本書共分八章，分別從國際商務談判基本理論、談判人員的素質、談判環(huán)節(jié)、 談判策略和技巧、談判類型、語言與非語言溝通技巧、談判禮儀和跨文化談判等方面進行了詳述。修訂版將根據(jù)最新世界政治、經(jīng)濟形勢的變化增加以下內容：1.增加中國文化元素：每章增加一個優(yōu)秀中國文化元素，中英文對照，讓學生學習并向世界傳播優(yōu)秀中國文化。2.增加中國企業(yè)成功案例：每章增加一個優(yōu)秀中國企業(yè)案例，讓學生了解中國企業(yè)的成功。3.增加新談判理論：如國際情景理論。
劉白玉，山東工商學院外國語學院教授\院長，從事國際貿易及翻譯18年，出訪過英國、美國、加拿大等30多個國家。兼任中國國際貿易學會國際商務英語研究會副理事長、山東省對外經(jīng)濟學會國際商務英語專業(yè)委員會會長，中國跨境電商聯(lián)盟理事長，中國高校國際人才聯(lián)盟理事長，山東大學、中國海洋大學兼職碩導，曲阜師范大學、臨沂大學等15所大學特聘教授，山東省社科規(guī)劃項目評審專家。共在《中國翻譯》《中國科技翻譯》《上海翻譯》等期刊發(fā)表論文98篇，出版專著、譯著及主編教材73部，主持省級等課題16項，在全國及省級學術會議做主旨發(fā)言15次。主講《高級英語》《國際貿易實務》《國際商務談判》等31門課，23次獲得教學、科研獎勵。
章節(jié)目錄：
Chapter 01 Basic Theories for International Business Negotiation
Section A Understanding International Business Negotiation
Section B A Negotiation Aching to Find Way Out
Background Information
Words and Expressions
Situational Dialogue in Negotiation
Chinese Case
Chinese Culture
Exercises
Chapter 02 Staffing Negotiation Teams
Section A Basic Principles That Make You a Smart Negotiator
Section B What Determines the Success in Multiparty Negotiation
Background Information
Words and Expressions
Situational Dialogue in Negotiation
Chinese Case
Chinese Culture
Exercises
Chapter 03 Phases of International Business Negotiation
Section A A Typical Negotiation on Sale with the Chinese
Section B How to Negotiate Price for Sales
Background Information
Words and Expressions
Situational Dialogue in Negotiation
Chinese Case
Chinese Culture
Exercises
Chapter 04 Negotiation Strategy and Tactics
Section A What Strategy and Tactics to Choose?
Section B Negotiation Strategy and Tactics in Practice
Background Information
Words and Expressions
Situational Dialogue in Negotiation
Chinese Case
Chinese Culture
Exercises
Chapter 05 Types of International Business Negotiation
Section A Types of International Business Negotiation
Section B Long Live Price Negotiations
Background Information
Words and Expressions
Situational Dialogue in Negotiation
Chinese Case
Chinese Culture
Exercises
Chapter 06 Verbal and Nonverbal Communication Skills
Section A Understanding Verbal and Nonverbal Communication
Section B A Smart Car Seller
Background Information
Words and Expressions
Situational Dialogue in Negotiation
Chinese Case
Chinese Culture
Exercises
Chapter 07 International Business Negotiation Etiquette
Section A Business Negotiation Etiquette
Section B McDonald’s Secret Weapon to Change Disadvantages into Advantages
Background Information
Words and Expressions
Situational Dialogue in Negotiation
Chinese Case
Chinese Culture
Exercises
Chapter 08 Cross-Cultural Business Negotiation
Section A Forewarned Is Forearmed
Section B Building Trust Before Heading to the Table with Japanese
Background Information
Words and Expressions
Situational Dialogue in Negotiation
Chinese Case
Chinese Culture
Exercises
Further Reading
References
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