书籍详情
优势！商务谈判英语口语50主题
作者：（美）格兰戴尔 著，巨小卫 译
出版社：外文出版社
出版时间：2009-08-01
ISBN：9787119059273
定价：¥32.00
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内容简介
在谈判中要被人生吞活剥了的感觉，你有没有过？很多人都会对谈判心生畏惧，尤其是当你需要用非母语的语言来进行谈判的时候。一想到要置身于某个谈判场景时，你就会膝盖发抖、冒冷汗吗？或者你只是想要用地道的英语练习一下谈判技巧？这本书就是为你准备的！谈判并不只是你说哪些话这么简单，因此本书更关注技巧。本书分为三个部分：谈判的技巧和原则、贸易谈判、投资谈判。你可以根据各个实用的主题学习在各种真实的谈判场景下人们所使用的词汇和语句。更为重要的是，你还可以从中学到各种谈判技巧和原则，帮助你成长为优秀的谈判人才。本书中的50个主题对话也有助于你学习在真实的生活场景中如何进行交流。每一个主题都是相对独立的，因此你可以从中挑选对自己最有用的，循序渐进的学习。本书为你提供最为直截实用、朗朗上口的表达方式，你可以将这些新学到的语言以及谈判技巧直接运用到日常的工作和生活中。
作者简介
格兰戴尔，王牌畅销书《商务英语情景口语100主题》作者，在国际商务领域拥有相当丰富的从业经验，在跨文化交流中表现尤其突出；曾供职于广播电台、纸质新闻媒体、美国国会山联邦政府；近期专攻市场营销与品牌合并；本科毕业于杨伯翰大学，主修国际文化专业，后在西安外国语大学进修中文；目前已同丈夫定居北京。
目录
Section 1第一部分 Negotiation Skills and Principles谈判的技巧和原则
Five Key Steps in Principled Negotiation谈判的五个关键步骤
1 Separate the people from the problem将人和事区分开来
2 Focus on the interests behind the positions关注立场背后的利益
3 Invent options for mutual gain创造双赢的选择
4 Use independent standards使用独立的标准
5 Consider best alternative if negotiation doesn’t reach agreement无望达成协议时考虑最佳备选方案
Four Negotiation Skills to Master谈判的四个重要技巧
6 Don’t negotiate against yourself别为难自己
7 Offering a choice给对方提供选择
8 Never prove the other person wrong不要试图证明别人的错误
9 Don’t give a concession away without receiving one in return没有回馈就不要做出让步
10 Establishing limits before you start your negotiation谈判开始前设好限制条件
Most Common Mistakes in Negotiation--How to Avoid Them谈判中的常见错误及防范策略
11 Beginning your negotiation too soon过早开始谈判
12 Not negotiating with the right person没有找对谈判对象
13 Not being flexible on a position--locking on固执己见，不会变通
14 Feeling helpless or powerless感到无助或无能为力
15 Worrying about losing control of the negotiation担心丧失主动权
16 Forgetting your goals or loosing track of getting to them遗忘目标或偏离方向
17 Toomuchworrying aboutthe otherparty’Sfeelings orgoals过多考虑对方的感受和目的
18 Mind going blank--brain freeze大脑一片空白
19 Falling for physical manipulations受物质因素干扰
20 Losing sight of closing the deal忽略了收尾
Section 2第二部分 Trade Negotiation贸易谈判
Building Relationships of Trust建立信任关系
21 Greeting(meeting and receiving)问候(会面和迎接)
22 Introductions介绍
23 Conventions集会
24 Small talk--breaking the ice聊天——打破陌生
25 Finding out more--how to let the other party know you’re interested了解更深——让别人知道你感兴趣
Inquiry询盘
26 Starting inquiry negotiation开始询盘
27 Agreement on price价格协议
28 Discussing transportation issues and shipping options讨论运输和货运
29 Discussing payment options讨论支付选择
30 Checking on shipment status核实货运状态
Sealing the Deal成交
31 Making concessions作出让步
32 Discussing the bottom line讨论底线
33 Accepting and confirming the terms接受并确认条件
34 Closing the deal成交
35 Quality control issues质量监控事宜
Section 3第三部分 Investment Negotiation投资谈判
JointVenture合资
36 Finding a partner寻找合伙人
37 Showing interest表示有兴趣
38 Discussing terms谈条件
39 Establishing a foreign office设立驻外办事处
Real Estate房地产
40 Getting started开始
41 Property evaluation and selection房产评估和筛选
42 Making an offer出价
43 Closingthe deal成交
Stock Market股市
44 Buying/Selling Stocks买卖股票
45 Short Selling卖空
46 International Markets国际市场
Other Negotiation Topics其他谈判
47 Technology Transfer技术转让谈判
48 Copyright and Patents版权和专利谈判
49 Employment Negotiation雇用谈判
50 Negotiating Salary and Benefits工资和福利判断
Five Key Steps in Principled Negotiation谈判的五个关键步骤
1 Separate the people from the problem将人和事区分开来
2 Focus on the interests behind the positions关注立场背后的利益
3 Invent options for mutual gain创造双赢的选择
4 Use independent standards使用独立的标准
5 Consider best alternative if negotiation doesn’t reach agreement无望达成协议时考虑最佳备选方案
Four Negotiation Skills to Master谈判的四个重要技巧
6 Don’t negotiate against yourself别为难自己
7 Offering a choice给对方提供选择
8 Never prove the other person wrong不要试图证明别人的错误
9 Don’t give a concession away without receiving one in return没有回馈就不要做出让步
10 Establishing limits before you start your negotiation谈判开始前设好限制条件
Most Common Mistakes in Negotiation--How to Avoid Them谈判中的常见错误及防范策略
11 Beginning your negotiation too soon过早开始谈判
12 Not negotiating with the right person没有找对谈判对象
13 Not being flexible on a position--locking on固执己见，不会变通
14 Feeling helpless or powerless感到无助或无能为力
15 Worrying about losing control of the negotiation担心丧失主动权
16 Forgetting your goals or loosing track of getting to them遗忘目标或偏离方向
17 Toomuchworrying aboutthe otherparty’Sfeelings orgoals过多考虑对方的感受和目的
18 Mind going blank--brain freeze大脑一片空白
19 Falling for physical manipulations受物质因素干扰
20 Losing sight of closing the deal忽略了收尾
Section 2第二部分 Trade Negotiation贸易谈判
Building Relationships of Trust建立信任关系
21 Greeting(meeting and receiving)问候(会面和迎接)
22 Introductions介绍
23 Conventions集会
24 Small talk--breaking the ice聊天——打破陌生
25 Finding out more--how to let the other party know you’re interested了解更深——让别人知道你感兴趣
Inquiry询盘
26 Starting inquiry negotiation开始询盘
27 Agreement on price价格协议
28 Discussing transportation issues and shipping options讨论运输和货运
29 Discussing payment options讨论支付选择
30 Checking on shipment status核实货运状态
Sealing the Deal成交
31 Making concessions作出让步
32 Discussing the bottom line讨论底线
33 Accepting and confirming the terms接受并确认条件
34 Closing the deal成交
35 Quality control issues质量监控事宜
Section 3第三部分 Investment Negotiation投资谈判
JointVenture合资
36 Finding a partner寻找合伙人
37 Showing interest表示有兴趣
38 Discussing terms谈条件
39 Establishing a foreign office设立驻外办事处
Real Estate房地产
40 Getting started开始
41 Property evaluation and selection房产评估和筛选
42 Making an offer出价
43 Closingthe deal成交
Stock Market股市
44 Buying/Selling Stocks买卖股票
45 Short Selling卖空
46 International Markets国际市场
Other Negotiation Topics其他谈判
47 Technology Transfer技术转让谈判
48 Copyright and Patents版权和专利谈判
49 Employment Negotiation雇用谈判
50 Negotiating Salary and Benefits工资和福利判断
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