白远-国际商务谈判（第六版）知识点列表（英文）.docxVIP

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白远-国际商务谈判（第六版）知识点列表（英文）.docx

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Chapter 1 Negotiation Motives and Key Terminology Knowledge Points for chapter one number Knowledge Points page section 1 Negotiation P 1.2 2 Conflict P 1.2 3 Stake P 1.2 4 Business negotiation 1.3 5 International business negotiation 1.3 Chapter 2 Negotiation Procedure and Structure Knowledge Points for chapter two number Knowledge Points page section 1 Procedure P 2.1 2 General Structure of Negotiations P 2.2 3 Structure of Business Negotiation P 2.3 Chapter 3 Negotiation Lubrication Knowledge Points for chapter 3 number Knowledge Points page section 1 Knowledge base of negotiators P 3.1 2 Target Decision P 3.2 3 Collecting Information P 3.3 4 Choice of Negotiation Venues P 3.5 Chapter 4 Win-Win Concept Knowledge Points for chapter 4 number Knowledge Points page section 1 Win-lose model P 4.1 2 Win-win model P 4.2 3 Conditional negotiation P 4.3 Chapter 5 Collaborative Principled Negotiation Knowledge Points for chapter 5 number Knowledge Points page section 1 CPN P 5.1 2 Separate People from the Problem P 5.2 3 Focus on Interests Not Position P 5.3 4 Introduce Objective Criteria 5.5 Chapter 6 Law of Interest Distribution Knowledge Points for chapter 6 number Knowledge Points page section 1 Needs Theory P 6.1 2 Three Levels of Interests at the Domestic Level P 6.3 3 Law of Two Level Game P 6.4 Chapter 7 Negotiating Power and Related Factors Knowledge Points for chapter 7 number Knowledge Points page section 1 Negotiating Power and Sources of Negotiation Power P 7.1 2 Factors Causing Changes of Negotiating Power P 7.2 3 Application of Negotiating Power strategies P 7.3 Chapter 8 Law of Trust Knowledge Points for chapter 8 number Knowledge Points page section 1 Trust and its Interpretation P 8.1 2 Factors deciding trusting and Trusted P 8.2 3 Factors deciding a person’s trustful behavior P 8.3 4 Effects of Trust p 8.4 Chapter 9 Personal Styles VS Negotiation Modes Knowledge Points for chapter 9 number Knowledge Points page section 1 Neg