATION


        1 Negotiation---The Mind and the Heart

        2 Negotiation Procedure and Structure

        3 Preparation---What to Do Before Negotiation

        4 Distributive Negotiation --- Slicing the Pie

        5 The Power of Fairness

        6 Win-Win Negotiation -- Expanding the Pie

        7 Collaborative Principled Negotiation

        8 Law of Interest Distribution

 

        PART Ⅱ ADVANCED NEGOTIATION SKILLS    


        9 Developing a Negotiating Style

        10 Establishing Trust and Building a Relationship

        11 Power, Persuasion, and Ethics

        12 Creativity and Problem Solving in Negotiation

 

        PART Ⅲ  APLICATIONS AND SPECIAL SECNARIOS


        13 Complex Negotiation

        14 Cross-Cultural Negotiation

        15 Tacit Negotiations and Social Dilemma

        16 Negotiating Via Information Technology

 

        REFERENCES


   1. Deepak Malhotra, Max H. Bazerman. Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond.   

       Bantam; Reprint,2008,8,26.

  2. Leigh L.Thompson. The Mind and Heart Of the Negotiator (4th Edition). Tsinghua University Press,2010,11,1.

  3. Roy J.Lewicki, David M.Saunders, Bruce Barry. International Business Negotiation (5th Edition). China Renmin University Press,2008,11,1.


 

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