Project One Fundamentals of International Business Negotiation

Chapter 1 Basic Concepts of International Business Negotiation

Work Objectives

Module Ⅰ Lead-in Reading

1．Opening Your Eyes

2．Case Discussing

Module Ⅱ Linking-up

Ⅰ A Brief Introduction to Negotiation

1．Implication of Negotiation

2．Correct Understanding of Negotiation

3．Elements of Negotiation

Ⅱ Definition and Characteristics of Business Negotiation

1．Defmition of Business Negotiation

2．Characteristics of Business Negotiation

Ⅲ Types and Contents of Business Negotiation

1．Common Types of Business Negotiation

2．Contents of Business Negotiation

Ⅳ Goals of International Business Negotiation

1．The Best Target

2．The Intermediate Target

3．The Acceptable Target

Module Ⅲ Notes to the Related Language Points

Module Ⅳ Building Up More Skills

Task 1 Mini Negotiation Reading

Task 2 Simulation Drills

Module Ⅴ Learning More

Task 1 Learn Negotiation Tipsby Heart

Task 2 Extending Writing Project

Module Ⅵ Showing Your Talent Fully

Chapter 2 Principles of Business Negotiation

Work Objectives

Module Ⅰ Lead-in Reading

1．Opening Your Eyes

2．Case Discussing

Module Ⅱ Linking-up

Ⅰ Basic Principles of Business Negotiation

Ⅱ Principles of Business Negotiation

1．Principle of Collaboration Negotiation

2．Principle of Trust in Negotiation

3．Principle of Interest Distribution

4．Win-Win Principle

Module Ⅲ Notes to the Related Language Points

Module Ⅳ Building Up More Skills

Task 1 Mini Negotiation Reading

Task 2 Simulation Drills

Module Ⅴ Learning More

Task 1 Learn Negotiation Tips by Heart

Task 2 Extending Writing Project

Module Ⅵ Showing Your Talent Fully

Chapter 3 Psychology in Negotiation

Work Objectives

Module Ⅰ Lead-in Reading

1．Opening Your Eyes

2．Case Discussing

Module Ⅱ Linking-up

Ⅰ The Need Theory and Negotiation

1．The Need Theory of Maslow

2．The Application of the Need Theory to Negotiation

Ⅱ Modern Negotiation Theories

Module Ⅲ Notes to the Related Language Points

Module Ⅳ Building Up More Skills

Task 1 Mini Negotiation Reading

Task 2 Simulation Drills

Module Ⅴ Learning More

Task 1 Learn Negotiation Tips by Heart

Task 2 Extending Writing Project

Module Ⅵ Showing Your Talent Fully

Chapter 4 Procedure of Business Negotiation

Work Objectives

Module Ⅰ Lead-in Reading

1．Opening Your Eyes

2．Case Discussing

Module Ⅱ Linking-up

Ⅰ Pre-negotiation Stage

1．Assessing the Situation and the People

2．Creditability Study

3．Forming Negotiation Team

4．Designing Agenda for Negotiation

5．Making a Feasible Negotiation Plan

Ⅱ Negotiation Stage

1．The Opening and Reviewing

2．The Bidding and Bargaining

3．The Settling and Ratifying

Ⅲ Post-negotiation Stage

1．Wrapping Up

2．Drawing Up a Written Contract

3．Contract Signing

Module Ⅲ Notes to the Related Language Points

Module Ⅳ Building Up More Skills

Task 1 Mini Negotiation Reading

Task 2 Simulation Drills

Module Ⅴ Learning More

Task 1 Learn Negotiation Tips by Heart

Task 2 Extending Writing Project

Module Ⅵ Showing Your Talent Fully

Project Two Practical Business Negotiation

Chapter 5 Five Links of International Business Negotiation

Work Objectives

Module Ⅰ Lead-in Reading

1．Opening Your Eyes

2．Case Discussing

Module Ⅱ Linking-up

Ⅰ A Brief Introduction to Five Links of International Business Negotiation

Ⅱ Five Links of International Business Negotiation

1．Enquiry

2．Offer

3．Counter-offer

4．Acceptance

5．Conclusion of a Contract

Module Ⅲ Notes to the Related Language Points

Module Ⅳ Building Up More Skills

Task 1 Mini Negotiation Reading

Task 2 Simulation Drills

Module Ⅴ Learning More

Task 1 Learn Negotiation Tips by Heart

Task 2 Extending Writing Project

Module Ⅵ Showing Your Talent Fully

Chapter 6 Strategies of International Business Negotiation

Work Objectives

Module Ⅰ Lead-inReading

1．Opening Your Eyes

2．Case Discussing

Module Ⅱ Linking-up

Ⅰ How to Build Effective Negotiation Strategy

1．Consider the BATNA(Best Alternative to a Negotiation Agreement)

2．Satisfy Interests

3．Separate the People from the Problem

4．Resiliency

5．Choose Suitable Style and Modes

Ⅱ Strategies of International Business Negotiation

1．General Principles of Negotiation Strategies

2．International Business Negotiation Strategies

Module Ⅲ Notes to the Related Language Points

Module Ⅳ Building Up More Skills

Task 1 Mini Negotiation Reading

Task 2 Simulation Drills

Module Ⅴ Learning More

Task 1 Learn Negotiation Tips by Heart

Task 2 Extending Writing Project

Module Ⅵ Showing Your Talent Fully

Chapter 7 Sales Negotiation

Work Objectives

Module Ⅰ Lead-in Reading

1．Opening Your Eyes

2．Case Discussing

Module Ⅱ Linking-up

Ⅰ Concept of Sales Negotiation

Ⅱ Main Contents of Sales Negotiation

1．Quality

2．Quantity

3．Transportation

4．Packing

5．Payment

6．Insurance

7．Inspection

8．Claiming for Damages and Arbitration

Ⅲ Tips for Sales Negotiations

1．Reduce the Buyer's Power through Differentiation

2．Take a Strategic View—from Both Sides

3．Manage Power with a SWOT(strengths,weaknesses,opportunities and threats)Analysis

4．Evaluate the Priorities

5．Trade:Don't Make Unilateral Concessions

Module Ⅲ Notes to the Related Language Points

Module Ⅳ Building Up More Skills

Task 1 Mini Negotiation Reading

Task 2 Simulation Drills

Module Ⅴ Learning More

Task 1 Learn Negotiation Tips by Heart

Task 2 Extending Writing Project

Module Ⅵ Showing Your Talent Fully

Chapter 8 International Investment Negotiation

Work Objectives

Module Ⅰ Lead-in Reading

1．Opening Your Eyes

2．Case Discussing

Module Ⅱ Linking-up

Ⅰ A Brief Introduction to Joint Venture

Ⅱ Types of Joint Venture

1．Equity Joint Venture

2．Contractual Joint Venture

Ⅲ Management and Operation of Joint Venture

1．Form of Organization

2．Registered Capital

3．Form of Investment and the Proportion of Investment

4．Board of the Directors and the Management Body

5．Distribution of Profits

6．Technology Introduction of Joint Venture

7．Procurement of Materials and the Sales of Its Products

Ⅳ The Equity Joint Venture Negotiation

1．Establishment of the Equity Joint Venture

2．Capitalization

3．External Financing

4．Labor Management

5．Land Management

6．Foreign Exchange Controls

7．Taxation

8．Accounting and Profit Distribution

9．Term and Termination

Module Ⅲ Notes to the Related Language Points

Module Ⅳ Building Up More Skills

Task 1 Mini Negotiation Reading

Task 2 Simulation Drills

Module Ⅴ Learning More

Task 1 Learn Negotiation Tipsby Heart

Task 2 Extending Writing Project

Module Ⅵ Showing Your Talent Fully

Chapter 9 International Technology Trade Negotiation

Work Objectives

Module Ⅰ Lead-in Reading

1．Opening Your Eyes

2．Case Discussing

Module Ⅱ Linking-up

Ⅰ Principal Legal Forms of Technology Trade

1．Assignment

2．A License Contract

3．A Know-how Contract

Ⅱ Features of Technology Trade Negotiation

1．Monopolists

2．Multiple Transactions

3．Profit-oriented

Ⅲ Content of Technology Trade Negotiation

1．Scope of Technology

2．Terms of Payment

3．Delivery of Documentation

4．Training Program

5．Technical Assistance

Ⅳ Steps of Technology Trade Negotiation

1．Exploratory Discussion

2．Agreement in Principle

3．Negotiation

4．Final Agreement

Module Ⅲ Notes to the Related Language Points

Module Ⅳ Building Up More Skills

Task 1 Mini Negotiation Reading

Task 2 Simulation Drills

Module Ⅴ Learning More

Task 1 Learn Negotiation Tips by Heart

Task 2 Extending Writing Project

Module Ⅵ Showing Your Talent Fully

Chapter 10 International Business Contract Negotiation

Work Objectives

Module Ⅰ Lead-in Reading

1．Opening Your Eyes

2．Case Discussing

Module Ⅱ Linking-up

Ⅰ An Introduction to International Business Contract

1．Concepts of Business Contract

2．Types of Business Contract

3．Terms of Business Contract

Ⅱ Procedures of Business Contract Negotiation

1．Drafting and Signing of Business Contract

2．Implementation of Business Contract

3．Contract Dispute Settlement

Module Ⅲ Notes to the Related Language Points

Module Ⅳ Building Up More Skills

Task 1 Mini Negotiation Reading

Task 2 Simulation Drills

Module Ⅴ Learning More

Task 1 Learn Negotiation Tips by Heart

Task 2 Extending Writing Project

Module Ⅵ Showing Your Talent Fully

Project Three Cultural Influence on Business Negotiation

Chapter 11 Intercultural Awareness in Business Activities

Work Objectives

Module Ⅰ Lead-in Reading

1．Opening Your Eyes

2．Case Discussing

Module Ⅱ Linking-up

Ⅰ Context Orientation and Features of Mainstream Culture

1．Context Orientation

2．Mainstream Cultures

3．Cultural Influences

Ⅱ Cultural Factors Involved in Business Negotiation

1．Social Values

2．Roles and Status

3．Cultural Context

4．Decisions-making

5．Manners and Customs

6．Time and Space

7．Gender

Ⅲ Cultural Conflict Management

1．Effective Approaches to Conflict

2．Positive Rules to Reduce Conflict

Module Ⅲ Notes to the Related Language Points

Module Ⅳ Building Up More Skills

Task 1 Mini Negotiation Reading

Task 2 Simulation Drills

Module Ⅴ Learning More

Task 1 Learn Negotiation Tip by Heart

Task 2 Extending Writing Project

Module Ⅵ Showing Your Talent Fully

Chapter 12 Business Protocols,Etiquette and Negotiation Styles

Work Obiectives

Module Ⅰ Lead-in Reading

1．Opening Your Eyes

2．Case Discussing

Module Ⅱ Linking-up

Ⅰ Business Protocol and Etiquette

1．Exchanging Business Cards

2．Dress Codes

3．Forms of Address

4．Dinner Party Etiquette

5．Business Gifts

Ⅱ Different Business Negotiating Styles

1．American Style

2．British Style

3．Australian Style

4．German Style

5．French Style

6．Russian Style

7．Japanese Style

8．Latin American Style

9．African Style

Module Ⅲ Notes to the Related Language Points

Module Ⅳ Building Up More Skills

Task 1 Mini Negotiation Reading

Task 2 Simulation Drills

Module Ⅴ Learning More

Task 1 Learn Negotiation Tips by Heart

Task 2 Extending Writing Project

Module Ⅵ Showing Your Talent Fully

Answers