International Business Negotiation 国际商务谈判（全英）

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International Business Negotiation 国际商务谈判（全英）

主讲教师：徐磊

第1期

第2期

第2期

学校：	浙江外国语学院
开课院系：	国际商务系
专业大类：	管理学
开课专业：	国际商务、电子商务、国际贸易等
课程英文名称：	international business negotiation
学分：	3
课时：	48

•课程介绍
•教学方法
•参考教材
•课程评价
•教学资源
•课程章节

课程介绍

COURSE GOAL

1.	Develop student ability of critical thinking, negotiation and persuasion
2.	Improve student skills in business communication
3.	Start with the process of interpreter some important negotiation concept to help students form correct understanding architecture
4.	Through question method, video analysis and team discussion to help students bring out a great leap from perceptual knowledge to rational knowledge of negotiation

教学方法

Question-oriented heuristic teaching method;

Picro-context-based practicalteaching method;

Deep Explanation of Theory teaching method;

Project-based teamlearning method

Rational knowledge: Analyze and compare several important concept

经过多年教学理论学习和课堂实践基础上摸索出 PBL + TBL” 完整行动教学模式。它是将“问题导向教学法”和“团队学习教学法”有机配合后嫁接到德国行动导向教学完整行动模式中，用后者的条理性、规范性来保证前者的有效性和可控型，最终保证教学效果。关键点有：

教学任务‘情景化’：“引进来”和“走出去”相结合，创设出一些能反映实际应用场景的“情境化”教学任务。

教学模式‘双向化’：变传统“单向灌输” 线性教学形式为“合作互动”双向形式。

教学组织‘完整化’：建立适合学生和课程特点又符合自己教学习惯的操作流程和规范。

参考教材

Textbook:

Roy J. Lewicki、Bruce Barry、David M.Saunders ，international business negotiation,Renmin University of China Press,2020 ISBN978-7-300-14663-8

English Reference Book:

Claude Cellich, Global negotiation InternationalBusiness Negotiations, Renmin University of China Press

Barrymore.International Business Negotiations: Principles and Practices. RenminUniversity Press, 2017

Chinese Class Reference Books:

1. Robert Marsh (Australia), International BusinessNegotiations (English Edition), Beijing Foreign Languages Press

2. Li Xuemei, International Business Negotiations,Tsinghua University Press

3. Current investigation on negotiation and signing ofcontracts, Maister Enterprise Management Research Center, China PeacePublishing House

4. What is Negotiation? GAVIN KENNEDY, China AerospacePress

5. Harvey Negotiation, Gerard Negotiation Center,Southwest University of Finance and Economics Press

6. Simple Negotiations, Hepburn Cohen, ElectronicIndustry Press

7. Business Negotiation, Zhang Baizhang and HeWeiweiwei, Zhejiang University Press

Extension Reference Books:

The Wiseman Speech Bible 1: The Art of Speaking; TheWiseman Speech Bible 2: The Art of Answering

The Wiseman Speech Bible 3: A Perfect Speech

"McKinsey Elite Negotiation Strategies",Takashi Koizumi (Japan)

Advantage Negotiation Roger Dawson (USA)

Art of Negotiation and Strong Negotiation

Website Resources：BBC NEGOTIATION ;OXFORD BUSSINESS NEGOTIATIONCOURSE

课程评价

教学资源

课程章节资源

课程章节	\| 文件类型		\| 修改时间	\| 大小	\| 备注
1.1 Course outline ,Daily grade		视频 .mp4	2024-03-10	77.67MB
1.2 Methods of teaching and learning		视频 .mp4	2024-03-01	35.09MB
		视频 .mp4	2024-03-01	35.22MB
1.3 case study		视频 .mp4	2024-03-03	59.26MB
		视频 .mp4	2024-03-03	155.48MB
		视频 .flv	2024-03-03	42.47MB
1.4 PBL + TBL：Team Building		文档 .doc	2024-03-03	15.50KB
		文档 .doc	2024-03-03	17.50KB
		文档 .doc	2024-03-03	34.50KB
		文档 .doc	2024-03-03	26.50KB
2.1 Prepare lesson before class		文档 .pptx	2024-03-03	772.30KB
2.2 chapter1.1 The definitions and types of negotiation		视频 .mp4	2024-03-01	74.12MB
		视频 .mp4	2024-03-01	72.25MB
2.3 chapter1.2 Negotiation Architecture		视频 .mp4	2024-03-01	218.28MB
2.4 chapter1.3 Negotiation tips		视频 .mp4	2024-03-01	103.57MB
2.5 case study		文档 .doc	2024-03-03	18.50KB
		文档 .doc	2024-03-03	21.50KB
		文档 .doc	2024-03-03	31.00KB
		文档 .doc	2024-03-03	20.50KB
2.6 summary: keypoints of chapter1		文档 .doc	2024-03-10	123.00KB
3.1 Prepare lesson before class		文档 .pptx	2024-03-01	697.73KB
3.2 chapter2.1 Connotation of Culture in Negotiation;		视频 .mp4	2024-03-01	454.13MB
		视频 .mp4	2024-03-01	46.54MB
		视频 .mp4	2024-03-01	33.22MB
3.3 chapter2.2 The specific impacts of Culture on Negotiation		文档 .pdf	2024-03-19	189.03KB
		视频 .mp4	2024-03-19	52.86MB
		视频 .mp4	2024-03-19	271.00MB
3.4 case study		文档 .doc	2024-03-19	18.50KB
		文档 .docx	2024-03-19	52.64KB
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		视频 .mp4	2024-03-19	320.93MB
3.5 summary: keypoints of chapter2		文档 .doc	2024-03-23	69.00KB
4.1 Prepare lessons before class		文档 .pptx	2024-03-25	588.03KB
4.2 chapter3.1 Negotiation power		文档 .doc	2024-03-01	60.50KB
		视频 .mp4	2024-03-01	71.25MB
		视频 .mp4	2024-03-01	147.59MB
		视频 .mp4	2024-03-01	57.16MB
4.3 chapter 3.2 Negotiation Style		文档 .doc	2024-03-01	48.50KB
		视频 .mp4	2024-03-01	46.73MB
		视频 .mp4	2024-03-01	139.78MB
		视频 .mp4	2024-03-01	62.30MB
4.4 case study		文档 .doc	2024-03-01	16.00KB
		文档 .doc	2024-03-01	23.00KB
4.5 Summary：keypoints of chapter 3		文档 .doc	2024-03-01	48.50KB
5.1 Prepare lessons before class		文档 .ppt	2024-03-01	880.50KB
		文档 .pptx	2024-03-01	698.50KB
		文档 .pptx	2024-03-01	791.80KB
5.2 chapter 4.1:Overview of negotiation process		文档 .doc	2024-03-01	51.00KB
		视频 .mp4	2024-03-01	166.81MB
		视频 .mp4	2024-03-01	64.70MB
5.3 chapter4.2 Key element of process		文档 .doc	2024-03-01	63.00KB
		视频 .mp4	2024-03-01	327.33MB
5.4 Summary：keypoints of chapter 4		文档 .pdf	2024-03-01	113.68KB
6.1 Prepare lessons before class		文档 .pptx	2024-03-01	618.32KB
		文档 .pptx	2024-03-01	660.29KB
6.2 chapter 5.1Negotiation preparation		文档 .doc	2024-03-01	47.50KB
		视频 .mp4	2024-03-01	382.59MB
		视频 .mp4	2024-03-01	49.96MB
6.3 chapter 5.2 Developing strategies and tactics.		文档 .doc	2024-03-01	78.00KB
		视频 .mp4	2024-03-01	472.16MB
		视频 .mp4	2024-03-01	124.54MB
6.4 Case and student‘s practice: Negotiation Preparation		文档 .doc	2024-05-09	36.00KB
		视频 .mp4	2024-05-09	30.59MB
6.5 Summary：keypoints of chapter 5		文档 .doc	2024-03-01	40.50KB
7.1 chapter6.1 Establish position		文档 .doc	2024-03-01	38.00KB
		视频 .mp4	2024-03-01	506.06MB
		视频 .mp4	2024-03-01	121.68MB
7.2 chapter6.2 Clarify and defend position		视频 .mp4	2024-03-01	113.78MB
7.3 Student's practice		视频 .mpg	2024-05-22	468.81MB
7.4 Summary: Keypoints of chapter 6		文档 .doc	2024-03-01	36.50KB
8.1 Prepare lessons before class		文档 .pptx	2024-03-01	601.38KB
8.2 chapter7.1 key principle of trading concessions		视频 .mp4	2024-05-29	26.03MB
8.3 chapter7.2-7.3 Prepare concession and key terminology		视频 .mp4	2024-05-29	28.72MB
8.4 chapter7.4 Dealing with the deadlocks		视频 .mp4	2024-05-29	85.87MB
8.5 case		文档 .doc	2024-05-29	40.50KB
8.6 summary:keypoints of chapter7		文档 .doc	2024-05-29	29.50KB
9.1 chapter8.1 Basic knowledge of Price Negotiation		视频 .mp4	2024-03-01	34.34MB
9.2 chapter8.2 The pattern of price concession		视频 .mp4	2024-03-01	20.55MB
9.3 chapter8.3 Key factors of price Negotiation		视频 .mp4	2024-03-01	14.49MB
9.4 Summary: keypoints of chapter8		文档 .doc	2024-03-01	29.50KB
10.1 Prepare lessons before class		文档 .pptx	2024-03-01	553.34KB
		文档 .pptx	2024-03-01	635.97KB
10.2 chapter9.1 Closing Negotiations		视频 .mp4	2024-03-01	24.57MB
10.3 chapter9.2 Signing Contract		文档 .doc	2024-05-29	44.84KB
		视频 .mp4	2024-05-29	10.86MB
10.4 chapter9.3 Renegotiation		视频 .mp4	2024-03-01	16.60MB
10.5 Summary: key points		文档 .doc	2024-03-01	21.50KB
11.1 Case analyze （一）		文档 .pptx	2024-05-29	534.78KB
		文档 .doc	2024-05-29	75.00KB
		文档 .docx	2024-05-29	32.15KB
11.2 Case analyze(二）		视频 .mp4	2024-05-29	349.92MB
		文档 .doc	2024-05-29	160.57KB
12.1 communication skills		文档 .docx	2024-03-01	22.44KB
		文档 .doc	2024-03-01	41.00KB
		文档 .doc	2024-03-01	82.50KB
12.2 Nonverbal Communication; Use of Interpreters		视频 .rmvb	2024-03-01	15.65MB
		视频 .flv	2024-03-01	6.53MB
13.1 Type A country		视频 .mp4	2024-03-01	311.19MB
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		视频 .mp4	2024-03-01	271.94MB
13.2 Type B country		视频 .mp4	2024-03-01	198.11MB
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