国际商务谈判英语..doc

CATALOGUE The General Overview on International Business Negotiation The General Procedures of International Business Negotiation Five Links of International Business Negotiation Cross-Cultural Problems in International Business Negotiation Basic Qualities for Negotiators Some Styles in International Business Negotiation Tactical Expressions in Business Negotiation Preparation for Exporting Preparation for Negotiation Business Negotiation I Business Negotiation II Business Negotiation III Business Negotiation IV After the Negotiation Chapter Onee GTheneral Overview on International Business Negotiation An Overall Framework of International Business Negotiation Features of International Business Negotiation Basic Rules of International Business Negotiation Stock Phrases Some Tips for Trade Delegation What is Negotiation? The word “negotiation” derives from the Latin Infinitive “negotiari” which means “to trade or do business”. This word itself is from another word, “negare”（拒绝）, meaning “ to deny” and a noun, otium(休闲), meaning “leisure”. Thus, the ancient Roman businessperson would “deny leisure” until the business has been settled. Negotiation is a common human activity as well as a process that people undertake everyday to manage their relationships such a buyer and a seller, a husband and wife, children and parents. As the stakes in some of these negotiations are not very high, people need not have to get preparations for the process and the outcome. But in international business negotiations, the stakes are usually high, people cannot ignore this fact, they have to get preplans in a more careful way. Both parties in this kind of negotiation should contact each other so that they can get a better deal rather than simply accepting or rejecting what the other is offering. The whole process of negotiation is based upon the premise that both parties are interdependent, that is, one side cannot get what he/she wants without taking the other into