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1、CATALOGUETheGeneralOverviewonInternationalBusinessNegotiationTheGeneralProceduresofInternationalBusinessNegotiationFiveLinksofInternationalBusinessNegotiationCross-CulturalProblemsinInternationalBusinessNegotiationBasicQualitiesforNegotiatorsSomeStyl
2、esinInternationalBusinessNegotiationTacticalExpressionsinBusinessNegotiationPreparationforExportingPreparationforNegotiationBusinessNegotiationIBusinessNegotiationIIBusinessNegotiationIIIBusinessNegotiationIVAftertheNegotiationChapterOneeGTheneralOve
3、rviewonInternationalBusinessNegotiationAnOverallFrameworkofInternationalBusinessNegotiationFeaturesofInternationalBusinessNegotiationBasicRulesofInternationalBusinessNegotiationStockPhrasesSomeTipsforTradeDelegation1.WhatisNegotiation?Theword“negotia
4、tion”derivesfromtheLatinInfinitive“negotiari”(做贸易或生意)whichmeans“totradeordobusiness”.Thisworditselfisfromanotherword,“negare”(拒绝),meaning“todeny”andanoun,otium(休闲),meaning“leisure”.Thus,theancientRomanbusinesspersonwould“denyleisure”untilthebusinessh
5、asbeensettled.Negotiationisacommonhumanactivityaswellasaprocessthatpeopleundertakeeverydaytomanagetheirrelationshipssuchabuyerandaseller,ahusbandandwife,childrenandparents.Asthestakesinsomeofthesenegotiationsarenotveryhigh,peopleneednothavetogetprepa
6、rationsfortheprocessandtheoutcome.Butininternationalbusinessnegotiations,thestakesareusuallyhigh,peoplecannotignorethisfact,theyhavetogetpreplansinamorecarefulway.Bothpartiesinthiskindofnegotiationshouldcontacteachothersothattheycangetabetterdealrath
7、erthansimplyacceptingorrejectingwhattheotherisoffering.Thewholeprocessofnegotiationisbaseduponthepremisethatbothpartiesareinterdependent,thatis,onesidecannotgetwhathe/shewantswithouttakingtheotherintoconsideration.Intheprocessofnegotiation,thereareno
8、rules,tradition,rationalmethodsorhigherauthoritiesavailabletoresolvetheirconflictonceitcropsup.Negotiationisavoluntaryprocessofgivingandtakingwherebothpartiesamendtheiroffersandmodifytheirexpectationssoastocomeclosertoeachotherandtheycanquit,atanytim