International Business Negotiatio...

徐磊

目录

  • 1 Introduction
    • 1.1 Course outline ,Daily grade
    • 1.2 Methods of teaching and learning
    • 1.3 VIdeo case learning
    • 1.4 PBL + TBL：Team Building
  • 2 Chapter1: Overview of Global Business Negotiations
    • 2.1 Prepare lesson before class
    • 2.2 chapter1.1  The  definitions and types of negotiation
    • 2.3 chapter1.2 Negotiation Architecture
    • 2.4 chapter1.3 Negotiation tips
    • 2.5 case analyze
    • 2.6 summary: keypoints of chapter1
  • 3 Chapter2:Role of Culture in Negotiation
    • 3.1 Prepare lesson before class
    • 3.2 chapter2.1 Connotation of Culture in Negotiation;
    • 3.3 chapter2.2 The specific impacts of Culture on Negotiation
    • 3.4 case study
    • 3.5 summary: keypoints of  chapter2
  • 4 Chapter3:Negotiating Power and Style
    • 4.1 Prepare lessons before class
    • 4.2 chapter3.1 Negotiation  power
    • 4.3 chapter 3.2  Negotiation Style
    • 4.4 case study
    • 4.5 Summary：keypoints of chapter 3
  • 5 Chapter 4 Negotiation Process(structure and element)
    • 5.1 Prepare lessons before class
    • 5.2 chapter 4.1:Overview of negotiation process
    • 5.3 chapter4.2 Key element of process
    • 5.4 Summary：keypoints of chapter 4
  • 6 Chapter5:Pre-negotiations Process
    • 6.1 Prepare lessons before class
    • 6.2 chapter 5.1Negotiation preparation
    • 6.3 chapter 5.2 Developing strategies and tactics.
    • 6.4 Student‘s  practice: Negotiation Preparation
    • 6.5 Summary：keypoints of chapter 5
  • 7 Chapter 6: Initiating Global Business Negotiations
    • 7.1 chapter6.1 Establish position
    • 7.2 chapter6.2 Clarify  and defend  position
    • 7.3 Student's  practice
    • 7.4 Summary: Keypoints of chapter 6
  • 8 Chapter7:Trading Concessions
    • 8.1 Prepare lessons before class
    • 8.2 chapter7.1  key  principle of trading concessions
    • 8.3 chapter7.2-7.3 Prepare concession and  key  terminology
    • 8.4 chapter7.4 Dealing with the deadlocks
    • 8.5 summary:keypoints of chapter7
  • 9 Chapter 8: Price Negotiation
    • 9.1 chapter8.1 Basic knowledge of Price Negotiation
    • 9.2 chapter8.2 The  pattern of  price concession
    • 9.3 chapter8.3  Key factors  of price Negotiation
    • 9.4 Summary: keypoints of chapter8
  • 10 Chapter 9: Closing Business Negotiations and Renegotiations
    • 10.1 Prepare lessons before class
    • 10.2 chapter9.1 Closing Negotiations
    • 10.3 chapter9.2 Signing Contract
    • 10.4 chapter9.3 Renegotiation
    • 10.5 Summary: key points
  • 11 chapter 10:  Alliance ,IJV and M&A negotiation
    • 11.1 Case analyze （一）
    • 11.2 Case analyze(二）
  • 12 topic1: Communication Skills for Effective Negotiations
    • 12.1 communication skills
    • 12.2 Nonverbal Communication; Use of Interpreters
  • 13 各国商务谈判文化集萃
    • 13.1 Type A country
    • 13.2 Type B country
chapter1.2 Negotiation Architecture